Speed of service is usually more important that service consistency.
A measure of the physical conditions of the product when received by the buyer is
known as____________________, this common element of logistics service.
Some business models demonstrate more profit potential than others: Southwest
Airlines is more profitable than America West Airlines; Dell is more profitable than
Gateway; and Intel readily outperforms its rivals. Describe the factors that determine
the profit potential of a business concept or model.
Answer:
n/a
Sales results provide an excellent benchmark against which to measure performance.
Low switching costs allow a buyer to focus on minimizing the cost of a particular
transaction.
The decision to purchase a fork-lift truck may be a new task buying situation in one
organization and a modified or straight rebuy in another.
Exporting involves giving up direct control of the marketing program, which often
makes it difficult to coordinate activities.
The rules of thumb approach to setting advertising budgets is not always effective, but
it is commonly used because it is easy to implement and managers are familiar with it.
The contribution of a firm’s customer-relating capability to the firm’s position of
advantage depends on the degree to which the market offers an attractive opportunity.
Value-in-use constitutes a microlevel base of segmentation.
Rather than waiting for customers in the business market to demand just-in-time (JIT)
service, explain how a business marketer could proactively seek out opportunities to
assist customers using JIT inventory management as a marketing strategy. To
implement such a strategy, what adjustments would be required in the logistical system?
Answer:
n/a
Mary Bronson recently completed the sales training program at Dow Chemical and has
spent the past few months in San Diego, her assigned territory. Today she plans to call
on two accounts and then complete a sales forecast for next quarter.
The first account is a small, high-tech firm that potentially could use a Dow product
directly in a production process. This production process is new and the purchasing
manager indicated that several substitute products will likely receive consideration.
What strategy should Mary follow in dealing with this customer?
The second account has been buying their chemical products from Allied for the past
three years. Of course, Mary would like them to change to Dow but the purchasing
manager at this firm seems preoccupied with other matters. What strategy should Mary
follow here? She wonders if it’s even worth stopping by because she could spend the
time talking to an existing customer.
Answer:
n/a
One component of the balanced scorecard centers on customer satisfaction while
another centers on employee satisfaction.
Success in penetrating a buying organization with one item often means success for
other items in the product line.
A global industry is one in which a firm’s ____________________ in one country is
significantly influenced by its position in other countries.
Product lifestyle services refer to services that facilitate the customer’s access to a
manufacturers product and ensure is functioning throughout the product’s useful life..