Refer to rock tenn lubricants used to maintain the

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149. Refer to Rock-Tenn. Lubricants used to maintain the machinery that produces cartons would be an ex- ample of _____. a. major equipment b. accessory equipment c. raw materials d. supplies e. processed materials ANS: D Supplies are consumable items tat do not become part of the final product, and lubricants would be an example of supplies. PTS: 1 REF: 110 OBJ: 07-7 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Product NAR: Rock-Tenn 150. Refer to Rock-Tenn. A paper producing company sales representative wants to do business with Rock- Tenn. He/She needs to locate the person who actually negotiates the purchase, in other words, the _____ in the buying center. PTS: 1 REF: 111 OBJ: 07-8 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Customer NAR: Rock-Tenn 151. Refer to Rock-Tenn. A sales representative from a paper producing company calls on Rock-Tenn routinely every month to review their ordering needs. The monthly sale of paper to Rock-Tenn would constitute a: PTS: 1 REF: 112 OBJ: 07-8 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Customer NAR: Rock-Tenn
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ESSAY 1. What is business marketing, and what is the key characteristic distinguishing business products from consumer products. ANS: Business marketing is the marketing of goods and services to individuals and organizations for pur- poses other than personal consumption. Business products include those that are used to manufacture other products, become part of another product, or aid the normal operations of an organization. The key characteristic distinguishing business products from consumer products is intended use, not phys- ical characteristics. A product that is purchased for personal or family consumption or as a gift is a consumer good. If that same product was bought for use in a business, it is a business product. PTS: 1 REF: 99 OBJ: 07-1 TOP: AACSB Communication | TB&E Model Strategy 2. The use of the Internet to facilitate activities between organizations has evolved and grown rapidly throughout its short history. Define B2B e-commerce and discuss the evolution of e-business initiat- ives. ANS: B2B e-commerce is business-to-business e-commerce and is the use of the Internet to facilitate the ex- change of goods, services, and information between organizations. Past initiatives included revenue generation, aggressive disintermediation initiative, and basic marketing communication strategies. Present initiatives, however, include reduce costs, build channel partnerships and trust, customer-fo- cused technology and systems, brand building and development, and integration of online and tradi- tional media.
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