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Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion.

1.
Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis?


A. Personal selling is more cost efficient than advertising.

B. Personal selling is more traditional than advertising.

C. Organizational buyers demand personal selling.

D. Dealing with organizational buyers typically requires more face-to-face contact than is necessary in the case of end consumers.
Point Value: 1
2.
Which of the following is not a major difference between organizational buyers and individual consumer decisions?


A. Organizational buyers are more likely to meet precise specifications in the products they are selecting.

B. Individual customers are more likely to buy on impulse.

C. Organizational buyers have more experience and intelligence, so the risk of error is smaller.

D. Organizational buying puts more emphasis on personal selling.
Point Value: 1
3.
A good definition of an extended family unit is ________ living together.


A. one parent and at least one child

B. two parents and at least one child

C. two generations of a family plus one renter

D. three generations of a family

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