MKT120 ABA: B2B Marketing: Central Foods

Excellent! Can you explain how business-to-business marketing is different than business-to-consumer marketing? 1. The purchasing process is shorter for B2B selling than the consumer-decision making process in B2C selling. 2. Businesses purchase using emotion and personal interest, whereas consumers purchase using standardized procedures. 3. Businesses buy through professional purchasing managers, and consumers do not.

Businesses buy through professional purchasing managers, and consumers do not.

Using the information from the other Central Foods locations and the requests from customers at the Chisholm Heights store, which of the following gluten-free options should Helen offer customers at Chisholm Heights? Cakes and pies Cookies and cupcakes Cookies and cakes

Cookies and cupcakes

Using the information provided in the Gluten-Free Requests chart, which of the following conclusions can you draw about the requests from Chisholm Heights customers? 1. Customers want to purchase cakes and cupcakes multiple times per week. 2. Customers want to purchase cookies and cupcakes to have available for day-to-day life rather than special occasions. 3. Customers want to purchase a wide variety of sweet treats for special occasions.

Customers want to purchase cookies and cupcakes to have available for day-to-day life rather than special occasions.

When describing and quantifying the need for purchasing gluten-free baked goods, which of the following parameters should be discussed? Delivery timeframe Packaging Transaction history Price to customers Amount needed Product options

Delivery timeframe; Packaging; Amount needed; Product options

When placing the modified rebuy order with Bakeology to include additional flavor options, treats, and special occasion cakes, where would you place Central Foods and Bakeology on the continuum of buyer-seller relationships? 1. In the middle between transactional and collaborative 2. On the transactional end of the continuum 3. On the collaborative end of the continuum

In the middle between transactional and collaborative

Which of the following is an example of derived demand that has resulted from selling gluten-free cookies and cupcakes? 1. Increased demand for cookie platters and cupcake stands. 2. Increased demand for eggs, butter, and sugar. 3. Increased demand for ice cream and frozen treats.

Increased demand for eggs, butter, and sugar.

Staff and customers who are participating in taste testing products from each bakery would be known as: Buyers Gatekeepers Influencers Deciders

Influencers

What type of buying situation should Helen enter into with Bakeology? Straight Rebuy Modified Rebuy

Modified Rebuy

Now that we have discussed the items we want to purchase and researched the bakeries in the area, can you remind me what our next step is in the buying process? Seek requests for proposals. Place an order. Follow up with suppliers. Research suppliers.

Seek requests for proposals.

Thinking about the needs and wants of the Chisholm Heights customers, which bakery should be eliminated? Sweet Treats Treat Bar Bakeology Stir Crazy Bakery

Sweet Treats

Y/N, the taste tests were a great idea! It looks like there is one bakery that both staff and customers clearly preferred. Would you agree? 1. No, it looks like staff and customers were split between all three bakeries. 2. Yes, staff and customers clearly preferred Stir Crazy Bakery. 3. Yes, staff and customers clearly preferred Bakeology.

Yes, staff and customers clearly preferred Bakeology.

Based on these RFPs, do you think we should eliminate one bakery now? 1. No, we should continue with all three bakeries. 2. Yes, we should eliminate Treat Bar because they submitted a very plain RFP with minimal information.

Yes, we should eliminate Treat Bar because they submitted a very plain RFP with minimal information.

Chantelle is going to work with Karl, the __________ to submit the purchase order for Bakeology. buyer reseller gatekeeper

buyer

Having results from the taste test should make it easier for the ________ to make the final purchase decision. seller decider buyer

decider