Sales force compensation should direct the sales force toward activities that are consistent with _________ ?

A. Overall company strategies
B. Overall company objectives
C. Overall department objectives
D. Overall marketing objectives

The purchasing agents of the companies in business markets dominate the__________?

A. buyer selection
B. trial suppliers
C. product components
D. supplier selection

Administrator who assists in selection and deselection of purchasing goods and services by screening information about products are__________?

A. purchasing agents
B. system agents
C. evaluation agents
D. awareness agents

The type of buyer and supplier relationship that are together in operational ways is classified as_________?

A. operational systems
B. cooperative systems
C. structural commitment
D. structural adaptation

The type of exchange relationship in a specific adaptation without strong cooperation is called__________?

A. mutually contracts
B. mutually adaptive
C. mutual structure commitment
D. commitment selling

In business markets, the demand of business goods is more volatile than demand for consumer goods, is classified as_________?

A. fluctuating demand
B. stable demand
C. unstable demand
D. freeze demand

The establishing of dams, irrigation, sanitation systems, pipelines and utilities are the examples of__________?

A. systems contracting
B. system selling
C. systems buying
D. management supplies

The buying center includes all the organizations who play roles as_________?

A. initiators and users
B. deciders and approvers
C. buyers and gatekeepers
D. all of the above

The electronic markets in which prices fluctuate in every second are classified as_________?

A. spot markets
B. exchange markets
C. vertical markets
D. both A and B

The business markets include:__________?

A. insurance companies
B. public utilities
C. government institutions
D. all of the above