1.Responsibility charting is an approach that can classify ____________________ and highlight the multifunctional nature of business marketing decision making.

decision-making roles

business units

customer segments

organizational buyers

2.Which of the following is not one of the defined product lines?

Proprietary or catalog

Custom-built

Custom-designed

Customer function

3.What is the last step in the B2B positioning process?

Evaluating positioning versus competitors

Determining who are your competitors

Evaluating current market segments

Determining whether or not to reposition

4.Which of the following is a significant risk when determining which products to sell and to what segments?

Selling a capability rather than a product

Providing product functions specific to a customer segment

Identifying features that will deliver real value

Having too much faith in your companies skills and abilities

5. When does penetration pricing make the most strategic sense?

a strong threat of imminent competition.

inelastic demand.

When a firm wants to maximize early profits.

When a firm needs to recover the cost of production quickly.