Chapter 3

Jim Jackson, an industrial salesperson for Pittsburgh Machine Tool, will call on two accounts this afternoon. the first will be a buying organisation Jim has been servicing for the past 3 years. The second call, however, poses more of a challenge. This buying organization has been dealing with a prime competitor of Pittsburgh Machine Tool for 5 years. Jim, who has good rapport with the purchasing and engineering departments, feels that the time may be right to penetrate this account. recently, Jim learned that the purchasing manager was extremely unhappy with the existing supplier’s poor delivery service. Define the buying situations for confronting Jim and outline the appropriate strategy he should follow in each case.

Chapter 4

Describe switching cost. Discuss the switching cost that Southwest Airlines would incur if it began to phase out its fleets of Boeing Airliners with replacements from Airbus. What steps could Airbus take to reduce these switching costs? How might Boeing counter to strengthen its relationship with Southwest?

Chapter 5

1.Please explain the macrosegmentation based in the product categories in the business market.

2. Sara Lee Corporation derives more than $1.5 billion of sales each year from the institutional market (for example, hospitals, schools, restaurants). explain how a firm such as Sara Lee or General Mills might apply the concept of market segmentation to the institutional market.

Surname 1Student’s NameCourseTutor’s NameDateBusiness Marketing Management (B2B)Chapter One: Consumer-Goods Marketing and Business Marketing Comparison CustomersBuying Behavior…

(A) asset management policy (B)IT policy frame work (C)control standard (D)risk assessment policy

2) In the ISO/IEC 27002 framework _________ describes the use and controls related to encryption .

(A) cryptography (B)operation security(C) communication security (D)access control

3) Before publishing major policy changes , it can be beneficial to a conduct a ____________ in order to offer a employees an explanations of the upcoming changed and create a space for dialogue .

(A) Road show (B) town hall meeting (C) presentation (D) lunch and learn

4) Security controls are measure taken to protect systems from attack on the integrity ,confidentiality and arability of the system ,if a potential employees have to undergo a drug screening , which of the following controls is being conducted ?

(A) Preventing security control ,(B) technical security control (C) physical security control (D) administrative control