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Business English Exercises
 

Selling to Businesses

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Home > Teaching Business English > Business English Lessons, Advanced Level # 113
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The amount of purchasing undertaken in the business market easily dwarfs the total spending by consumers; because the business market is so large it draws the interest of millions of companies that market exclusively to business customers.

Correct answer: (c) dwarfs

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In certain business markets purchase decisions hinge on the outcome of a bidding process between competitors offering similar products and services.

Correct answer: (b) hinge

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In these cases the decision to buy is often whittled down to one concern who has the lowest price.

Correct answer: (d) whittled

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Consumer and business markets differ in that business markets are more likely to be price than brand-driven.

Correct answer: (c) driven

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The demand by businesses for products and services is affected by consumer purchases; this is called derived demand.

Correct answer: (b) derived

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501 Business English Exercises — Printable, photocopiable.
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Because so many organizations may have a part in creating consumer purchases, a small swing in consumer demand can create big changes in business purchasing.

Correct answer: (d) swing

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The search for alternatives is a significant difference between consumer and business purchasing; while a consumer will probably not search hard to save two cents a gallon on gas, a company that has a large fleet of cars or trucks certainly will.

Correct answer: (c) fleet

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In more advanced purchase situations, members of the Buying Center may evaluate each option using a checklist of features sought by the buyer, and each feature is assigned a weight that corresponds to its importance to the purchase decision.

Correct answer: (d) weight

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If the product is well received, it may end up moving to a straight re-purchase status, thus eliminating much of the evaluation process on future purchases.

Correct answer: (d) well

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Business purchase decisions can drag on for an extensive period; unlike consumer markets where impulse purchasing is rampant, the number of people involved in business purchase decisions results in decisions taking weeks, months or years.

Correct answer: (b) drag on

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Business English Practice Exercises Business English Tests — several topics are covered: office matters, job applications, computer English, money expressions, business law, operations management, retail marketing, e-commerce, accounting terms, contracts and agreements, commercial correspondence, etc.
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