Within the industrial mix, the product variable places a great deal of emphasis on
A. price
B. services
C. environmental influences
D. distribution
E. sales promotion
Answer: (B) is the correct choice. Services included are on-time delivery, quality control, custom design, nationwide distribution systems, along with technical advice. (A) is incorrect because prices are often elastic, requiring the firm to price at or near the prices of their competitors. This keeps prices stable. (C) is also incorrect. Industrial marketing is unique for environmental services, but is not the most emphasized area. The distribution emphasis is just to make sure products are available, so (D) is not the correct answer. And even though there is an element of sales promotion in an industrial setting, this is not the most emphasized element of the industrial mix; thus, (E) is incorrect.