CES B2B Ecommerce & Marketplace Strategy

Question 1

What distinguishes B2B ecommerce from B2C ecommerce in terms of buyer behavior?

Accepted Answer

B2B buyers typically purchase in larger volumes, require custom pricing, and involve multiple decision-makers

Answer

B2B ecommerce involves higher order volumes, negotiated pricing, purchase order workflows, and complex approval processes involving multiple stakeholders.

Question 2

What is a 'marketplace' model in ecommerce (e.g., Amazon, eBay, Etsy)?

Accepted Answer

A platform where multiple third-party sellers list and sell products to customers through a centralized storefront

Answer

An ecommerce marketplace aggregates multiple third-party sellers under one platform, handling customer acquisition while sellers manage their own listings and inventory.

Question 3

What is a key advantage of selling on established marketplaces like Amazon or Walmart.com?

Accepted Answer

Immediate access to the marketplace's large, existing customer base without building brand awareness from scratch

Answer

Marketplaces provide sellers with access to millions of existing shoppers, dramatically reducing customer acquisition costs for new or growing brands.

Question 4

What is a key challenge of relying solely on marketplace selling for an ecommerce business?

Accepted Answer

Lack of ownership over customer data and relationships, creating dependency on the platform

Answer

Marketplace sellers cannot capture customer email addresses or build direct relationships, making them vulnerable to platform policy changes, fee increases, or account suspensions.

Question 5

What is a 'minimum advertised price' (MAP) policy in ecommerce?

Accepted Answer

A manufacturer's restriction on the lowest price a retailer can advertise for a product

Answer

MAP policies are set by manufacturers or brands to prevent retailers from advertising products below a specified price, protecting brand value and dealer margins.

CES - Certified Ecommerce Specialist Practice Test

CES - Certified Ecommerce Specialist Practice Test

CES B2B Ecommerce & Marketplace Strategy