Question 1

What is the potential result when one member of a channel receives preferential treatment?

Accepted Answer

A)  Channel reward 
B)  Channel conflict 
C)  Channel leadership 
D)  Channel captain 
E)  Channel alienation 
A)  Channel reward 
B)  Channel conflict 
C)  Channel leadership 
D)  Channel captain 
E)  Channel alienation

Question 2

In promotion, a pull strategy involves marketing a product to wholesalers and retailers who then persuade customers to buy it.

Accepted Answer

A) True 
 B)False

Question 3

List one advantage of using trucks for transportation and one disadvantage.

Accepted Answer

The advantages of trucks include flexibi

Question 4

What is the advantage of shopping at a wholesale club?

Accepted Answer

A)  There is a large discount on a wide range of merchandise. 
B)  Customers can view samples and place orders. 
C)  There are a wide variety of products at low prices. 
D)  The manufacturer owns the store and prices are discounted. 
E)  Merchandise is sold directly from the factory to the consumer. 
A)  There is a large discount on a wide range of merchandise. 
B)  Customers can view samples and place orders. 
C)  There are a wide variety of products at low prices. 
D)  The manufacturer owns the store and prices are discounted. 
E)  Merchandise is sold directly from the factory to the consumer.

Question 5

Which of the following refers to the total message any company sends to customers about products and services?

Accepted Answer

A)  Promotion 
B)  Communication mix 
C)  Positioning 
D)  Pull strategy 
E)  Push strategy 
A)  Promotion 
B)  Communication mix 
C)  Positioning 
D)  Pull strategy 
E)  Push strategy

Question 6

Which of the following intermediaries matches numerous sellers and buyers as needed, often without knowing in advance who they will be?

Accepted Answer

A)  Producer representative 
B)  Retailer 
C)  Syndicated seller 
D)  Sales agent 
E)  Broker 
A)  Producer representative 
B)  Retailer 
C)  Syndicated seller 
D)  Sales agent 
E)  Broker

Question 7

In the distribution process, the channel captain can be an influential wholesaler or large retailer.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following BEST characterizes the difference between the roles of advertising and personal selling in the promotional mix of a firm?

Accepted Answer

A)  Advertising is, at its worst, very expensive with little return, whereas personal selling is also very expensive, at its worst, but with better returns. 
B)  Advertising, at its best, targets a specific audience about a product, whereas personal selling, at its best, is always dependent on the clients that a seller has. 
C)  Advertising involves public relations with the overall population of consumers, whereas personal selling involves personalized relationships with select individuals. 
D)  Advertising is a relatively new method of promotion, whereas personal selling is the oldest method of promotion. 
E)  Advertising is nonpersonal in its communication about a product, whereas personal selling is highly individualized. 
A)  Advertising is, at its worst, very expensive with little return, whereas personal selling is also very expensive, at its worst, but with better returns. 
B)  Advertising, at its best, targets a specific audience about a product, whereas personal selling, at its best, is always dependent on the clients that a seller has. 
C)  Advertising involves public relations with the overall population of consumers, whereas personal selling involves personalized relationships with select individuals. 
D)  Advertising is a relatively new method of promotion, whereas personal selling is the oldest method of promotion. 
E)  Advertising is nonpersonal in its communication about a product, whereas personal selling is highly individualized.

Question 9

What are the three major classifications of retail outlets in the United States?

Accepted Answer

A)  Large-sized outlets, medium-sized specialty shops, small-sized convenience stores 
B)  Product-based retailers, bargain-based retailers, convenience-based retailers 
C)  Quality-based retailers, quantity-based retailers, specialty-based retailers 
D)  Producer-owned retailers, franchised retailers, independently owned retailers 
E)  Brick-and-mortar retailers, e-retailers, hybrid retailers 
A)  Large-sized outlets, medium-sized specialty shops, small-sized convenience stores 
B)  Product-based retailers, bargain-based retailers, convenience-based retailers 
C)  Quality-based retailers, quantity-based retailers, specialty-based retailers 
D)  Producer-owned retailers, franchised retailers, independently owned retailers 
E)  Brick-and-mortar retailers, e-retailers, hybrid retailers

Question 10

When getting a good or service to market, who is most powerful in determining the roles and rewards of others in the system?

Accepted Answer

A)  Channel captain 
B)  Exclusive distributer 
C)  Selective distributer 
D)  Merchant wholesaler 
E)  Sales agent 
A)  Channel captain 
B)  Exclusive distributer 
C)  Selective distributer 
D)  Merchant wholesaler 
E)  Sales agent

Question 11

Which of the following BEST describes the purpose of point-of-sale displays?

Accepted Answer

A)  To inform customers about the benefits of the products 
B)  To entice customers to buy additional products 
C)  To make it easier for customers to find products 
D)  To promote the reputation of the company offering certain products 
E)  To target specific messages about the product to customers 
A)  To inform customers about the benefits of the products 
B)  To entice customers to buy additional products 
C)  To make it easier for customers to find products 
D)  To promote the reputation of the company offering certain products 
E)  To target specific messages about the product to customers

Question 12

For B2B promotions, who typically sponsors trade shows where companies display and demonstrate their products?

Accepted Answer

A)  Retailers 
B)  Manufacturers 
C)  Wholesalers 
D)  Marketers 
E)  Industry sponsors 
A)  Retailers 
B)  Manufacturers 
C)  Wholesalers 
D)  Marketers 
E)  Industry sponsors

Question 13

Explain the primary difference between a wholesaler and a sales agent.

Accepted Answer

The primary difference is the role that

Question 14

What type of retailing is mail order or catalog marketing considered to be?

Accepted Answer

A)  Warehousing 
B)  Telemarketing 
C)  Nonstore 
D)  Direct selling 
E)  Online 
A)  Warehousing 
B)  Telemarketing 
C)  Nonstore 
D)  Direct selling 
E)  Online

Question 15

One drawback of nondirect distribution is higher prices.

Accepted Answer

A) True 
 B)False

Question 16

Which mode of transportation is the fastest and least expensive, but can only be used by a limited number of industries?

Accepted Answer

A)  Digital 
B)  Air-freight 
C)  Water 
D)  Rail 
E)  Pipelines 
A)  Digital 
B)  Air-freight 
C)  Water 
D)  Rail 
E)  Pipelines

Question 17

Most products are well suited to distribution by high-speed digital transmission.

Accepted Answer

A) True 
 B)False

Question 18

What type of selling should be used if a buyer is unaware they need or want a product, and the product is high-priced?

Accepted Answer

A)  Industrial selling 
B)  Missionary selling 
C)  Creative selling 
D)  Personal selling 
E)  Retail selling 
A)  Industrial selling 
B)  Missionary selling 
C)  Creative selling 
D)  Personal selling 
E)  Retail selling

Question 19

As a product line retailer, what services do supermarkets emphasize?

Accepted Answer

A)  Specialized departments for different products 
B)  Wide variety of services, credit, and delivery options 
C)  Low prices, self-service, and wide selection 
D)  Full product line within a narrow product field 
E)  Knowledgeable sales people and product specialist 
A)  Specialized departments for different products 
B)  Wide variety of services, credit, and delivery options 
C)  Low prices, self-service, and wide selection 
D)  Full product line within a narrow product field 
E)  Knowledgeable sales people and product specialist

Question 20

Describe the services provided by e-intermediaries.

Accepted Answer

E-intermediaries are Internet-based chan

What is the potential result when one member of a channel receives preferential treatment?

In promotion, a pull strategy involves marketing a product to wholesalers and retailers who then persuade customers to buy it.

List one advantage of using trucks for transportation and one disadvantage.

What is the advantage of shopping at a wholesale club?

Which of the following refers to the total message any company sends to customers about products and services?

Which of the following intermediaries matches numerous sellers and buyers as needed, often without knowing in advance who they will be?

In the distribution process, the channel captain can be an influential wholesaler or large retailer.

Which of the following BEST characterizes the difference between the roles of advertising and personal selling in the promotional mix of a firm?

What are the three major classifications of retail outlets in the United States?

When getting a good or service to market, who is most powerful in determining the roles and rewards of others in the system?

Which of the following BEST describes the purpose of point-of-sale displays?

For B2B promotions, who typically sponsors trade shows where companies display and demonstrate their products?

Explain the primary difference between a wholesaler and a sales agent.

What type of retailing is mail order or catalog marketing considered to be?

One drawback of nondirect distribution is higher prices.

Which mode of transportation is the fastest and least expensive, but can only be used by a limited number of industries?

Most products are well suited to distribution by high-speed digital transmission.

What type of selling should be used if a buyer is unaware they need or want a product, and the product is high-priced?

As a product line retailer, what services do supermarkets emphasize?

Describe the services provided by e-intermediaries.

The U.S. Business Environment

Understanding Business Ethics and Social Responsibility

Entrepreneurship, New Ventures, and Business Ownership

Understanding the Global Context of Business

Managing the Business

Organizing the Business

Operations Management and Quality

Employee Behavior and Motivation

Leadership and Decision Making

Human Resource Management and Labor Relations

Marketing Processes and Consumer Behavior

Developing and Pricing Products

Information Technology (IT)for Business

The Role of Accountants and Accounting Information

Understanding Money and the Role of Banking

Managing Business Finances

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Exam 13: Distributing and Promoting Products

What is the potential result when one member of a channel receives preferential treatment?

In promotion, a pull strategy involves marketing a product to wholesalers and retailers who then persuade customers to buy it.

List one advantage of using trucks for transportation and one disadvantage.

What is the advantage of shopping at a wholesale club?

Which of the following refers to the total message any company sends to customers about products and services?

Which of the following intermediaries matches numerous sellers and buyers as needed, often without knowing in advance who they will be?

In the distribution process, the channel captain can be an influential wholesaler or large retailer.

Which of the following BEST characterizes the difference between the roles of advertising and personal selling in the promotional mix of a firm?

What are the three major classifications of retail outlets in the United States?

When getting a good or service to market, who is most powerful in determining the roles and rewards of others in the system?

Which of the following BEST describes the purpose of point-of-sale displays?

For B2B promotions, who typically sponsors trade shows where companies display and demonstrate their products?

Explain the primary difference between a wholesaler and a sales agent.

What type of retailing is mail order or catalog marketing considered to be?

One drawback of nondirect distribution is higher prices.

Which mode of transportation is the fastest and least expensive, but can only be used by a limited number of industries?

Most products are well suited to distribution by high-speed digital transmission.

What type of selling should be used if a buyer is unaware they need or want a product, and the product is high-priced?

As a product line retailer, what services do supermarkets emphasize?

Describe the services provided by e-intermediaries.

The U.S. Business Environment

Understanding Business Ethics and Social Responsibility

Entrepreneurship, New Ventures, and Business Ownership

Understanding the Global Context of Business

Managing the Business

Organizing the Business

Operations Management and Quality

Employee Behavior and Motivation

Leadership and Decision Making

Human Resource Management and Labor Relations

Marketing Processes and Consumer Behavior

Developing and Pricing Products

Information Technology (IT)for Business

The Role of Accountants and Accounting Information

Understanding Money and the Role of Banking

Managing Business Finances

Filters