Question 1

Typically,the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:

Accepted Answer

A)  Those listed in the Verified Directory of Manufacturers' Representatives. 
B)  Those who advertise most heavily. 
C)  Those who are generally considered to be the most prestigious in the industry. 
D)  Those who offer the largest trade discounts. 
E)  Those who presently have the fewest number of channel members. 
A)  Those listed in the Verified Directory of Manufacturers' Representatives. 
B)  Those who advertise most heavily. 
C)  Those who are generally considered to be the most prestigious in the industry. 
D)  Those who offer the largest trade discounts. 
E)  Those who presently have the fewest number of channel members. C

Question 2

The selection criterion that refers to __________ reflects the degree to which there is a continuity of management if the principal dies.

Accepted Answer

A)  management ability 
B)  management succession 
C)  capability 
D)  reputation 
E)  performance 
A)  management ability 
B)  management succession 
C)  capability 
D)  reputation 
E)  performance B

Question 3

_________ is the selection criterion that reflects a prospective intermediary's enthusiasm,initiative,and aggressiveness.

Accepted Answer

A)  Management ability 
B)  Reputation 
C)  Attitude 
D)  Market coverage 
E)  Risk 
A)  Management ability 
B)  Reputation 
C)  Attitude 
D)  Market coverage 
E)  Risk C

Question 4

The selection of channel members according to the text is __________ the selection of employees.

Accepted Answer

A)  almost as important as 
B)  as important as 
C)  more important than 
D)  of little importance compared with 
E)  much easier than 
A)  almost as important as 
B)  as important as 
C)  more important than 
D)  of little importance compared with 
E)  much easier than

Question 5

Generalized lists of channel member selection criteria:

Accepted Answer

A)  Can help the channel member to develop his or her own specialized list. 
B)  Usually conflict with more specialized lists of criteria. 
C)  Provide little room for flexibility. 
D)  Are adequate without changes. 
E)  Are relevant for all firms in every industry. 
A)  Can help the channel member to develop his or her own specialized list. 
B)  Usually conflict with more specialized lists of criteria. 
C)  Provide little room for flexibility. 
D)  Are adequate without changes. 
E)  Are relevant for all firms in every industry.

Question 6

Yeoh and Calantone identify six categories of selection criteria that reflect the _________ distributors must possess to be effective representatives in foreign markets.

Accepted Answer

A)  breadth of expertise 
B)  knowledge 
C)  core competencies 
D)  technical skills 
E)  efficiency skills 
A)  breadth of expertise 
B)  knowledge 
C)  core competencies 
D)  technical skills 
E)  efficiency skills

Question 7

In using its product line to secure new channel members,it is most important for the manufacturer to stress:

Accepted Answer

A)  The functionality of the product. 
B)  The quality of the product. 
C)  The customer benefits of the product. 
D)  The depth and breadth of the product line. 
E)  The profit potential of the product. 
A)  The functionality of the product. 
B)  The quality of the product. 
C)  The customer benefits of the product. 
D)  The depth and breadth of the product line. 
E)  The profit potential of the product.

Question 8

In the selection of foreign distributors as laid out by Yeoh and Calantone,which of the following criteria was not cited in a study of foreign distributors' selection processes mentioned in the textbook?

Accepted Answer

A)  Ethnicity 
B)  Commitment level 
C)  Financial strength 
D)  Marketing skills 
E)  Product-related factors 
A)  Ethnicity 
B)  Commitment level 
C)  Financial strength 
D)  Marketing skills 
E)  Product-related factors

Question 9

Which company in the text advertised in a trade magazine offering a "Category Management Partner" program as an inducement to potential channel members?

Accepted Answer

A)  Gillette 
B)  Dell Computer 
C)  Snyder's 
D)  3M 
E)  Thermoid 
A)  Gillette 
B)  Dell Computer 
C)  Snyder's 
D)  3M 
E)  Thermoid

Question 10

According to Pegram,the most frequently used criterion for judging the acceptability of prospective channel members is:

Accepted Answer

A)  Distributor sales strength. 
B)  Distributors' product lines. 
C)  Reputation. 
D)  Credit and financial rating. 
E)  Market coverage. 
A)  Distributor sales strength. 
B)  Distributors' product lines. 
C)  Reputation. 
D)  Credit and financial rating. 
E)  Market coverage.

Question 11

The selection of channel members:

Accepted Answer

A)  Cannot take place in the absence of the channel design process. 
B)  Is the most important phase of channel design. 
C)  Can occur even when channel structure is not altered. 
D)  Should be done at least on an annual basis. 
E)  Is essentially the same as the evaluation of channel members. 
A)  Cannot take place in the absence of the channel design process. 
B)  Is the most important phase of channel design. 
C)  Can occur even when channel structure is not altered. 
D)  Should be done at least on an annual basis. 
E)  Is essentially the same as the evaluation of channel members.

Question 12

Securing the prospective channel members as actual channel members is usually the:

Accepted Answer

A)  First step in the selection process. 
B)  Second step in the selection process. 
C)  Third step in the selection process. 
D)  Fourth step in the selection process. 
E)  Cannot be determined because it varies so much from case to case. 
A)  First step in the selection process. 
B)  Second step in the selection process. 
C)  Third step in the selection process. 
D)  Fourth step in the selection process. 
E)  Cannot be determined because it varies so much from case to case.

Question 13

A prospective channel member's ability to blanket the geographical territory that the manufacturer would like to reach is referred to as the __________ criterion.

Accepted Answer

A)  market segmentation 
B)  intensive distribution 
C)  market coverage 
D)  territorial restriction 
E)  geographical flexibility 
A)  market segmentation 
B)  intensive distribution 
C)  market coverage 
D)  territorial restriction 
E)  geographical flexibility

Question 14

Selecting channel members with market coverage overlap is especially problematic for:

Accepted Answer

A)  Manufacturers in highly intensive distribution. 
B)  Manufacturers in highly selective distribution. 
C)  Manufacturers of high technology products. 
D)  Manufacturers with large product lines. 
E)  It is equally troublesome for all of the above. 
A)  Manufacturers in highly intensive distribution. 
B)  Manufacturers in highly selective distribution. 
C)  Manufacturers of high technology products. 
D)  Manufacturers with large product lines. 
E)  It is equally troublesome for all of the above.

Question 15

Trade sources used for finding prospective channel members include all of the following except:

Accepted Answer

A)  Local newspapers. 
B)  Trade associations. 
C)  Trade shows. 
D)  "Grapevine". 
E)  Other firms selling similar products. 
A)  Local newspapers. 
B)  Trade associations. 
C)  Trade shows. 
D)  "Grapevine". 
E)  Other firms selling similar products.

Question 16

Which of the following is an incorrect statement about manufacturers and producers choosing a two-level channel structure?

Accepted Answer

A)  They use a six-phase process in channel design. 
B)  They do not have to worry about selection of channel members. 
C)  It is not necessary to allocate any distribution tasks to intermediaries. 
D)  They do not have to make selection decisions. 
E)  They need to develop specific criteria to evaluate channel members. 
A)  They use a six-phase process in channel design. 
B)  They do not have to worry about selection of channel members. 
C)  It is not necessary to allocate any distribution tasks to intermediaries. 
D)  They do not have to make selection decisions. 
E)  They need to develop specific criteria to evaluate channel members.

Question 17

A prospective wholesaler channel member's sales strength can be measured by:

Accepted Answer

A)  The number and quality of its sales reps. 
B)  The geography covered by the sales force. 
C)  The quality of its current product lines. 
D)  Gross profit. 
E)  Total sales revenue. 
A)  The number and quality of its sales reps. 
B)  The geography covered by the sales force. 
C)  The quality of its current product lines. 
D)  Gross profit. 
E)  Total sales revenue.

Question 18

Trade shows and conventions:

Accepted Answer

A)  Are generally the most important sources for finding new channel members. 
B)  Are typically a waste of time when it comes to finding prospective channel members. 
C)  Are useful for finding channel members only in consumer goods industries. 
D)  Are generally useful sources for finding new channel members. 
E)  Have greatly declined as a source for finding new channel members. 
A)  Are generally the most important sources for finding new channel members. 
B)  Are typically a waste of time when it comes to finding prospective channel members. 
C)  Are useful for finding channel members only in consumer goods industries. 
D)  Are generally useful sources for finding new channel members. 
E)  Have greatly declined as a source for finding new channel members.

Question 19

Which of the following statements is a false statement about Hlavacek and McCuistion's channel member selection criteria for technical product sold in industrial markets?

Accepted Answer

A)  Manufacturers should select distributors who carry a rather small array of products. 
B)  Financial capacity should not be overemphasized; sometimes less well-financed distributors are "hungrier". 
C)  Aggressiveness of the distributor always is a vital criterion. 
D)  A distributor that is a "small business" will be able to focus more attention on specific products. 
E)  A channel member's market coverage should be a criterion. 
A)  Manufacturers should select distributors who carry a rather small array of products. 
B)  Financial capacity should not be overemphasized; sometimes less well-financed distributors are "hungrier". 
C)  Aggressiveness of the distributor always is a vital criterion. 
D)  A distributor that is a "small business" will be able to focus more attention on specific products. 
E)  A channel member's market coverage should be a criterion.

Question 20

The list of selection criteria offered by Pegram may be described as:

Accepted Answer

A)  A very long one. 
B)  Empirically based. 
C)  A hypothetical checklist. 
D)  A non native set of criteria. 
E)  Not very relevant to many firms today. 
A)  A very long one. 
B)  Empirically based. 
C)  A hypothetical checklist. 
D)  A non native set of criteria. 
E)  Not very relevant to many firms today.

Typically,the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:

The selection criterion that refers to __________ reflects the degree to which there is a continuity of management if the principal dies.

_________ is the selection criterion that reflects a prospective intermediary's enthusiasm,initiative,and aggressiveness.

The selection of channel members according to the text is __________ the selection of employees.

Generalized lists of channel member selection criteria:

Yeoh and Calantone identify six categories of selection criteria that reflect the _________ distributors must possess to be effective representatives in foreign markets.

In using its product line to secure new channel members,it is most important for the manufacturer to stress:

In the selection of foreign distributors as laid out by Yeoh and Calantone,which of the following criteria was not cited in a study of foreign distributors' selection processes mentioned in the textbook?

Which company in the text advertised in a trade magazine offering a "Category Management Partner" program as an inducement to potential channel members?

According to Pegram,the most frequently used criterion for judging the acceptability of prospective channel members is:

The selection of channel members:

Securing the prospective channel members as actual channel members is usually the:

A prospective channel member's ability to blanket the geographical territory that the manufacturer would like to reach is referred to as the __________ criterion.

Selecting channel members with market coverage overlap is especially problematic for:

Trade sources used for finding prospective channel members include all of the following except:

Which of the following is an incorrect statement about manufacturers and producers choosing a two-level channel structure?

A prospective wholesaler channel member's sales strength can be measured by:

Trade shows and conventions:

Which of the following statements is a false statement about Hlavacek and McCuistion's channel member selection criteria for technical product sold in industrial markets?

The list of selection criteria offered by Pegram may be described as:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Target Markets and Channel Design Strategy

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

Exam 7: Selecting the Channel Members

Typically,the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:

The selection criterion that refers to __________ reflects the degree to which there is a continuity of management if the principal dies.

_________ is the selection criterion that reflects a prospective intermediary's enthusiasm,initiative,and aggressiveness.

The selection of channel members according to the text is __________ the selection of employees.

Generalized lists of channel member selection criteria:

Yeoh and Calantone identify six categories of selection criteria that reflect the _________ distributors must possess to be effective representatives in foreign markets.

In using its product line to secure new channel members,it is most important for the manufacturer to stress:

In the selection of foreign distributors as laid out by Yeoh and Calantone,which of the following criteria was not cited in a study of foreign distributors' selection processes mentioned in the textbook?

Which company in the text advertised in a trade magazine offering a "Category Management Partner" program as an inducement to potential channel members?

According to Pegram,the most frequently used criterion for judging the acceptability of prospective channel members is:

The selection of channel members:

Securing the prospective channel members as actual channel members is usually the:

A prospective channel member's ability to blanket the geographical territory that the manufacturer would like to reach is referred to as the __________ criterion.

Selecting channel members with market coverage overlap is especially problematic for:

Trade sources used for finding prospective channel members include all of the following except:

Which of the following is an incorrect statement about manufacturers and producers choosing a two-level channel structure?

A prospective wholesaler channel member's sales strength can be measured by:

Trade shows and conventions:

Which of the following statements is a false statement about Hlavacek and McCuistion's channel member selection criteria for technical product sold in industrial markets?

The list of selection criteria offered by Pegram may be described as:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Target Markets and Channel Design Strategy

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters