Question 1

The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.

Accepted Answer

A)  advertising support 
B)  fair dealing practices 
C)  the quality and variety of its product line 
D)  strong partnership agreements 
E)  management assistance 
A)  advertising support 
B)  fair dealing practices 
C)  the quality and variety of its product line 
D)  strong partnership agreements 
E)  management assistance

Question 2

As a general rule,the greater the intensity of distribution:

Accepted Answer

A)  The less the emphasis on selection. 
B)  The greater the emphasis on selection. 
C)  Intensity is not related to the selection decision. 
D)  The more complex the issues surrounding selection. 
E)  The development of specific criteria for channel member selection becomes very important. 
A)  The less the emphasis on selection. 
B)  The greater the emphasis on selection. 
C)  Intensity is not related to the selection decision. 
D)  The more complex the issues surrounding selection. 
E)  The development of specific criteria for channel member selection becomes very important.

Question 3

The best way for the manufacturer to obtain information about potential intermediaries from customers is by _______________ to learn customers' views about distributors in their market area.

Accepted Answer

A)  talking with competitors who serve the same customers 
B)  conducting surveys 
C)  using focus groups 
D)  setting up a suggestion box 
E)  analyzing buyer data from UPCs 
A)  talking with competitors who serve the same customers 
B)  conducting surveys 
C)  using focus groups 
D)  setting up a suggestion box 
E)  analyzing buyer data from UPCs

Question 4

As a general rule,the higher the level of selectivity of distribution:

Accepted Answer

A)  The greater the emphasis on selection. 
B)  The less the emphasis on selection. 
C)  The lower the emphasis on finding prospective channel members. 
D)  The fewer the criteria used in selection. 
E)  The more crucial the need to place products in all appropriate outlets. 
A)  The greater the emphasis on selection. 
B)  The less the emphasis on selection. 
C)  The lower the emphasis on finding prospective channel members. 
D)  The fewer the criteria used in selection. 
E)  The more crucial the need to place products in all appropriate outlets.

Question 5

If a channel has been structured to emphasize intensive distribution:

Accepted Answer

A)  A great deal of emphasis is placed on selection. 
B)  Less emphasis is placed on selection. 
C)  Selection takes a long time to accomplish. 
D)  Channel members must be presold on the products prior to distribution. 
E)  The selected channel members must be re-evaluated every two years. 
A)  A great deal of emphasis is placed on selection. 
B)  Less emphasis is placed on selection. 
C)  Selection takes a long time to accomplish. 
D)  Channel members must be presold on the products prior to distribution. 
E)  The selected channel members must be re-evaluated every two years.

Question 6

According to the text,the most important source for finding prospective channel members is:

Accepted Answer

A)  Trade sources. 
B)  Reseller inquiries. 
C)  Distributors' customers. 
D)  Field sales organizations. 
E)  Facilitating agencies. 
A)  Trade sources. 
B)  Reseller inquiries. 
C)  Distributors' customers. 
D)  Field sales organizations. 
E)  Facilitating agencies.

Question 7

According to Pegram's research,______________ between manufacturers and intermediaries have become the norm for relationships in many channels of distribution.

Accepted Answer

A)  high trade discount structure 
B)  exclusive dealing arrangements 
C)  partnerships or strategic alliances 
D)  special promotional deals 
E)  substantial monetary incentives 
A)  high trade discount structure 
B)  exclusive dealing arrangements 
C)  partnerships or strategic alliances 
D)  special promotional deals 
E)  substantial monetary incentives

Question 8

A significant problem with using the sales force to find prospective channel members is that:

Accepted Answer

A)  In many cases salespeople do not know their territories well. 
B)  Salespeople are not in a good position to recognize potential new channel members. 
C)  Salespeople may not devote much effort to finding new channel members because they may not be adequately rewarded for doing so. 
D)  It is very expensive to use salespeople for this purpose. 
E)  Salespeople are not trained to evaluate channel members. 
A)  In many cases salespeople do not know their territories well. 
B)  Salespeople are not in a good position to recognize potential new channel members. 
C)  Salespeople may not devote much effort to finding new channel members because they may not be adequately rewarded for doing so. 
D)  It is very expensive to use salespeople for this purpose. 
E)  Salespeople are not trained to evaluate channel members.

Question 9

The manufacturer's salespeople are often able to do all of the following except:

Accepted Answer

A)  Know the prospective channel members in their territories. 
B)  Provide objective evaluations of channel members. 
C)  Become acquainted with the management of salespeople of prospective channel members. 
D)  Obtain a good deal of information about prospective channel members. 
E)  Line up intermediaries in advance. 
A)  Know the prospective channel members in their territories. 
B)  Provide objective evaluations of channel members. 
C)  Become acquainted with the management of salespeople of prospective channel members. 
D)  Obtain a good deal of information about prospective channel members. 
E)  Line up intermediaries in advance.

Question 10

The selection of channel members:

Accepted Answer

A)  Always involves basic changes in channel structure. 
B)  Is of most importance to vertically integrated manufacturers. 
C)  Is sometimes necessary even though the basic channel structure remains the same. 
D)  Is one of the first phases of channel design. 
E)  Is the same as choosing channel structure. 
A)  Always involves basic changes in channel structure. 
B)  Is of most importance to vertically integrated manufacturers. 
C)  Is sometimes necessary even though the basic channel structure remains the same. 
D)  Is one of the first phases of channel design. 
E)  Is the same as choosing channel structure.

Question 11

Which of the following statements about channel member selection criteria lists is true?

Accepted Answer

A)  Channel member criteria lists rarely are used in practice. 
B)  Generalized lists of criteria such as those of Pegram and Shipley are useless to the channel manager. 
C)  Once a company develops a list of criteria, it should not be changed. 
D)  A changing environment may require the firm to alter its emphasis. 
E)  A single criteria list is adequate for a firm under all possible conditions. 
A)  Channel member criteria lists rarely are used in practice. 
B)  Generalized lists of criteria such as those of Pegram and Shipley are useless to the channel manager. 
C)  Once a company develops a list of criteria, it should not be changed. 
D)  A changing environment may require the firm to alter its emphasis. 
E)  A single criteria list is adequate for a firm under all possible conditions.

Question 12

In general,the most specific source of information on prospective channel members in a particular industry is:

Accepted Answer

A)  The National Retail Federation. 
B)  The appropriate trade association. 
C)  The National Association of Wholesale Distributors. 
D)  Industrial Distribution magazine. 
E)  The Census of Wholesale Trade and the Census of Retail Trade. 
A)  The National Retail Federation. 
B)  The appropriate trade association. 
C)  The National Association of Wholesale Distributors. 
D)  Industrial Distribution magazine. 
E)  The Census of Wholesale Trade and the Census of Retail Trade.

Question 13

One of the best measures of a manufacturer's commitment to helping channel members to achieve their objectives is by:

Accepted Answer

A)  Offering them a very high quality product line. 
B)  Offering the lowest prices. 
C)  Offering a legal contract to spell out the nature of the channel relationship. 
D)  Offering a management assistance program. 
E)  Offering large cooperative advertising allowances. 
A)  Offering them a very high quality product line. 
B)  Offering the lowest prices. 
C)  Offering a legal contract to spell out the nature of the channel relationship. 
D)  Offering a management assistance program. 
E)  Offering large cooperative advertising allowances.

Question 14

Which of the following is not a good inducement that manufacturers might offer prospective channel members?

Accepted Answer

A)  Friendly relationships 
B)  Good, profitable product lines 
C)  Financial support 
D)  Advertising support 
E)  Management assistance 
A)  Friendly relationships 
B)  Good, profitable product lines 
C)  Financial support 
D)  Advertising support 
E)  Management assistance

Question 15

A channel member uses __________ as a source for prospective channel members for firsthand appraisal of the actual performance of the prospective channel members.

Accepted Answer

A)  the field sales force 
B)  customers 
C)  independent consultants 
D)  all of the above 
E)  none of the above 
A)  the field sales force 
B)  customers 
C)  independent consultants 
D)  all of the above 
E)  none of the above

Question 16

In highly intensive distribution,the selection criteria for channel members:

Accepted Answer

A)  Tend to be complex. 
B)  Amount to "Can they pay their bills?" 
C)  Focus on matching retailer image with product image. 
D)  Cannot be generalized. 
E)  Focuses on their efficiency in completing the distribution task. 
A)  Tend to be complex. 
B)  Amount to "Can they pay their bills?" 
C)  Focus on matching retailer image with product image. 
D)  Cannot be generalized. 
E)  Focuses on their efficiency in completing the distribution task.

The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.

As a general rule,the greater the intensity of distribution:

The best way for the manufacturer to obtain information about potential intermediaries from customers is by _______________ to learn customers' views about distributors in their market area.

As a general rule,the higher the level of selectivity of distribution:

If a channel has been structured to emphasize intensive distribution:

According to the text,the most important source for finding prospective channel members is:

According to Pegram's research,______________ between manufacturers and intermediaries have become the norm for relationships in many channels of distribution.

A significant problem with using the sales force to find prospective channel members is that:

The manufacturer's salespeople are often able to do all of the following except:

The selection of channel members:

Which of the following statements about channel member selection criteria lists is true?

In general,the most specific source of information on prospective channel members in a particular industry is:

One of the best measures of a manufacturer's commitment to helping channel members to achieve their objectives is by:

Which of the following is not a good inducement that manufacturers might offer prospective channel members?

A channel member uses __________ as a source for prospective channel members for firsthand appraisal of the actual performance of the prospective channel members.

In highly intensive distribution,the selection criteria for channel members:

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

The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.

As a general rule,the greater the intensity of distribution:

The best way for the manufacturer to obtain information about potential intermediaries from customers is by _______________ to learn customers' views about distributors in their market area.

As a general rule,the higher the level of selectivity of distribution:

If a channel has been structured to emphasize intensive distribution:

According to the text,the most important source for finding prospective channel members is:

According to Pegram's research,______________ between manufacturers and intermediaries have become the norm for relationships in many channels of distribution.

A significant problem with using the sales force to find prospective channel members is that:

The manufacturer's salespeople are often able to do all of the following except:

The selection of channel members:

Which of the following statements about channel member selection criteria lists is true?

In general,the most specific source of information on prospective channel members in a particular industry is:

One of the best measures of a manufacturer's commitment to helping channel members to achieve their objectives is by:

Which of the following is not a good inducement that manufacturers might offer prospective channel members?

A channel member uses __________ as a source for prospective channel members for firsthand appraisal of the actual performance of the prospective channel members.

In highly intensive distribution,the selection criteria for channel members:

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