Question 1

Before the channel manager can successfully motivate the channel members,he or she must:

Accepted Answer

A)  Perform a channel audit. 
B)  Attempt to learn about channel member needs and problems. 
C)  Establish generous trade discounts. 
D)  Develop many cooperative programs. 
E)  Set up a distribution programming arrangement. 
A)  Perform a channel audit. 
B)  Attempt to learn about channel member needs and problems. 
C)  Establish generous trade discounts. 
D)  Develop many cooperative programs. 
E)  Set up a distribution programming arrangement.

Question 2

The most sophisticated approach to providing channel member support is the:

Accepted Answer

A)  Cooperative approach. 
B)  Partnership approach. 
C)  strategic alliance approach. 
D)  distributor advisory council approach. 
E)  distribution programming approach. 
A)  Cooperative approach. 
B)  Partnership approach. 
C)  strategic alliance approach. 
D)  distributor advisory council approach. 
E)  distribution programming approach.

Question 3

Distribution programming is the __________ form of channel member support.

Accepted Answer

A)  simplest 
B)  most expensive 
C)  easiest to establish 
D)  most comprehensive 
E)  limited 
A)  simplest 
B)  most expensive 
C)  easiest to establish 
D)  most comprehensive 
E)  limited

Question 4

A periodic gathering of data on how channel members perceive the manufacturer's marketing program,its component parts,where the relationships are strong and weak,and what is expected of the manufacturer to make the channel relationship viable and optimal,is known as:

Accepted Answer

A)  A cooperative approach to channel analysis. 
B)  Distribution programming. 
C)  Channel analysis by outside parties. 
D)  A marketing channel audit. 
E)  Distributor advisory council. 
A)  A cooperative approach to channel analysis. 
B)  Distribution programming. 
C)  Channel analysis by outside parties. 
D)  A marketing channel audit. 
E)  Distributor advisory council.

Question 5

A typical Programmed Merchandising Agreement contains all of the following major categories except:

Accepted Answer

A)  Responsibilities and due dates. 
B)  Capital requirement plan. 
C)  Advertising and promotion plan. 
D)  Inventory plan. 
E)  Merchandising goals. 
A)  Responsibilities and due dates. 
B)  Capital requirement plan. 
C)  Advertising and promotion plan. 
D)  Inventory plan. 
E)  Merchandising goals.

Question 6

Which of the following is a false statement about marketing channel audits?

Accepted Answer

A)  They should be conducted at regular periods. 
B)  Audits should cross-reference results by type of intermediary, geographic area, sales volume and other relevant variables. 
C)  Manufacturers can identify emerging issues as well as current perceptions. 
D)  Audits aid manufacturers in determining what problems have already been solved. 
E)  Manufacturers can gather information on how channel members perceive the marketing program. 
A)  They should be conducted at regular periods. 
B)  Audits should cross-reference results by type of intermediary, geographic area, sales volume and other relevant variables. 
C)  Manufacturers can identify emerging issues as well as current perceptions. 
D)  Audits aid manufacturers in determining what problems have already been solved. 
E)  Manufacturers can gather information on how channel members perceive the marketing program.

Question 7

Some producers use outside marketing research firms to learn about channel members' needs and wants because:

Accepted Answer

A)  the use of outside parties generally is less expensive. 
B)  outside parties generally do the job much more quickly. 
C)  a higher degree of objectivity is likely. 
D)  channel members will be provide more complete answers if an outside party is conducting a survey. 
E)  the internal marketing research department members tend to focus on other types of projects. 
A)  the use of outside parties generally is less expensive. 
B)  outside parties generally do the job much more quickly. 
C)  a higher degree of objectivity is likely. 
D)  channel members will be provide more complete answers if an outside party is conducting a survey. 
E)  the internal marketing research department members tend to focus on other types of projects.

Question 8

Anheuser-Busch's "100 percent share of mind" program is most consistent with beer distributors:

Accepted Answer

A)  Carrying many craft beers. 
B)  Participating in all suppliers' promotions. 
C)  Following an exclusive dealing arrangement. 
D)  Cutting prices. 
E)  Stocking a full range of different brands. 
A)  Carrying many craft beers. 
B)  Participating in all suppliers' promotions. 
C)  Following an exclusive dealing arrangement. 
D)  Cutting prices. 
E)  Stocking a full range of different brands.

Question 9

Distribution programming may be defined as:

Accepted Answer

A)  The use of the computer in channel management. 
B)  The use of many different types of cooperative programs. 
C)  A comprehensive program for the promotion of a product through the channel. 
D)  A contracted channel system. 
E)  An agreement to distribute products in all of a retailer's stores. 
A)  The use of the computer in channel management. 
B)  The use of many different types of cooperative programs. 
C)  A comprehensive program for the promotion of a product through the channel. 
D)  A contracted channel system. 
E)  An agreement to distribute products in all of a retailer's stores.

Question 10

With inter-firm relationships,channel members become strategically integrated because they:

Accepted Answer

A)  Aid each other in setting corporate objectives. 
B)  Have an explicit and acknowledged stake in the other's success. 
C)  Have increased knowledge of the other firm's operations. 
D)  Share financial information through the computer network. 
E)  Work together to re-state each member's corporate mission statement. 
A)  Aid each other in setting corporate objectives. 
B)  Have an explicit and acknowledged stake in the other's success. 
C)  Have increased knowledge of the other firm's operations. 
D)  Share financial information through the computer network. 
E)  Work together to re-state each member's corporate mission statement.

Question 11

A basic tenet of virtually all programs of channel member support should be:

Accepted Answer

A)  That they be low in cost. 
B)  That they include a substantial variety of cooperative deals. 
C)  That they provide for high trade discounts to channel members. 
D)  That they emphasize the specific needs and problems of the channel members. 
E)  That they be ad hoc in nature to provide flexibility in handling problems. 
A)  That they be low in cost. 
B)  That they include a substantial variety of cooperative deals. 
C)  That they provide for high trade discounts to channel members. 
D)  That they emphasize the specific needs and problems of the channel members. 
E)  That they be ad hoc in nature to provide flexibility in handling problems.

Question 12

Wal-Mart stays in touch with Procter & Gamble by all of the following except:

Accepted Answer

A)  Daily meetings between managers of both companies. 
B)  By having Procter & Gamble executives on-site at Wal-Mart's headquarters. 
C)  Through frequent communications about new products. 
D)  EDI. 
E)  Emphasizing close working relationships. 
A)  Daily meetings between managers of both companies. 
B)  By having Procter & Gamble executives on-site at Wal-Mart's headquarters. 
C)  Through frequent communications about new products. 
D)  EDI. 
E)  Emphasizing close working relationships.

Question 13

The first step in developing a distribution program is an analysis by the manufacturer of __________ and the level of support the manufacturer needs from channel members.

Accepted Answer

A)  target market needs 
B)  reseller capabilities 
C)  financial goals 
D)  marketing objectives 
E)  the amount and location of display space 
A)  target market needs 
B)  reseller capabilities 
C)  financial goals 
D)  marketing objectives 
E)  the amount and location of display space

Question 14

Which of the following is not typically mentioned as an advantage of distributor advisory councils?

Accepted Answer

A)  They enable channel members to engage in price maintenance. 
B)  They provide for face-to-face dialog. 
C)  They provide a vehicle for learning about channel member needs and problems. 
D)  They offer a "neutral" setting to discuss controversial issues. 
E)  They provide for representation from the manufacturer as well as channel members. 
A)  They enable channel members to engage in price maintenance. 
B)  They provide for face-to-face dialog. 
C)  They provide a vehicle for learning about channel member needs and problems. 
D)  They offer a "neutral" setting to discuss controversial issues. 
E)  They provide for representation from the manufacturer as well as channel members.

Question 15

Which of the following areas is not one found by research to be appropriate for study in a marketing channel audit?

Accepted Answer

A)  Pricing policies and allowances 
B)  Extent and nature of the product line 
C)  New products and their marketing development through promotion 
D)  Sales force performance in servicing the accounts 
E)  Customer's satisfaction with new products being introduced 
A)  Pricing policies and allowances 
B)  Extent and nature of the product line 
C)  New products and their marketing development through promotion 
D)  Sales force performance in servicing the accounts 
E)  Customer's satisfaction with new products being introduced

Question 16

All of the following are cooperative programs usually aimed at retailers except:

Accepted Answer

A)  Advertising allowances. 
B)  Payments for aisle displays. 
C)  Training salespeople. 
D)  Pre-ticketing. 
E)  Coupon handling allowances. 
A)  Advertising allowances. 
B)  Payments for aisle displays. 
C)  Training salespeople. 
D)  Pre-ticketing. 
E)  Coupon handling allowances.

Question 17

Which of the following factors tend to limit the channel manager's attempt to gain total control of the channel?

Accepted Answer

A)  The tight alignment of firms 
B)  Tthe lack of central direction 
C)  A reward and penalty system that is not precise 
D)  Highly coordinated planning of the entire system 
E)  Few contractual agreements 
A)  The tight alignment of firms 
B)  Tthe lack of central direction 
C)  A reward and penalty system that is not precise 
D)  Highly coordinated planning of the entire system 
E)  Few contractual agreements

Question 18

Which of the following is not an issue that needs to be addressed in e-alliances?

Accepted Answer

A)  Trust among alliance members 
B)  Structure of the alliance 
C)  Protecting each firm's interests 
D)  Developing commitment among alliance members 
E)  Gathering information about alliance members' operations 
A)  Trust among alliance members 
B)  Structure of the alliance 
C)  Protecting each firm's interests 
D)  Developing commitment among alliance members 
E)  Gathering information about alliance members' operations

Question 19

According to the text,research studies dealing with channel members conducted by the manufacturer are:

Accepted Answer

A)  Relatively rare. 
B)  Never done at all. 
C)  Conducted only by large manufacturers. 
D)  Conducted too often. 
E)  Fairly common. 
A)  Relatively rare. 
B)  Never done at all. 
C)  Conducted only by large manufacturers. 
D)  Conducted too often. 
E)  Fairly common.

Question 20

In general,a good cooperative program has all of the following components except:

Accepted Answer

A)  It is simple. 
B)  It conveys a sense of mutual benefit. 
C)  It is straightforward. 
D)  It provides incentives to channel members. 
E)  It does not need to include retail channel members. 
A)  It is simple. 
B)  It conveys a sense of mutual benefit. 
C)  It is straightforward. 
D)  It provides incentives to channel members. 
E)  It does not need to include retail channel members.

Before the channel manager can successfully motivate the channel members,he or she must:

The most sophisticated approach to providing channel member support is the:

Distribution programming is the __________ form of channel member support.

A periodic gathering of data on how channel members perceive the manufacturer's marketing program,its component parts,where the relationships are strong and weak,and what is expected of the manufacturer to make the channel relationship viable and optimal,is known as:

A typical Programmed Merchandising Agreement contains all of the following major categories except:

Which of the following is a false statement about marketing channel audits?

Some producers use outside marketing research firms to learn about channel members' needs and wants because:

Anheuser-Busch's "100 percent share of mind" program is most consistent with beer distributors:

Distribution programming may be defined as:

With inter-firm relationships,channel members become strategically integrated because they:

A basic tenet of virtually all programs of channel member support should be:

Wal-Mart stays in touch with Procter & Gamble by all of the following except:

The first step in developing a distribution program is an analysis by the manufacturer of __________ and the level of support the manufacturer needs from channel members.

Which of the following is not typically mentioned as an advantage of distributor advisory councils?

Which of the following areas is not one found by research to be appropriate for study in a marketing channel audit?

All of the following are cooperative programs usually aimed at retailers except:

Which of the following factors tend to limit the channel manager's attempt to gain total control of the channel?

Which of the following is not an issue that needs to be addressed in e-alliances?

According to the text,research studies dealing with channel members conducted by the manufacturer are:

In general,a good cooperative program has all of the following components except:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

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 9: Motivating the Channel Members

Before the channel manager can successfully motivate the channel members,he or she must:

The most sophisticated approach to providing channel member support is the:

Distribution programming is the __________ form of channel member support.

A periodic gathering of data on how channel members perceive the manufacturer's marketing program,its component parts,where the relationships are strong and weak,and what is expected of the manufacturer to make the channel relationship viable and optimal,is known as:

A typical Programmed Merchandising Agreement contains all of the following major categories except:

Which of the following is a false statement about marketing channel audits?

Some producers use outside marketing research firms to learn about channel members' needs and wants because:

Anheuser-Busch's "100 percent share of mind" program is most consistent with beer distributors:

Distribution programming may be defined as:

With inter-firm relationships,channel members become strategically integrated because they:

A basic tenet of virtually all programs of channel member support should be:

Wal-Mart stays in touch with Procter & Gamble by all of the following except:

The first step in developing a distribution program is an analysis by the manufacturer of __________ and the level of support the manufacturer needs from channel members.

Which of the following is not typically mentioned as an advantage of distributor advisory councils?

Which of the following areas is not one found by research to be appropriate for study in a marketing channel audit?

All of the following are cooperative programs usually aimed at retailers except:

Which of the following factors tend to limit the channel manager's attempt to gain total control of the channel?

Which of the following is not an issue that needs to be addressed in e-alliances?

According to the text,research studies dealing with channel members conducted by the manufacturer are:

In general,a good cooperative program has all of the following components except:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

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