Question 1

In which of the following forms of distribution coverage does the manufacturer severely limit distribution and provide sole rights within a territory to intermediaries?

Accepted Answer

A)  Exclusive distribution 
B)  Geodemographic distribution 
C)  Intensive distribution 
D)  Selective distribution 
A)  Exclusive distribution 
B)  Geodemographic distribution 
C)  Intensive distribution 
D)  Selective distribution A

Question 2

Coca-Cola licenses wholesalers in various markets that buy its syrup concentrate and then carbonate,bottle and sell Coke products to retailers in their local markets.Coca-Cola participates in a(n)_____ vertical marketing system.

Accepted Answer

A)  selective 
B)  administered 
C)  corporate 
D)  contractual 
A)  selective 
B)  administered 
C)  corporate 
D)  contractual D

Question 3

Which of the following observations about wholesaling is true?

Accepted Answer

A)  Owing to the distribution functions they perform, wholesalers do not need to actively seek out producers. 
B)  Agents, brokers, and manufacturers' representatives are types of wholesalers that take title to the merchandise they sell. 
C)  Wholesalers create value for retailers, producers, and users of goods by performing all or some of the distribution functions efficiently and effectively. 
D)  Wholesalers do not typically engage in relationship marketing. 
A)  Owing to the distribution functions they perform, wholesalers do not need to actively seek out producers. 
B)  Agents, brokers, and manufacturers' representatives are types of wholesalers that take title to the merchandise they sell. 
C)  Wholesalers create value for retailers, producers, and users of goods by performing all or some of the distribution functions efficiently and effectively. 
D)  Wholesalers do not typically engage in relationship marketing. C

Question 4

Under which of the following conditions may a manufacturer wish to have its own sales force?

Accepted Answer

A)  The manufacturer is a small player in its category. 
B)  The market for its products is geographically concentrated. 
C)  The products require minimal presale and postsale services. 
D)  The market consists of many small customers. 
A)  The manufacturer is a small player in its category. 
B)  The market for its products is geographically concentrated. 
C)  The products require minimal presale and postsale services. 
D)  The market consists of many small customers.

Question 5

Channels in which members are more dependent on one another and develop long-term working relationships in order to improve the efficiency and effectiveness of the system are called _____ marketing systems.

Accepted Answer

A)  intensive 
B)  selective 
C)  vertical 
D)  exclusive 
A)  intensive 
B)  selective 
C)  vertical 
D)  exclusive

Question 6

A shoe manufacturer sells high-end designer shoes to wholesalers who,in turn,sell a variety of shoes and other leather accessories to various retail outlets.Which of the following channels of distribution is the shoe manufacturer using?

Accepted Answer

A)  Matrix channel 
B)  Indirect channel 
C)  Peer-to-peer channel 
D)  Maker to user channel 
A)  Matrix channel 
B)  Indirect channel 
C)  Peer-to-peer channel 
D)  Maker to user channel

Question 7

_____ carry broad product assortments and compete on the basis of offering a good selection in a number of different product categories and offering lower prices on products in their large assortments.

Accepted Answer

A)  Specialty stores 
B)  Mass merchandisers 
C)  Convenience stores 
D)  Category killers 
A)  Specialty stores 
B)  Mass merchandisers 
C)  Convenience stores 
D)  Category killers

Question 8

A corporate vertical marketing system is exemplified by:

Accepted Answer

A)  a florist shop that buys from a wholesale plant nursery. 
B)  a coffee producer who owns a chain of coffee shops. 
C)  the relationship of Walmart with its suppliers. 
D)  the Subway sandwich shop franchise system. 
A)  a florist shop that buys from a wholesale plant nursery. 
B)  a coffee producer who owns a chain of coffee shops. 
C)  the relationship of Walmart with its suppliers. 
D)  the Subway sandwich shop franchise system.

Question 9

During the channel selection process,a manufacturer should consider all of the following EXCEPT:

Accepted Answer

A)  distribution coverage required by its product. 
B)  preferences of the intermediaries. 
C)  degree of control the manufacturer wants to have over the channel. 
D)  total distribution cost. 
A)  distribution coverage required by its product. 
B)  preferences of the intermediaries. 
C)  degree of control the manufacturer wants to have over the channel. 
D)  total distribution cost.

Question 10

_____ involves wholesalers purchasing channel members above them.

Accepted Answer

A)  Backward integration 
B)  Contractual marketing systems 
C)  A manufacturer-sponsored voluntary chain 
D)  A franchising program 
A)  Backward integration 
B)  Contractual marketing systems 
C)  A manufacturer-sponsored voluntary chain 
D)  A franchising program

Question 11

Which of the following is true of administered vertical marketing systems?

Accepted Answer

A)  They involve a parent company and an independent firm entering into a contractual relationship to set up and operate a business in a particular way. 
B)  They involve a group of independent retailers uniting and agreeing to pool buying and managerial resources to improve competitive position. 
C)  They involve a wholesaler contracting with a number of retailers performing channel functions for it. 
D)  They involve a high degree of interorganizational planning and management and depend on the presence of a channel leader. 
A)  They involve a parent company and an independent firm entering into a contractual relationship to set up and operate a business in a particular way. 
B)  They involve a group of independent retailers uniting and agreeing to pool buying and managerial resources to improve competitive position. 
C)  They involve a wholesaler contracting with a number of retailers performing channel functions for it. 
D)  They involve a high degree of interorganizational planning and management and depend on the presence of a channel leader.

Question 12

_____ are large,low-priced limited-line retail chains that attempt to dominate a particular product category.

Accepted Answer

A)  Discount stores 
B)  Mass merchandisers 
C)  Convenience stores 
D)  Category killers 
A)  Discount stores 
B)  Mass merchandisers 
C)  Convenience stores 
D)  Category killers

Question 13

Which of the following is true of wholesaler-sponsored voluntary chains?

Accepted Answer

A)  They involve a parent company and an independent firm entering into a contractual relationship to set up and operate a business in a particular way. 
B)  They involve a group of independent retailers uniting and agreeing to pool buying and managerial resources to improve competitive position. 
C)  They involve a wholesaler contracting with a number of retailers performing channel functions for it. 
D)  They involve a high degree of interorganizational planning and management and depend on the presence of a channel leader. 
A)  They involve a parent company and an independent firm entering into a contractual relationship to set up and operate a business in a particular way. 
B)  They involve a group of independent retailers uniting and agreeing to pool buying and managerial resources to improve competitive position. 
C)  They involve a wholesaler contracting with a number of retailers performing channel functions for it. 
D)  They involve a high degree of interorganizational planning and management and depend on the presence of a channel leader.

Question 14

_____ involves the use of both traditional channels and electronic exchanges to better serve customers and build relationships with them.

Accepted Answer

A)  Multichannel marketing 
B)  Direct sales 
C)  Vending machines 
D)  Mass merchandising 
A)  Multichannel marketing 
B)  Direct sales 
C)  Vending machines 
D)  Mass merchandising

Question 15

In the concept of total distribution cost,which of the following is NOT an inventory carrying cost?

Accepted Answer

A)  Taxes 
B)  Insurance 
C)  Obsolescence and deterioration 
D)  Materials handling 
A)  Taxes 
B)  Insurance 
C)  Obsolescence and deterioration 
D)  Materials handling

Question 16

The primary role of all marketing intermediaries is to:

Accepted Answer

A)  bring supply and demand together in an efficient and orderly fashion. 
B)  gather information from consumers in order to help manufactures design products better. 
C)  produce goods and services efficiently to meet the demands of customers. 
D)  prevent customers from making poor buying decisions. 
A)  bring supply and demand together in an efficient and orderly fashion. 
B)  gather information from consumers in order to help manufactures design products better. 
C)  produce goods and services efficiently to meet the demands of customers. 
D)  prevent customers from making poor buying decisions.

Question 17

A manufacturer utilizing an intensive form of distribution coverage:

Accepted Answer

A)  gains the maximum degree of control over wholesalers and retailers. 
B)  attempts to gain exposure through as many wholesalers and retailers as possible. 
C)  severely limits distribution; intermediaries are provided exclusive rights within a territory. 
D)  limits the use of intermediaries to the ones believed to be the best available in the geographic area. 
A)  gains the maximum degree of control over wholesalers and retailers. 
B)  attempts to gain exposure through as many wholesalers and retailers as possible. 
C)  severely limits distribution; intermediaries are provided exclusive rights within a territory. 
D)  limits the use of intermediaries to the ones believed to be the best available in the geographic area.

Question 18

Which of the following is true of franchises?

Accepted Answer

A)  They involve a parent company and an independent firm entering into a contractual relationship to set up and operate a business in a particular way. 
B)  They involve a group of independent retailers uniting and agreeing to pool buying and managerial resources to improve competitive position. 
C)  They involve a wholesaler contracting with a number of retailers performing channel functions for it. 
D)  They involve a high degree of interorganizational planning and management and depend on the presence of a channel leader. 
A)  They involve a parent company and an independent firm entering into a contractual relationship to set up and operate a business in a particular way. 
B)  They involve a group of independent retailers uniting and agreeing to pool buying and managerial resources to improve competitive position. 
C)  They involve a wholesaler contracting with a number of retailers performing channel functions for it. 
D)  They involve a high degree of interorganizational planning and management and depend on the presence of a channel leader.

Question 19

Which of the following is a nonstore method of retailing?

Accepted Answer

A)  Warehousing 
B)  Mass merchandising 
C)  Electronic exchanges 
D)  Category killers 
A)  Warehousing 
B)  Mass merchandising 
C)  Electronic exchanges 
D)  Category killers

Question 20

A manufacturer utilizing a selective form of distribution coverage:

Accepted Answer

A)  gains the maximum degree of control over wholesalers and retailers. 
B)  attempts to gain exposure through as many wholesalers and retailers as possible. 
C)  severely limits distribution; intermediaries are provided exclusive rights within a territory. 
D)  limits the use of intermediaries to the ones believed to be the best available in the geographic area. 
A)  gains the maximum degree of control over wholesalers and retailers. 
B)  attempts to gain exposure through as many wholesalers and retailers as possible. 
C)  severely limits distribution; intermediaries are provided exclusive rights within a territory. 
D)  limits the use of intermediaries to the ones believed to be the best available in the geographic area.

In which of the following forms of distribution coverage does the manufacturer severely limit distribution and provide sole rights within a territory to intermediaries?

Coca-Cola licenses wholesalers in various markets that buy its syrup concentrate and then carbonate,bottle and sell Coke products to retailers in their local markets.Coca-Cola participates in a(n)_____ vertical marketing system.

Which of the following observations about wholesaling is true?

Under which of the following conditions may a manufacturer wish to have its own sales force?

Channels in which members are more dependent on one another and develop long-term working relationships in order to improve the efficiency and effectiveness of the system are called _____ marketing systems.

A shoe manufacturer sells high-end designer shoes to wholesalers who,in turn,sell a variety of shoes and other leather accessories to various retail outlets.Which of the following channels of distribution is the shoe manufacturer using?

_____ carry broad product assortments and compete on the basis of offering a good selection in a number of different product categories and offering lower prices on products in their large assortments.

A corporate vertical marketing system is exemplified by:

During the channel selection process,a manufacturer should consider all of the following EXCEPT:

_____ involves wholesalers purchasing channel members above them.

Which of the following is true of administered vertical marketing systems?

_____ are large,low-priced limited-line retail chains that attempt to dominate a particular product category.

Which of the following is true of wholesaler-sponsored voluntary chains?

_____ involves the use of both traditional channels and electronic exchanges to better serve customers and build relationships with them.

In the concept of total distribution cost,which of the following is NOT an inventory carrying cost?

The primary role of all marketing intermediaries is to:

A manufacturer utilizing an intensive form of distribution coverage:

Which of the following is true of franchises?

Which of the following is a nonstore method of retailing?

A manufacturer utilizing a selective form of distribution coverage:

Strategic Planning and the Marketing Management Process

Marketing Research: Process and Systems for Decision Making

Consumer Behavior

Business, government, and Institutional Buying

Market Segmentation

Product and Brand Strategy

New Product Planning and Development

Integrated Marketing Communications

Personal Selling, relationship Building, and Sales Management

Pricing Strategy

The Marketing of Services

Global Marketing

Appendix: Portfolio Models

Filters

Exam 10: Distribution Strategy

In which of the following forms of distribution coverage does the manufacturer severely limit distribution and provide sole rights within a territory to intermediaries?

Coca-Cola licenses wholesalers in various markets that buy its syrup concentrate and then carbonate,bottle and sell Coke products to retailers in their local markets.Coca-Cola participates in a(n)_____ vertical marketing system.

Which of the following observations about wholesaling is true?

Under which of the following conditions may a manufacturer wish to have its own sales force?

Channels in which members are more dependent on one another and develop long-term working relationships in order to improve the efficiency and effectiveness of the system are called _____ marketing systems.

A shoe manufacturer sells high-end designer shoes to wholesalers who,in turn,sell a variety of shoes and other leather accessories to various retail outlets.Which of the following channels of distribution is the shoe manufacturer using?

_____ carry broad product assortments and compete on the basis of offering a good selection in a number of different product categories and offering lower prices on products in their large assortments.

A corporate vertical marketing system is exemplified by:

During the channel selection process,a manufacturer should consider all of the following EXCEPT:

_____ involves wholesalers purchasing channel members above them.

Which of the following is true of administered vertical marketing systems?

_____ are large,low-priced limited-line retail chains that attempt to dominate a particular product category.

Which of the following is true of wholesaler-sponsored voluntary chains?

_____ involves the use of both traditional channels and electronic exchanges to better serve customers and build relationships with them.

In the concept of total distribution cost,which of the following is NOT an inventory carrying cost?

The primary role of all marketing intermediaries is to:

A manufacturer utilizing an intensive form of distribution coverage:

Which of the following is true of franchises?

Which of the following is a nonstore method of retailing?

A manufacturer utilizing a selective form of distribution coverage:

Strategic Planning and the Marketing Management Process

Marketing Research: Process and Systems for Decision Making

Consumer Behavior

Business, government, and Institutional Buying

Market Segmentation

Product and Brand Strategy

New Product Planning and Development

Integrated Marketing Communications

Personal Selling, relationship Building, and Sales Management

Pricing Strategy

The Marketing of Services

Global Marketing

Appendix: Portfolio Models

Filters