Question 1

What is examined when calculating channel economics?

Accepted Answer

Channel economics consists of

Question 2

Why is it important to base channel decisions on customers' needs?

Accepted Answer

Customer channel preferences and needs m

Question 3

What is the customer purchase process?

Accepted Answer

A typical customer goes throug

Question 4

A typical customer goes through four steps in the purchase process: brand awareness, product knowledge, purchase, and post-sale service.

Accepted Answer

A) True 
 B)False

Question 5

A value chain is a supply chain, but its emphasis in on examining how value

Accepted Answer

A)  is perceived by the customer. 
B)  is created or destroyed by a channel member. 
C)  is compared to the competition. 
D)  can be added at the point of purchase. 
E)  can be added during the product development phase. 
A)  is perceived by the customer. 
B)  is created or destroyed by a channel member. 
C)  is compared to the competition. 
D)  can be added at the point of purchase. 
E)  can be added during the product development phase.

Question 6

Channel strategies can help a business to focus on

Accepted Answer

A)  innovation. 
B)  costs. 
C)  return on investment. 
D)  the core product. 
E)  the potential product. 
A)  innovation. 
B)  costs. 
C)  return on investment. 
D)  the core product. 
E)  the potential product.

Question 7

In some industries such as retail banking, offering more channels has

Accepted Answer

A)  decreased customer value. 
B)  increased the cost to serve the customer. 
C)  decreased channel conflict. 
D)  increased customer dissatisfaction. 
E)  decreased the number of transactions. 
A)  decreased customer value. 
B)  increased the cost to serve the customer. 
C)  decreased channel conflict. 
D)  increased customer dissatisfaction. 
E)  decreased the number of transactions.

Question 8

The purchase is the ______ step in the customer purchase process.

Accepted Answer

A)  first 
B)  second 
C)  third 
D)  fourth 
E)  final 
A)  first 
B)  second 
C)  third 
D)  fourth 
E)  final

Question 9

A strong supply chain strategy can be used to

Accepted Answer

A)  reduce costs. 
B)  eliminate delivery delays. 
C)  share marketing communications costs. 
D)  build customer loyalty. 
E)  shut out the competition. 
A)  reduce costs. 
B)  eliminate delivery delays. 
C)  share marketing communications costs. 
D)  build customer loyalty. 
E)  shut out the competition.

Question 10

Many airlines have been successful at migrating customers to self-serve check-in counters by

Accepted Answer

A)  making the process easy. 
B)  conducting customer research. 
C)  offering discounts. 
D)  using humour in their advertising. 
E)  ensuring airline personnel are scarce. 
A)  making the process easy. 
B)  conducting customer research. 
C)  offering discounts. 
D)  using humour in their advertising. 
E)  ensuring airline personnel are scarce.

Question 11

One of the benefits of Dell's direct channel model is that it allows

Accepted Answer

A)  Dell to receive payment after the product is shipped. 
B)  for just-in-time inventory management. 
C)  for face-to-face selling. 
D)  for a positive cash conversion cycle. 
E)  Dell to stockpile parts for its computers. 
A)  Dell to receive payment after the product is shipped. 
B)  for just-in-time inventory management. 
C)  for face-to-face selling. 
D)  for a positive cash conversion cycle. 
E)  Dell to stockpile parts for its computers.

Question 12

Mitigating channel conflicts consists of examining channel profitability and the channel's capacity for generating sales.

Accepted Answer

A) True 
 B)False

Question 13

Saturn made channel members its partners to offer excellent after-sales service, resulting in increased

Accepted Answer

A)  sales. 
B)  media coverage. 
C)  public relations. 
D)  brand awareness. 
E)  customer loyalty. 
A)  sales. 
B)  media coverage. 
C)  public relations. 
D)  brand awareness. 
E)  customer loyalty.

Question 14

In the 1970s, alternate channels like bank machines (ATMs) allowed banks to reduce their

Accepted Answer

A)  advertising costs. 
B)  personal selling costs. 
C)  cost to serve the customer. 
D)  media costs. 
E)  product development costs. 
A)  advertising costs. 
B)  personal selling costs. 
C)  cost to serve the customer. 
D)  media costs. 
E)  product development costs.

Question 15

Even if a channel is a good fit with the product and certain customer segments may use it, it should be rejected if it is not a good fit with the firm's overall strategy.

Accepted Answer

A) True 
 B)False

Question 16

The sequence from raw material to sale is known as

Accepted Answer

A)  a product strategy. 
B)  a sales strategy. 
C)  a supply chain. 
D)  channel economics. 
E)  the core product. 
A)  a product strategy. 
B)  a sales strategy. 
C)  a supply chain. 
D)  channel economics. 
E)  the core product.

Question 17

Companies that make it easy for customers to switch channels reap the benefits of

Accepted Answer

A)  decreased channel conflict. 
B)  expanded channel range. 
C)  customer satisfaction. 
D)  a lower E/C ratio. 
E)  a lower E/R ratio. 
A)  decreased channel conflict. 
B)  expanded channel range. 
C)  customer satisfaction. 
D)  a lower E/C ratio. 
E)  a lower E/R ratio.

Question 18

Explain how a company can successfully migrate customers to the right (preferred) channel?

Accepted Answer

Successful migration can be achieved by

Question 19

When an organization begins to move customers from one channel to another, the sales force and channel partners experience the same fears as the customers.

Accepted Answer

A) True 
 B)False

Question 20

Companies that make it easy for customers to switch channels reap the dual benefits of channel migration and customer satisfaction.

Accepted Answer

A) True 
 B)False

Exam 35: Channel Strategies

What is examined when calculating channel economics?

Why is it important to base channel decisions on customers' needs?

What is the customer purchase process?

A typical customer goes through four steps in the purchase process: brand awareness, product knowledge, purchase, and post-sale service.

A value chain is a supply chain, but its emphasis in on examining how value

Channel strategies can help a business to focus on

In some industries such as retail banking, offering more channels has

The purchase is the ______ step in the customer purchase process.

A strong supply chain strategy can be used to

Many airlines have been successful at migrating customers to self-serve check-in counters by

One of the benefits of Dell's direct channel model is that it allows

Mitigating channel conflicts consists of examining channel profitability and the channel's capacity for generating sales.

Saturn made channel members its partners to offer excellent after-sales service, resulting in increased

In the 1970s, alternate channels like bank machines (ATMs) allowed banks to reduce their

Even if a channel is a good fit with the product and certain customer segments may use it, it should be rejected if it is not a good fit with the firm's overall strategy.

The sequence from raw material to sale is known as

Companies that make it easy for customers to switch channels reap the benefits of

Explain how a company can successfully migrate customers to the right (preferred) channel?

When an organization begins to move customers from one channel to another, the sales force and channel partners experience the same fears as the customers.

Companies that make it easy for customers to switch channels reap the dual benefits of channel migration and customer satisfaction.

Microbial Life: Origin and Discovery

Observing the Microbial Cell

Cell Structure and Function

Bacterial Culture, Growth, and Development

Environmental Influences and Control of Microbial Growth

Viruses

Genomes and Chromosomes

Transcription, Translation, and Bioinformatics

Gene Transfer, Mutations, and Genome Evolution

Molecular Regulation

Viral Molecular Biology

Bio-techniques and Synthetic Biology

Energetics and Catabolism

Electron Flow in Organotrophy, Lithotrophy, and Phototrophy

Biosynthesis

Food and Industrial Microbiology

Origins and Evolution

Bacterial Diversity

Archaeal Diversity

Eukaryotic Diversity

Microbial Ecology

Microbes in Global Elemental Cycles

Human Microbiota and Innate Immunity

The Adaptive Immune Response

Microbial Pathogenesis

Microbial Diseases

Antimicrobial Therapy

Clinical Microbiology and Epidemiology

What Do Winning Organizations Do Well

Understanding Customer Needs

Choosing Which Customers to Serve

Developing a Strong Marketing Plan

Product and Brand Strategies

Pricing Strategies

Marketing Communications Strategies

Delivering Customer Value

Building a Customer-Focused Business

Customer Attraction, Satisfaction, and Retention Strategies

Building the Marketing Organization of the Future

Filters