Question 1

________ is a manager who helps directs the activities of a whole channel and tries to avoid or solve channel conflicts.

Accepted Answer

A)  A channel executive 
B)  A channel captain 
C)  A distribution manager 
D)  Channel coordinator 
E)  Distribution leader 
A)  A channel executive 
B)  A channel captain 
C)  A distribution manager 
D)  Channel coordinator 
E)  Distribution leader

Question 2

Many business products are sold direct,but hardly any services are.

Accepted Answer

A) True 
 B)False

Question 3

Quiet Drive Mufflers are sold only through Car Parts Now retailers.This retailer has only one store in any given geographic area to minimize competition between stores.Quiet Drive Mufflers uses _____ distribution.

Accepted Answer

A)  intensive 
B)  ideal 
C)  selective 
D)  specialized 
E)  exclusive 
A)  intensive 
B)  ideal 
C)  selective 
D)  specialized 
E)  exclusive

Question 4

Use this information for question that refer to the World Tennis Ball (WTB)Company case. World Tennis Ball Co.(WTB)makes tennis balls and sells them only in the U.S.Raul Fernandez,the firm's marketing manager,is comparing his firm's distribution with two major competitors.
1)WTB sells its products through four regional distributors who then sell to 22 sporting goods wholesalers.The wholesalers sell to a total of 7,000 retail outlets.From its website,WTB also sells directly to any customer who will purchase a minimum quantity of 24 tennis balls.WTB cooperates with members of its channel,but maintains some control through its economic power and leadership.It helps to direct the activities of the whole channel and tries to avoid or resolve channel conflicts.
2)American Tennis Ball (ATB)is a competitor that sells through two distributors-each with half the country.The distributors then sell through 6 sporting goods wholesalers,and they,in turn,sell to 1,000 retail outlets (split between two national sporting goods chains and two general merchandise stores).ATB and its channel make little effort to work together.However,because of a relatively low level of competition between the distributors,the wholesalers,or the retail stores,each member of the channel gives the product special attention.
3)National Tennis Ball (NTB)sells its products through only three tennis specialty wholesalers that sell only to tennis clubs.NTB actually owns the wholesale firms that handle its products.NTB's balls are only available at certain tennis clubs and NTB limits coverage to only one club in a particular geographic area.
A wholesaler for American Tennis Ball is likely to perform which of the following regrouping activities:

Accepted Answer

A)  Accumulating 
B)  Bulk-breaking 
C)  Assorting 
D)  All of these alternatives are correct. 
A)  Accumulating 
B)  Bulk-breaking 
C)  Assorting 
D)  All of these alternatives are correct.

Question 5

Horizontal arrangements among competing retailers,wholesalers,or producers to limit sales by customer or territory have consistently been

Accepted Answer

A)  shown to increase competition. 
B)  a regular practice in the U.S. 
C)  encouraged in the U.S. but not in many international markets. 
D)  a successful strategy for entering international markets. 
E)  ruled illegal by the U.S. Supreme Court. 
A)  shown to increase competition. 
B)  a regular practice in the U.S. 
C)  encouraged in the U.S. but not in many international markets. 
D)  a successful strategy for entering international markets. 
E)  ruled illegal by the U.S. Supreme Court.

Question 6

Accumulating involves dividing larger quantities into smaller quantities as products get closer to the final market.

Accepted Answer

A) True 
 B)False

Question 7

The vertical marketing system that typically has the greatest amount of cooperation among channel members is a(n):

Accepted Answer

A)  Traditional channel system. 
B)  Administered channel system. 
C)  Contractual channel system. 
D)  Franchise channel system. 
E)  Corporate channel system. 
A)  Traditional channel system. 
B)  Administered channel system. 
C)  Contractual channel system. 
D)  Franchise channel system. 
E)  Corporate channel system.

Question 8

Which of the following is typically the lowest risk approach for moving into international markets?

Accepted Answer

A)  licensing 
B)  exporting 
C)  joint venturing 
D)  direct investment 
E)  management contracting 
A)  licensing 
B)  exporting 
C)  joint venturing 
D)  direct investment 
E)  management contracting

Question 9

Channel specialists provide value to producers in the following circumstance ________.

Accepted Answer

A)  when producers are located far from their customers and may not know how best to reach them 
B)  when the assortment and quantity of products customers want matches the assortment and quantity of products companies produce 
C)  when customers are well informed about their product choices 
D)  when producers and customers exist in the same location 
E)  when customers prefer online purchasing 
A)  when producers are located far from their customers and may not know how best to reach them 
B)  when the assortment and quantity of products customers want matches the assortment and quantity of products companies produce 
C)  when customers are well informed about their product choices 
D)  when producers and customers exist in the same location 
E)  when customers prefer online purchasing

Question 10

A "channel captain" is a manager who helps direct the activities of a whole channel.

Accepted Answer

A) True 
 B)False

Question 11

For homogeneous shopping goods,marketers favor low-cost retailers primarily because ________.

Accepted Answer

A)  customers focus on low prices 
B)  customers focus on low quality 
C)  customers focus on broad product assortments 
D)  low-cost retailers provide extensive customer support 
E)  low-cost retailers have many outlets close to customers 
A)  customers focus on low prices 
B)  customers focus on low quality 
C)  customers focus on broad product assortments 
D)  low-cost retailers provide extensive customer support 
E)  low-cost retailers have many outlets close to customers

Question 12

The regrouping activity which involves putting together a variety of products to give a target market what it wants is called ________.

Accepted Answer

A)  assorting 
B)  bulk-breaking 
C)  wholesaling 
D)  accumulating 
E)  sorting 
A)  assorting 
B)  bulk-breaking 
C)  wholesaling 
D)  accumulating 
E)  sorting

Question 13

If a firm's involvement in international marketing is limited to managing others' production facilities,it is using ________.

Accepted Answer

A)  exporting 
B)  licensing 
C)  direct investment 
D)  joint venturing 
E)  management contracting 
A)  exporting 
B)  licensing 
C)  direct investment 
D)  joint venturing 
E)  management contracting

Question 14

Which of the following is the easiest way for a firm to enter foreign markets?

Accepted Answer

A)  joint ventures 
B)  licensing 
C)  multinational bargaining 
D)  direct investment 
E)  management contracting 
A)  joint ventures 
B)  licensing 
C)  multinational bargaining 
D)  direct investment 
E)  management contracting

Question 15

Aggressive,market-oriented intermediaries are almost always available and eager to handle the distribution of innovative,new products.

Accepted Answer

A) True 
 B)False

Question 16

"Exclusive distribution" means selling through:

Accepted Answer

A)  the most prestigious retail outlets. 
B)  only one wholesaler or retailer in a particular geographic area. 
C)  only responsible and suitable retailers or wholesalers. 
D)  retailers that handle specialty products. 
E)  only those wholesalers or retailers who will give the product special attention. 
A)  the most prestigious retail outlets. 
B)  only one wholesaler or retailer in a particular geographic area. 
C)  only responsible and suitable retailers or wholesalers. 
D)  retailers that handle specialty products. 
E)  only those wholesalers or retailers who will give the product special attention.

Question 17

"Discrepancies of quantity" means:

Accepted Answer

A)  there are more producers than consumers. 
B)  there are more consumers than producers. 
C)  the difference between the product lines the typical producer makes and the assortment wanted by consumers or final users. 
D)  consumers want more products than producers can make. 
E)  the difference between the quantity of products it is economical for an individual producer to make and the quantity normally wanted by individual consumers or users. 
A)  there are more producers than consumers. 
B)  there are more consumers than producers. 
C)  the difference between the product lines the typical producer makes and the assortment wanted by consumers or final users. 
D)  consumers want more products than producers can make. 
E)  the difference between the quantity of products it is economical for an individual producer to make and the quantity normally wanted by individual consumers or users.

Question 18

Exclusive distribution is more likely to involve a more formal arrangement than is selective or intensive distribution.

Accepted Answer

A) True 
 B)False

Question 19

Direct _____ involves personal sales contact between a representative of the company and an individual consumer.

Accepted Answer

A)  marketing 
B)  selling 
C)  distribution 
D)  servicing 
E)  pricing 
A)  marketing 
B)  selling 
C)  distribution 
D)  servicing 
E)  pricing

Question 20

The "regrouping activity" which involves breaking carload or truckload shipments into smaller quantities as products get closer to final customers is called:

Accepted Answer

A)  sorting. 
B)  retailing. 
C)  assorting. 
D)  accumulating. 
E)  bulk-breaking. 
A)  sorting. 
B)  retailing. 
C)  assorting. 
D)  accumulating. 
E)  bulk-breaking.

________ is a manager who helps directs the activities of a whole channel and tries to avoid or solve channel conflicts.

Many business products are sold direct,but hardly any services are.

Quiet Drive Mufflers are sold only through Car Parts Now retailers.This retailer has only one store in any given geographic area to minimize competition between stores.Quiet Drive Mufflers uses _____ distribution.

Horizontal arrangements among competing retailers,wholesalers,or producers to limit sales by customer or territory have consistently been

Accumulating involves dividing larger quantities into smaller quantities as products get closer to the final market.

The vertical marketing system that typically has the greatest amount of cooperation among channel members is a(n):

Which of the following is typically the lowest risk approach for moving into international markets?

Channel specialists provide value to producers in the following circumstance ________.

A "channel captain" is a manager who helps direct the activities of a whole channel.

For homogeneous shopping goods,marketers favor low-cost retailers primarily because ________.

The regrouping activity which involves putting together a variety of products to give a target market what it wants is called ________.

If a firm's involvement in international marketing is limited to managing others' production facilities,it is using ________.

Which of the following is the easiest way for a firm to enter foreign markets?

Aggressive,market-oriented intermediaries are almost always available and eager to handle the distribution of innovative,new products.

"Exclusive distribution" means selling through:

"Discrepancies of quantity" means:

Exclusive distribution is more likely to involve a more formal arrangement than is selective or intensive distribution.

Direct _____ involves personal sales contact between a representative of the company and an individual consumer.

The "regrouping activity" which involves breaking carload or truckload shipments into smaller quantities as products get closer to final customers is called:

Marketings Value to Consumers, Firms, and Society

Implementing and Controlling Marketing Plans: Evolution and Revolution

Marketing Strategy Planning

Managing Marketings Link With Other Functional Areas

Evaluating Opportunities in the Changing Market Environment

Focusing Marketing Strategy With Segmentation and Positioning

Final Consumers and Their Buying Behavior

Business and Organizational Customers and Their Buying Behavior

Improving Decisions With Marketing Information

Elements of Product Planning for Goods and Services

Product Management and New-Product Development

Distribution Customer Service and Logistics

Retailers, Wholesalers, and Their Strategy Planning

Promotion-Introduction to Integrated Marketing Communications

Personal Selling and Customer Service

Advertising and Sales Promotion

Publicity: Promotion Using Earned Media, Owned Media, and Social Media

Pricing Objectives and Policies

Price Setting in the Business World

Ethical Marketing in a Consumer-Oriented World: Appraisal and Challenges

Filters

Exam 12: Place and Development of Channel Systems

________ is a manager who helps directs the activities of a whole channel and tries to avoid or solve channel conflicts.

Many business products are sold direct,but hardly any services are.

Quiet Drive Mufflers are sold only through Car Parts Now retailers.This retailer has only one store in any given geographic area to minimize competition between stores.Quiet Drive Mufflers uses _____ distribution.

Horizontal arrangements among competing retailers,wholesalers,or producers to limit sales by customer or territory have consistently been

Accumulating involves dividing larger quantities into smaller quantities as products get closer to the final market.

The vertical marketing system that typically has the greatest amount of cooperation among channel members is a(n):

Which of the following is typically the lowest risk approach for moving into international markets?

Channel specialists provide value to producers in the following circumstance ________.

A "channel captain" is a manager who helps direct the activities of a whole channel.

For homogeneous shopping goods,marketers favor low-cost retailers primarily because ________.

The regrouping activity which involves putting together a variety of products to give a target market what it wants is called ________.

If a firm's involvement in international marketing is limited to managing others' production facilities,it is using ________.

Which of the following is the easiest way for a firm to enter foreign markets?

Aggressive,market-oriented intermediaries are almost always available and eager to handle the distribution of innovative,new products.

"Exclusive distribution" means selling through:

"Discrepancies of quantity" means:

Exclusive distribution is more likely to involve a more formal arrangement than is selective or intensive distribution.

Direct _____ involves personal sales contact between a representative of the company and an individual consumer.

The "regrouping activity" which involves breaking carload or truckload shipments into smaller quantities as products get closer to final customers is called:

Marketings Value to Consumers, Firms, and Society

Implementing and Controlling Marketing Plans: Evolution and Revolution

Marketing Strategy Planning

Managing Marketings Link With Other Functional Areas

Evaluating Opportunities in the Changing Market Environment

Focusing Marketing Strategy With Segmentation and Positioning

Final Consumers and Their Buying Behavior

Business and Organizational Customers and Their Buying Behavior

Improving Decisions With Marketing Information

Elements of Product Planning for Goods and Services

Product Management and New-Product Development

Distribution Customer Service and Logistics

Retailers, Wholesalers, and Their Strategy Planning

Promotion-Introduction to Integrated Marketing Communications

Personal Selling and Customer Service

Advertising and Sales Promotion

Publicity: Promotion Using Earned Media, Owned Media, and Social Media

Pricing Objectives and Policies

Price Setting in the Business World

Ethical Marketing in a Consumer-Oriented World: Appraisal and Challenges

Filters