Question 1

A grocery store that decides to add a florist is expanding by offering an additional .

Accepted Answer

A)  segment 
B)  service 
C)  site 
D)  space

Question 2

Selectivity in channels offers additional benefits to the manufacturer, such as few relationships to manage and the cost of interactions is less.

Accepted Answer

A) True 
 B)False

Question 3

Selling Company produces its product in batches of 100, yet its average customer only purchases ten at a time. In order to encourage sales, Selling Company must make their product available to be sold in smaller batches. This process is known as .

Accepted Answer

A)  quantities 
B)  breaking bulk 
C)  limited goods 
D)  none of these

Question 4

Which channel function is most visible to the customer?

Accepted Answer

A)  retailing 
B)  manufacturing 
C)  distributing 
D)  transporting

Question 5

Wanting to please the customer but being unable to do so is known as role conflict.

Accepted Answer

A) True 
 B)False

Question 6

There are two major classes of franchising. One is business format franchising. What is the other one?

Accepted Answer

A)  market franchising 
B)  product franchising 
C)  in-house franchising 
D)  multisite franchising

Question 7

Specialty stores carry but not .

Accepted Answer

A)  services, goods 
B)  clothing, jewelry 
C)  depth, breadth 
D)  variety, customization

Question 8

When a retailer is planning for its sales force, it starts with the question, "How many salespeople should we have?" What is the next question they should be asking?

Accepted Answer

A)  Where should we find the salespeople? 
B)  What kind of salespeople are we looking for? 
C)  How should salespeople be compensated for their efforts? 
D)  Should we even have salespeople?

Question 9

Arbitration is when the third party makes a binding decision for the two conflicting parties.

Accepted Answer

A) True 
 B)False

Question 10

Marketers have shown that the Internet is very well-suited for a specific search, but catalogs still dominate when a customer is in browsing mode.

Accepted Answer

A) True 
 B)False

Question 11

Refrigerators are available via intensive distribution channels.

Accepted Answer

A) True 
 B)False

Question 12

Costs of are these relational issues incurred by trying to coordinate the enterprise and control one's partners.

Accepted Answer

A)  governance 
B)  government 
C)  goods 
D)  services

Question 13

A perspective by which the benefits a company brings to its partners (beyond cost reductions) are emphasized is referred to as .

Accepted Answer

A)  TVA 
B)  TCA 
C)  governance cost 
D)  government cost

Question 14

Explain what "location, location, location" means.

Accepted Answer

The answer of Explain what "location, location, location" means....

Question 15

Channel members frequently bicker over prices and margins.

Accepted Answer

A) True 
 B)False

Question 16

Consumers are said to pull goods through the channel, whereas trading partners the goods from the manufacturer on down the food chain.

Accepted Answer

A)  hold 
B)  throw 
C)  push 
D)  select

Question 17

If private labels sell well, they give the manufacturer negotiating power with the retailer.

Accepted Answer

A) True 
 B)False

Question 18

The upstream partners that a company has to deal with are its suppliers, also known as the .

Accepted Answer

A)  chain 
B)  supply chain 
C)  customer distribution route 
D)  supplying customers

Question 19

The marketplace with the most links, or costs, is most efficient.

Accepted Answer

A) True 
 B)False

Question 20

Sheila owns a small boutique. She wants to move on to other things. She thinks she might be comfortable giving up complete ownership of the business as but would still like to maintain some control over it. Which of these is she considering?

Accepted Answer

A)  franchising 
B)  multi-site expansion 
C)  push marketing 
D)  finding additional segments

Exam 10: Channels of Distribution

A grocery store that decides to add a florist is expanding by offering an additional .

Selectivity in channels offers additional benefits to the manufacturer, such as few relationships to manage and the cost of interactions is less.

Selling Company produces its product in batches of 100, yet its average customer only purchases ten at a time. In order to encourage sales, Selling Company must make their product available to be sold in smaller batches. This process is known as .

Which channel function is most visible to the customer?

Wanting to please the customer but being unable to do so is known as role conflict.

There are two major classes of franchising. One is business format franchising. What is the other one?

Specialty stores carry but not .

When a retailer is planning for its sales force, it starts with the question, "How many salespeople should we have?" What is the next question they should be asking?

Arbitration is when the third party makes a binding decision for the two conflicting parties.

Marketers have shown that the Internet is very well-suited for a specific search, but catalogs still dominate when a customer is in browsing mode.

Refrigerators are available via intensive distribution channels.

Costs of are these relational issues incurred by trying to coordinate the enterprise and control one's partners.

A perspective by which the benefits a company brings to its partners (beyond cost reductions) are emphasized is referred to as .

Explain what "location, location, location" means.

Channel members frequently bicker over prices and margins.

Consumers are said to pull goods through the channel, whereas trading partners the goods from the manufacturer on down the food chain.

If private labels sell well, they give the manufacturer negotiating power with the retailer.

The upstream partners that a company has to deal with are its suppliers, also known as the .

The marketplace with the most links, or costs, is most efficient.

Sheila owns a small boutique. She wants to move on to other things. She thinks she might be comfortable giving up complete ownership of the business as but would still like to maintain some control over it. Which of these is she considering?