Question 1

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 2

Ordering, handling, and shipping are __________ activities.

Accepted Answer

A)  customer-oriented 
B)  product-oriented 
C)  marketing-oriented 
D)  coworker-oriented

Question 3

Selling Company produces its product in batches of 100, yet its average customer only purchases 10 at a time.In order to encourage sales, Selling Company must make its 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

Bling, Inc.produces jewelry that it sells to retail jewelry stores.One of Bling's customers is Ice Jewels, a chain of jewelry stores with locations in dozens of malls across the United States.Both Bling, Inc.and Ice Jewels want to make a profit off the merchandise manufactured by Bling, Inc.This scenario is best described as

Accepted Answer

A)  greed. 
B)  double marginalization. 
C)  compromising. 
D)  dual marketing.

Question 5

Specialty stores carry __________ but not __________.

Accepted Answer

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

Question 6

Many consumer packaged goods are distributed intensively.Why?

Accepted Answer

The answer of Many consumer packaged goods are distributed intensively.Why?...

Question 7

What phrase refers to the fact that conflict can be squashed if one player is inherently more powerful than another?

Accepted Answer

A)  right makes fight 
B)  fight makes right 
C)  right makes might 
D)  might makes right

Question 8

Channel members Grigor and Caster frequently bicker over prices.Grigor wants high prices and Caster wants lower prices.The best way for channel members to handle conflict is to

Accepted Answer

A)  ignore the conflict. 
B)  use power to win the conflict. 
C)  hire someone to do arbitration. 
D)  talk to each other.

Question 9

Promotion and financing are __________ activities.

Accepted Answer

A)  customer-oriented 
B)  product-oriented 
C)  marketing-oriented 
D)  coworker-oriented

Question 10

When the decisions seem overwhelming, we should simplify and remember that the key to marketing is to think about the

Accepted Answer

A)  sales force. 
B)  bottom line. 
C)  customer. 
D)  mission statement.

Question 11

There's a markup (profit to be made) when the manufacturer yields product to the retailer, and there's a second markup (more to be made) when the retailer makes the product available to the consumer.

Accepted Answer

A) True 
 B)False

Question 12

Maya's family owns the only pharmacy in Smalltown.Adeline's family owns the only grocery store in town.A few items are sold by both retailers.This is an example of vertical competition.

Accepted Answer

A) True 
 B)False

Question 13

What are the three biggest complaints about salespeople by B2B buyers?

Accepted Answer

The answer of What are the three biggest complaints about...

Question 14

Retailers are categorized by their level of service, which tends to be positively related to their price points.

Accepted Answer

A) True 
 B)False

Question 15

Costs of __________ are the 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 16

Define forward integration and backward integration and provide examples of each.

Accepted Answer

The answer of Define forward integration and backward integration and...

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

When different types of retailers are competing, it's called __________ competition.

Accepted Answer

A)  vertical 
B)  horizontal 
C)  sideways 
D)  upward

Question 19

Foluke and Rachael need to buy appliances for a restaurant that they will open in a few months.To save money, they can purchase the appliances through intensive distribution channels.

Accepted Answer

A) True 
 B)False

Question 20

Amazon used to simply sell books.Now, it also publishes books.This is an example of which of the following?

Accepted Answer

A)  revenue sharing 
B)  forward integration 
C)  push marketing 
D)  backward integration

Exam 10: Channels of Distribution

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

Ordering, handling, and shipping are __________ activities.

Selling Company produces its product in batches of 100, yet its average customer only purchases 10 at a time.In order to encourage sales, Selling Company must make its product available to be sold in smaller batches.This process is known as

Specialty stores carry but not .

Many consumer packaged goods are distributed intensively.Why?

What phrase refers to the fact that conflict can be squashed if one player is inherently more powerful than another?

Channel members Grigor and Caster frequently bicker over prices.Grigor wants high prices and Caster wants lower prices.The best way for channel members to handle conflict is to

Promotion and financing are __________ activities.

When the decisions seem overwhelming, we should simplify and remember that the key to marketing is to think about the

There's a markup (profit to be made) when the manufacturer yields product to the retailer, and there's a second markup (more to be made) when the retailer makes the product available to the consumer.

Maya's family owns the only pharmacy in Smalltown.Adeline's family owns the only grocery store in town.A few items are sold by both retailers.This is an example of vertical competition.

What are the three biggest complaints about salespeople by B2B buyers?

Retailers are categorized by their level of service, which tends to be positively related to their price points.

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

Define forward integration and backward integration and provide examples of each.

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

When different types of retailers are competing, it's called __________ competition.

Foluke and Rachael need to buy appliances for a restaurant that they will open in a few months.To save money, they can purchase the appliances through intensive distribution channels.

Amazon used to simply sell books.Now, it also publishes books.This is an example of which of the following?