Question 1

Explain why the marketing channel system is so important to a firm.

Accepted Answer

Decisions about the marketing channel sy

Question 2

________ means resorting to a neutral third party who is skilled in conciliating the two parties' interests.

Accepted Answer

A) Co-optation 
B) Negotiation 
C) Mediation 
D) Arbitration 
E) Diplomacy 
A) Co-optation 
B) Negotiation 
C) Mediation 
D) Arbitration 
E) Diplomacy

Question 3

What are some of the advantages available to producers using intermediaries?

Accepted Answer

Producers gain several advantages by usi

Question 4

A marketing channel system is the particular set of ________ employed by a firm.Decisions about the marketing channel system are among the most critical facing a firm.

Accepted Answer

A) marketing channels 
B) distribution/warehouse channels 
C) finance channels 
D) management channels 
E) advertising channels 
A) marketing channels 
B) distribution/warehouse channels 
C) finance channels 
D) management channels 
E) advertising channels

Question 5

All channel functions need not be performed for the channel to operate efficiently.

Accepted Answer

A) True 
 B)False

Question 6

________ means that the company or site offers to transact or facilitate the selling of products or services online.

Accepted Answer

A) E-business 
B) E-commerce 
C) E-purchasing 
D) E-marketing 
E) None of the above 
A) E-business 
B) E-commerce 
C) E-purchasing 
D) E-marketing 
E) None of the above

Question 7

A ________ channel consists of a manufacturer selling directly to the final customer.

Accepted Answer

A) three-level 
B) two-level 
C) zero-level 
D) multiple-level 
E) one-level 
A) three-level 
B) two-level 
C) zero-level 
D) multiple-level 
E) one-level

Question 8

A company selling exercise equipment may need to establish three channels of distribution-a sales channel,a delivery channel,and a ________.

Accepted Answer

A) customer's channel 
B) dealer channel 
C) service channel 
D) speed channel 
E) direct channel 
A) customer's channel 
B) dealer channel 
C) service channel 
D) speed channel 
E) direct channel

Question 9

Companies deciding on the number of intermediaries to use at each channel level have three strategies available to them.They can use exclusive distribution,________ distribution,and intensive distribution.

Accepted Answer

A) selective 
B) extensive 
C) self-selecting 
D) competitive 
E) collective 
A) selective 
B) extensive 
C) self-selecting 
D) competitive 
E) collective

Question 10

The sales of your product are low compared to your competition.The decision facing you is whether to use a sales agency (brokers,manufacturers' representatives)or hire a field sales force.The fixed costs of engaging a sales agency are lower than those of establishing a company sales force,but costs rise faster through an agency.When figuring out sales and costs,the intersection of the costs between sales agencies and sales force (SB)means that ________.

Accepted Answer

A) above SB means that the company's costs escalate 
B) the sales agency is the better choice for any sales volume below this point 
C) the sales force is the better choice for any sales volume below this point 
D) the sales agency is the better choice for any sales volume above this point 
E) both choices are equally good-choose the one that you are most comfortable with 
A) above SB means that the company's costs escalate 
B) the sales agency is the better choice for any sales volume below this point 
C) the sales force is the better choice for any sales volume below this point 
D) the sales agency is the better choice for any sales volume above this point 
E) both choices are equally good-choose the one that you are most comfortable with

Question 11

________ are existing companies that have added an online site for information and/or e-commerce.

Accepted Answer

A) Store locations 
B) Brick-and-click firms 
C) Brick-and-mortar firms 
D) Pure-click firms 
E) None of the above 
A) Store locations 
B) Brick-and-click firms 
C) Brick-and-mortar firms 
D) Pure-click firms 
E) None of the above

Question 12

Companies need to plan and implement careful training programs for their intermediaries.

Accepted Answer

A) True 
 B)False

Question 13

________ exists when the manufacturer has established two or more channels that sell to the same market.

Accepted Answer

A) Vertical channel conflict 
B) Circular channel conflict 
C) Multichannel conflict 
D) Horizontal channel conflict 
E) None of the above 
A) Vertical channel conflict 
B) Circular channel conflict 
C) Multichannel conflict 
D) Horizontal channel conflict 
E) None of the above

Question 14

Regarding distribution systems,one of the most difficult decision that a firm must make at some time involves ________ the channel strategy.

Accepted Answer

A) discontinuing 
B) revising 
C) decreasing members of 
D) increasing members of 
E) scrapping 
A) discontinuing 
B) revising 
C) decreasing members of 
D) increasing members of 
E) scrapping

Question 15

One of the chief roles of marketing channels is to convert potential buyers into profitable ________.

Accepted Answer

A) sales 
B) marketers 
C) customers 
D) orders 
E) consumers 
A) sales 
B) marketers 
C) customers 
D) orders 
E) consumers

Question 16

V.Kasturi Rangan defines channel stewardship as the ability of a given participant in a distribution channel to create a go-to-market strategy that simultaneously addresses customers' best interests and drives profits for all channel partners.

Accepted Answer

A) True 
 B)False

Question 17

The main elements in the "trade-relations mix" are price policies,conditions of sale,________,and specific services to be performed by each party.

Accepted Answer

A) competitive policies 
B) distribution policies 
C) service policies 
D) credit policies 
E) territorial rights 
A) competitive policies 
B) distribution policies 
C) service policies 
D) credit policies 
E) territorial rights

Question 18

More sophisticated companies try to forge a long-term partnership with distributors.

Accepted Answer

A) True 
 B)False

Question 19

List the main elements in the "trade-relations mix" between producers and channel members.

Accepted Answer

These are: price policies,cond

Question 20

When you purchase a Subway franchise,the corporate office delivers to you an entire system designed to bring the services efficiently to the consumer.This is an example of what type of contractual VMS?

Accepted Answer

This is the new system called

Exam 15: Designing and Managing Integrated Marketing

Explain why the marketing channel system is so important to a firm.

________ means resorting to a neutral third party who is skilled in conciliating the two parties' interests.

What are some of the advantages available to producers using intermediaries?

A marketing channel system is the particular set of ________ employed by a firm.Decisions about the marketing channel system are among the most critical facing a firm.

All channel functions need not be performed for the channel to operate efficiently.

________ means that the company or site offers to transact or facilitate the selling of products or services online.

A ________ channel consists of a manufacturer selling directly to the final customer.

A company selling exercise equipment may need to establish three channels of distribution-a sales channel,a delivery channel,and a ________.

Companies deciding on the number of intermediaries to use at each channel level have three strategies available to them.They can use exclusive distribution,________ distribution,and intensive distribution.

________ are existing companies that have added an online site for information and/or e-commerce.

Companies need to plan and implement careful training programs for their intermediaries.

________ exists when the manufacturer has established two or more channels that sell to the same market.

Regarding distribution systems,one of the most difficult decision that a firm must make at some time involves ________ the channel strategy.

One of the chief roles of marketing channels is to convert potential buyers into profitable ________.

V.Kasturi Rangan defines channel stewardship as the ability of a given participant in a distribution channel to create a go-to-market strategy that simultaneously addresses customers' best interests and drives profits for all channel partners.

The main elements in the "trade-relations mix" are price policies,conditions of sale,________,and specific services to be performed by each party.

More sophisticated companies try to forge a long-term partnership with distributors.

List the main elements in the "trade-relations mix" between producers and channel members.

When you purchase a Subway franchise,the corporate office delivers to you an entire system designed to bring the services efficiently to the consumer.This is an example of what type of contractual VMS?

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Gathering Information and Scanning the Environment

Conducting Marketing Research and Forecasting Demand

Creating Customer Value, satisfaction, and Loyalty

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Dealing With Competition

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Managing Retailing, wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications:

Managing Personal Communications:

Introducing New Market Offerings

Tapping Into Global Markets

Managing a Holistic Marketing Organization

Filters