Question 1

Manufacturers can obtain greater control over the selling process by using a sales agency.

Accepted Answer

A) True 
 B)False  False

Question 2

Products such as heating and cooling systems are usually sold and maintained by the company or by franchised dealers.

Accepted Answer

A) True 
 B)False  True

Question 3

A jobber in a three-level marketing channel is a(n)________.

Accepted Answer

A)  small-scale wholesaler 
B)  external broker 
C)  advertising agent 
D)  independent evaluator 
E)  communication channel 
A)  small-scale wholesaler 
B)  external broker 
C)  advertising agent 
D)  independent evaluator 
E)  communication channel A

Question 4

Electrobar, a European manufacturer of industrial kitchenware, sells to industrial canteens, restaurants, hotels, and so forth. The company provides a one-year warranty on all products and also allows customers to pay in installments-they pay fifty percent on delivery and the rest as equal installments. This refers to which element in the "trade-relations mix"?

Accepted Answer

A)  price policy 
B)  conditions of sale 
C)  distributors' territorial rights 
D)  exclusive dealings 
E)  mutual services and responsibilities 
A)  price policy 
B)  conditions of sale 
C)  distributors' territorial rights 
D)  exclusive dealings 
E)  mutual services and responsibilities

Question 5

Dual compensation pays existing channels for sales made through new channels.

Accepted Answer

A) True 
 B)False

Question 6

When a manufacturer requests a behavior that is warranted under the contract, the manufacturer is using coercive power.

Accepted Answer

A) True 
 B)False

Question 7

A manufacturer offers its intermediaries an extra benefit for performing a promotional activity. This is an example of the use of ________ power.

Accepted Answer

A)  reward 
B)  coercive 
C)  functional 
D)  expert 
E)  referent 
A)  reward 
B)  coercive 
C)  functional 
D)  expert 
E)  referent

Question 8

Briefly explain the various service outputs that marketing channels produce.

Accepted Answer

Channels produce five service outputs: (

Question 9

After a company has chosen a channel system, it must select, train, motivate, and evaluate individual
intermediaries for each channel.

Accepted Answer

A) True 
 B)False

Question 10

True Value is a retailer-owned cooperative with over 4,000 independent retail locations worldwide. Members of True Value own their individual stores and operate independently. True Value helps its members procure materials at a low cost. What kind of a marketing system is True Value? Explain briefly.

Accepted Answer

True Value is a type of contra

Question 11

Identify the channel function that constitutes both backward and forward flow.

Accepted Answer

A)  obtaining funds for financing 
B)  storage of physical goods 
C)  persuasive communication 
D)  movement of physical goods 
E)  overseeing actual transfer of ownership 
A)  obtaining funds for financing 
B)  storage of physical goods 
C)  persuasive communication 
D)  movement of physical goods 
E)  overseeing actual transfer of ownership

Question 12

Explain the three distribution strategies based on the number of intermediaries.

Accepted Answer

Exclusive distribution: This strategy fo

Question 13

A marketing channel overcomes the time, place, and possession gaps that separate goods and services from those who need or want them.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following problems is most likely when a sales agency is used instead of company salespeople?

Accepted Answer

A)  The company will find it difficult to control the sales process. 
B)  They do not take title to goods or negotiate purchases or sales. 
C)  The value-added per sale is the lowest for sales agencies. 
D)  Agencies will pay less attention to customers who buy the most or in large volumes. 
E)  Sales agencies are often difficult to access due to strict contractual obligations. 
A)  The company will find it difficult to control the sales process. 
B)  They do not take title to goods or negotiate purchases or sales. 
C)  The value-added per sale is the lowest for sales agencies. 
D)  Agencies will pay less attention to customers who buy the most or in large volumes. 
E)  Sales agencies are often difficult to access due to strict contractual obligations.

Question 15

Which of the following is a major advantage of adding more channels for selling?

Accepted Answer

A)  It helps the company increase its market coverage. 
B)  It helps the company reduce its fixed costs. 
C)  It reduces the likelihood of channel conflict. 
D)  It is the best strategy for selling low-involvement consumer products. 
E)  It results in economies of scale. 
A)  It helps the company increase its market coverage. 
B)  It helps the company reduce its fixed costs. 
C)  It reduces the likelihood of channel conflict. 
D)  It is the best strategy for selling low-involvement consumer products. 
E)  It results in economies of scale.

Question 16

Sales agents and brokers are called facilitators in a marketing channel.

Accepted Answer

A) True 
 B)False

Question 17

In a ________ marketing system, two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity.

Accepted Answer

A)  reverse flow 
B)  vertical 
C)  horizontal 
D)  lateral 
E)  forward flow 
A)  reverse flow 
B)  vertical 
C)  horizontal 
D)  lateral 
E)  forward flow

Question 18

An administered VMS coordinates successive stages of production and distribution through ________.

Accepted Answer

A)  an automated central control unit 
B)  single ownership 
C)  the combined efforts of all its members 
D)  the establishment of contractual obligations 
E)  the size and power of one of the members 
A)  an automated central control unit 
B)  single ownership 
C)  the combined efforts of all its members 
D)  the establishment of contractual obligations 
E)  the size and power of one of the members

Question 19

Comment on the challenges and opportunities that international markets pose.

Accepted Answer

International markets pose distinct chal

Question 20

A zero-level marketing channel typically uses a wholesaler and a retailer.

Accepted Answer

A) True 
 B)False

Manufacturers can obtain greater control over the selling process by using a sales agency.

Products such as heating and cooling systems are usually sold and maintained by the company or by franchised dealers.

A jobber in a three-level marketing channel is a(n)________.

Dual compensation pays existing channels for sales made through new channels.

When a manufacturer requests a behavior that is warranted under the contract, the manufacturer is using coercive power.

A manufacturer offers its intermediaries an extra benefit for performing a promotional activity. This is an example of the use of ________ power.

Briefly explain the various service outputs that marketing channels produce.

After a company has chosen a channel system, it must select, train, motivate, and evaluate individual intermediaries for each channel.

Identify the channel function that constitutes both backward and forward flow.

Explain the three distribution strategies based on the number of intermediaries.

A marketing channel overcomes the time, place, and possession gaps that separate goods and services from those who need or want them.

Which of the following problems is most likely when a sales agency is used instead of company salespeople?

Which of the following is a major advantage of adding more channels for selling?

Sales agents and brokers are called facilitators in a marketing channel.

In a ________ marketing system, two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity.

An administered VMS coordinates successive stages of production and distribution through ________.

Comment on the challenges and opportunities that international markets pose.

A zero-level marketing channel typically uses a wholesaler and a retailer.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Competitive Dynamics

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: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

Filters

Exam 15: Designing and Managing Integrated Marketing Channels

Manufacturers can obtain greater control over the selling process by using a sales agency.

Products such as heating and cooling systems are usually sold and maintained by the company or by franchised dealers.

A jobber in a three-level marketing channel is a(n)________.

Dual compensation pays existing channels for sales made through new channels.

When a manufacturer requests a behavior that is warranted under the contract, the manufacturer is using coercive power.

A manufacturer offers its intermediaries an extra benefit for performing a promotional activity. This is an example of the use of ________ power.

Briefly explain the various service outputs that marketing channels produce.

After a company has chosen a channel system, it must select, train, motivate, and evaluate individual intermediaries for each channel.

Identify the channel function that constitutes both backward and forward flow.

Explain the three distribution strategies based on the number of intermediaries.

A marketing channel overcomes the time, place, and possession gaps that separate goods and services from those who need or want them.

Which of the following problems is most likely when a sales agency is used instead of company salespeople?

Which of the following is a major advantage of adding more channels for selling?

Sales agents and brokers are called facilitators in a marketing channel.

In a ________ marketing system, two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity.

An administered VMS coordinates successive stages of production and distribution through ________.

Comment on the challenges and opportunities that international markets pose.

A zero-level marketing channel typically uses a wholesaler and a retailer.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Competitive Dynamics

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: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

Filters