Question 1

In the commercial channel,participants who are specifically excluded are:

Accepted Answer

A)  Producers. 
B)  Manufacturers. 
C)  Wholesale and retail intermediaries. 
D)  Consumer and industrial final users. 
E)  Agents and brokers. 
A)  Producers. 
B)  Manufacturers. 
C)  Wholesale and retail intermediaries. 
D)  Consumer and industrial final users. 
E)  Agents and brokers.

Question 2

Manufacturers' agents are often referred to as:

Accepted Answer

A)  Manufacturer's representatives. 
B)  Retailers. 
C)  Wholesaler's cooperatives. 
D)  Sales support staff. 
E)  Limited function wholesalers. 
A)  Manufacturer's representatives. 
B)  Retailers. 
C)  Wholesaler's cooperatives. 
D)  Sales support staff. 
E)  Limited function wholesalers.

Question 3

Merchant wholesalers are particularly well suited for performing all of the following distribution tasks for their suppliers except:

Accepted Answer

A)  Providing market coverage. 
B)  Providing low-cost sales contacts over a wide geographical area. 
C)  Providing low-cost warehousing and delivery. 
D)  Processing orders. 
E)  Serving as the firms' outside sales force. 
A)  Providing market coverage. 
B)  Providing low-cost sales contacts over a wide geographical area. 
C)  Providing low-cost warehousing and delivery. 
D)  Processing orders. 
E)  Serving as the firms' outside sales force.

Question 4

Which of the following is a false statement about Fresh Market's use of marketing strategy to reach its target market?

Accepted Answer

A)  Has identified its target market as educated, high-income consumers in upscale neighborhoods. 
B)  The store size is larger than those of major competitors. 
C)  Classical music is played in all stores. 
D)  The lighting in the store is unique and warm. 
E)  The decor is very elegant. 
A)  Has identified its target market as educated, high-income consumers in upscale neighborhoods. 
B)  The store size is larger than those of major competitors. 
C)  Classical music is played in all stores. 
D)  The lighting in the store is unique and warm. 
E)  The decor is very elegant.

Question 5

Economic concentration in terms of percentage of total wholesale sales enjoyed by most merchant wholesalers in their respective line of trade is:

Accepted Answer

A)  Relatively low. 
B)  Very high. 
C)  Extremely high and getting higher. 
D)  Very high but falling rapidly. 
E)  Very low and falling rapidly. 
A)  Relatively low. 
B)  Very high. 
C)  Extremely high and getting higher. 
D)  Very high but falling rapidly. 
E)  Very low and falling rapidly.

Question 6

Which statement about Gazelle is false?

Accepted Answer

A)  Gazelle distributes electronic products using its online channel. 
B)  Gazelle buys, takes title and stores electronic products. 
C)  Gazelle pays for electronic products up front, before it has a buyer for them. 
D)  It is part of a $300 billion industry that distributes used electronic equipment. 
E)  Distribution channels are not adequately used by Gazelle.. 
A)  Gazelle distributes electronic products using its online channel. 
B)  Gazelle buys, takes title and stores electronic products. 
C)  Gazelle pays for electronic products up front, before it has a buyer for them. 
D)  It is part of a $300 billion industry that distributes used electronic equipment. 
E)  Distribution channels are not adequately used by Gazelle..

Question 7

A basic phenomenon in the ranks of retailers since 1948 has been:

Accepted Answer

A)  The tendency toward larger-scale retailers as measured by average sales per store. 
B)  The large increase in the number of retail stores for each census period since 1948. 
C)  The increase of average sales per store. 
D)  The consistent large decline in the number of retail stores. 
E)  The decrease in the size of retail establishments. 
A)  The tendency toward larger-scale retailers as measured by average sales per store. 
B)  The large increase in the number of retail stores for each census period since 1948. 
C)  The increase of average sales per store. 
D)  The consistent large decline in the number of retail stores. 
E)  The decrease in the size of retail establishments.

Question 8

Virtually all retailers serve as:

Accepted Answer

A)  Buying agents for the producer. 
B)  Selling agents for their suppliers. 
C)  Advertising agents for manufacturers. 
D)  Limited function businesses. 
E)  The external marketing staff for manufacturers. 
A)  Buying agents for the producer. 
B)  Selling agents for their suppliers. 
C)  Advertising agents for manufacturers. 
D)  Limited function businesses. 
E)  The external marketing staff for manufacturers.

Question 9

Which of the following is a false statement about the manufacturer's sales branches of Bella Manufacturing,Inc.?

Accepted Answer

A)  They are all owned by Bella. 
B)  The branches are operated by Bella. 
C)  The branches are physically separate from Bella's manufacturing plants. 
D)  Their main purpose is to distribute the manufacturer's products. 
E)  The branches service regions of the country. 
A)  They are all owned by Bella. 
B)  The branches are operated by Bella. 
C)  The branches are physically separate from Bella's manufacturing plants. 
D)  Their main purpose is to distribute the manufacturer's products. 
E)  The branches service regions of the country.

Question 10

Merchant wholesalers perform all of the following functions except:

Accepted Answer

A)  Processing orders. 
B)  Providing market coverage. 
C)  Holding inventory. 
D)  Selling merchandise to final users. 
E)  Offering customer support. 
A)  Processing orders. 
B)  Providing market coverage. 
C)  Holding inventory. 
D)  Selling merchandise to final users. 
E)  Offering customer support.

Question 11

Sales patterns of the different types of wholesalers since 1948 have:

Accepted Answer

A)  Been very similar for all types. 
B)  Varied across different types of wholesalers. 
C)  Increased sharply only for merchant wholesalers. 
D)  Had almost no influence on their relative market shares. 
E)  Increased only for agents, brokers, and commission merchants. 
A)  Been very similar for all types. 
B)  Varied across different types of wholesalers. 
C)  Increased sharply only for merchant wholesalers. 
D)  Had almost no influence on their relative market shares. 
E)  Increased only for agents, brokers, and commission merchants.

Question 12

"Threetailing" is a term used to describe:

Accepted Answer

A)  Retailers located in 3 or more countries. 
B)  The use of 3 types of promotion techniques. 
C)  The integration of technology for in-store, print, and television advertising. 
D)  Three main customer target markets. 
E)  The convergence of in-store, catalog, and online channels. 
A)  Retailers located in 3 or more countries. 
B)  The use of 3 types of promotion techniques. 
C)  The integration of technology for in-store, print, and television advertising. 
D)  Three main customer target markets. 
E)  The convergence of in-store, catalog, and online channels.

Question 13

Distribution tasks that were formerly the province of the wholesaler or manufacturer have increasingly:

Accepted Answer

A)  Been shifted to facilitating agencies. 
B)  Been shifted off to smaller wholesalers. 
C)  Been neglected by manufacturers and wholesalers. 
D)  Been taken over by larger retailers. 
E)  Been shifted to independent agents or brokers. 
A)  Been shifted to facilitating agencies. 
B)  Been shifted off to smaller wholesalers. 
C)  Been neglected by manufacturers and wholesalers. 
D)  Been taken over by larger retailers. 
E)  Been shifted to independent agents or brokers.

Question 14

The technology and scale economies that enable producers and manufacturers to operate at a low average cost for production are:

Accepted Answer

A)  Also usually present in the performance of distribution tasks. 
B)  Even greater when it comes to performing distribution tasks. 
C)  Often lacking in the performance of distribution tasks. 
D)  Less important to the efficient performance of distribution tasks. 
E)  Easily attainable when performing distribution tasks. 
A)  Also usually present in the performance of distribution tasks. 
B)  Even greater when it comes to performing distribution tasks. 
C)  Often lacking in the performance of distribution tasks. 
D)  Less important to the efficient performance of distribution tasks. 
E)  Easily attainable when performing distribution tasks.

Question 15

Customer support provided by merchant wholesalers to manufacturers is often referred to as:

Accepted Answer

A)  Retailers' services. 
B)  Manufacturers' services. 
C)  Value-added services. 
D)  Producers' services. 
E)  Genuine wholesale services. 
A)  Retailers' services. 
B)  Manufacturers' services. 
C)  Value-added services. 
D)  Producers' services. 
E)  Genuine wholesale services.

Question 16

To perform distribution tasks efficiently,a firm needs all of the following except:

Accepted Answer

A)  Expertise. 
B)  Economies of scale. 
C)  Economies of scope. 
D)  To maintain high inventory levels. 
E)  High production volumes. 
A)  Expertise. 
B)  Economies of scale. 
C)  Economies of scope. 
D)  To maintain high inventory levels. 
E)  High production volumes.

Question 17

Kohl's discount department store has used all of the following techniques of marketing strategy except:

Accepted Answer

A)  Use of a 'racetrack' layout to expose customers to a maximum amount of merchandise. 
B)  Allow customers to spend less time in the store but buy more merchandise. 
C)  Sell brand name apparel. 
D)  Differentiate its store layout from competitors. 
E)  Increase use of multi-media advertising techniques. 
A)  Use of a 'racetrack' layout to expose customers to a maximum amount of merchandise. 
B)  Allow customers to spend less time in the store but buy more merchandise. 
C)  Sell brand name apparel. 
D)  Differentiate its store layout from competitors. 
E)  Increase use of multi-media advertising techniques.

Question 18

Trends in retailing in the U.S.suggest:

Accepted Answer

A)  The number of stores is growing rapidly. 
B)  Average dollar sales per store has increased. 
C)  The number of retail stores has fallen by 50 percent in the last 25 years. 
D)  A movement by retailers to reduce the number of distribution tasks they perform. 
E)  A total sales volume greater than $5 trillion. 
A)  The number of stores is growing rapidly. 
B)  Average dollar sales per store has increased. 
C)  The number of retail stores has fallen by 50 percent in the last 25 years. 
D)  A movement by retailers to reduce the number of distribution tasks they perform. 
E)  A total sales volume greater than $5 trillion.

Question 19

The Census of Wholesale Trade classifies wholesalers into __________ kinds of business groups.

Accepted Answer

A)  24 
B)  18 
C)  12 
D)  10 
E)  36 
A)  24 
B)  18 
C)  12 
D)  10 
E)  36

Question 20

Agents and brokers:

Accepted Answer

A)  Do not take title to goods. 
B)  Are not considered members of the commercial channel. 
C)  Represent 1 or 2 manufacturers. 
D)  Work on a 'cash and carry' basis. 
E)  Physically hold the manufacturer's inventory. 
A)  Do not take title to goods. 
B)  Are not considered members of the commercial channel. 
C)  Represent 1 or 2 manufacturers. 
D)  Work on a 'cash and carry' basis. 
E)  Physically hold the manufacturer's inventory.

In the commercial channel,participants who are specifically excluded are:

Manufacturers' agents are often referred to as:

Merchant wholesalers are particularly well suited for performing all of the following distribution tasks for their suppliers except:

Which of the following is a false statement about Fresh Market's use of marketing strategy to reach its target market?

Economic concentration in terms of percentage of total wholesale sales enjoyed by most merchant wholesalers in their respective line of trade is:

Which statement about Gazelle is false?

A basic phenomenon in the ranks of retailers since 1948 has been:

Virtually all retailers serve as:

Which of the following is a false statement about the manufacturer's sales branches of Bella Manufacturing,Inc.?

Merchant wholesalers perform all of the following functions except:

Sales patterns of the different types of wholesalers since 1948 have:

"Threetailing" is a term used to describe:

Distribution tasks that were formerly the province of the wholesaler or manufacturer have increasingly:

The technology and scale economies that enable producers and manufacturers to operate at a low average cost for production are:

Customer support provided by merchant wholesalers to manufacturers is often referred to as:

To perform distribution tasks efficiently,a firm needs all of the following except:

Kohl's discount department store has used all of the following techniques of marketing strategy except:

Trends in retailing in the U.S.suggest:

The Census of Wholesale Trade classifies wholesalers into __________ kinds of business groups.

Agents and brokers:

Marketing Channel Concepts

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

Exam 2: The Channel Participants

In the commercial channel,participants who are specifically excluded are:

Manufacturers' agents are often referred to as:

Merchant wholesalers are particularly well suited for performing all of the following distribution tasks for their suppliers except:

Which of the following is a false statement about Fresh Market's use of marketing strategy to reach its target market?

Economic concentration in terms of percentage of total wholesale sales enjoyed by most merchant wholesalers in their respective line of trade is:

Which statement about Gazelle is false?

A basic phenomenon in the ranks of retailers since 1948 has been:

Virtually all retailers serve as:

Which of the following is a false statement about the manufacturer's sales branches of Bella Manufacturing,Inc.?

Merchant wholesalers perform all of the following functions except:

Sales patterns of the different types of wholesalers since 1948 have:

"Threetailing" is a term used to describe:

Distribution tasks that were formerly the province of the wholesaler or manufacturer have increasingly:

The technology and scale economies that enable producers and manufacturers to operate at a low average cost for production are:

Customer support provided by merchant wholesalers to manufacturers is often referred to as:

To perform distribution tasks efficiently,a firm needs all of the following except:

Kohl's discount department store has used all of the following techniques of marketing strategy except:

Trends in retailing in the U.S.suggest:

The Census of Wholesale Trade classifies wholesalers into __________ kinds of business groups.

Agents and brokers:

Marketing Channel Concepts

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters