Question 1

Trade shows,if conducted properly,provide the manufacturer with an opportunity to strengthen its __________ power base.

Accepted Answer

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

Question 2

The belief underlying the so-called pull strategy is?

Accepted Answer

A)  Frequent promotion deals erode consumer confidence. 
B)  Frequent promotions to channel members on products in trade deals result in deal-to-deal purchases by channel members. 
C)  Requires more direct involvement by the manufacturer with channel members in the use of promotional strategies. 
D)  Some channel members respond to excessive promotions by dropping manufacturer's products. 
E)  By building strong consumer demand for their products, manufacturers pressure channel members to promote these products. 
A)  Frequent promotion deals erode consumer confidence. 
B)  Frequent promotions to channel members on products in trade deals result in deal-to-deal purchases by channel members. 
C)  Requires more direct involvement by the manufacturer with channel members in the use of promotional strategies. 
D)  Some channel members respond to excessive promotions by dropping manufacturer's products. 
E)  By building strong consumer demand for their products, manufacturers pressure channel members to promote these products. E

Question 3

Forward buying causes:

Accepted Answer

A)  A slowdown in the distribution process. 
B)  Brand loyalty erosion. 
C)  Lower distribution costs. 
D)  Greater efficiencies in the distribution process. 
E)  Higher prices to consumers. 
A)  A slowdown in the distribution process. 
B)  Brand loyalty erosion. 
C)  Lower distribution costs. 
D)  Greater efficiencies in the distribution process. 
E)  Higher prices to consumers. A

Question 4

Which of the following is not a feature of the Evergreen and Ivy display for candles?

Accepted Answer

A)  It can be used by any kind of retailer. 
B)  It handles product that comes in one size. 
C)  Empty slots that need restocking are easily seen. 
D)  It takes up a minimum of floor space. 
E)  It is interesting and attractive. 
A)  It can be used by any kind of retailer. 
B)  It handles product that comes in one size. 
C)  Empty slots that need restocking are easily seen. 
D)  It takes up a minimum of floor space. 
E)  It is interesting and attractive.

Question 5

In order for a cooperative advertising program to work effectively,the channel members must do all of the following except:

Accepted Answer

A)  Have a sufficient inventory of the product. 
B)  Pass the high cost of print ads to the manufacturer. 
C)  Provide personal selling support as needed. 
D)  Offer adequate point of purchase display. 
E)  Expect the manufacturer to carefully administer the program. 
A)  Have a sufficient inventory of the product. 
B)  Pass the high cost of print ads to the manufacturer. 
C)  Provide personal selling support as needed. 
D)  Offer adequate point of purchase display. 
E)  Expect the manufacturer to carefully administer the program.

Question 6

Training programs at the wholesale level should be aimed at improving all of the following except:

Accepted Answer

A)  The channel members' knowledge of the manufacturer's products. 
B)  The channel members' selling techniques. 
C)  The counseling of customers. 
D)  The salesperson's communication skills. 
E)  Knowledge of tax implications for their respective companies. 
A)  The channel members' knowledge of the manufacturer's products. 
B)  The channel members' selling techniques. 
C)  The counseling of customers. 
D)  The salesperson's communication skills. 
E)  Knowledge of tax implications for their respective companies.

Question 7

Channel members are often reluctant to support advertising programs if they feel there is too much emphasis on the manufacturer's products and not enough emphasis on:

Accepted Answer

A)  The channel member's product line. 
B)  Product quality. 
C)  The reputation and image of the channel member. 
D)  Patronage appeals. 
E)  Basic information such as location of the channel member. 
A)  The channel member's product line. 
B)  Product quality. 
C)  The reputation and image of the channel member. 
D)  Patronage appeals. 
E)  Basic information such as location of the channel member.

Question 8

Which of the following is not true about missionary selling in the industrial market?

Accepted Answer

A)  It is inexpensive. 
B)  It can lead to conflict. 
C)  Missionary salespeople may be viewed as bothersome by channel members. 
D)  Missionary salespeople often provide technical assistance. 
E)  Missionary salespeople can accompany distributors on sales calls. 
A)  It is inexpensive. 
B)  It can lead to conflict. 
C)  Missionary salespeople may be viewed as bothersome by channel members. 
D)  Missionary salespeople often provide technical assistance. 
E)  Missionary salespeople can accompany distributors on sales calls.

Question 9

Which of the following is not an example of displays and/or selling aids?

Accepted Answer

A)  Point-of-purchase material 
B)  Dealer identification signs 
C)  Promotional kits 
D)  Mailing pieces 
E)  Billboards 
A)  Point-of-purchase material 
B)  Dealer identification signs 
C)  Promotional kits 
D)  Mailing pieces 
E)  Billboards

Question 10

Cooperative advertising dollars are also called:

Accepted Answer

A)  Ad fares. 
B)  Detail fees. 
C)  Case allowances. 
D)  Trade fees. 
E)  Special allowances. 
A)  Ad fares. 
B)  Detail fees. 
C)  Case allowances. 
D)  Trade fees. 
E)  Special allowances.

Question 11

In a pull and push promotional strategy,the three main flows involved are:

Accepted Answer

A)  Product, negotiation, and promotion. 
B)  Product, price, and distribution. 
C)  Negotiation, promotion, and payment. 
D)  Promotion, negotiation, and price. 
E)  Distribution, negotiation, and product. 
A)  Product, negotiation, and promotion. 
B)  Product, price, and distribution. 
C)  Negotiation, promotion, and payment. 
D)  Promotion, negotiation, and price. 
E)  Distribution, negotiation, and product.

Question 12

The practice whereby intermediaries,under special promotional deals,buy more inventory than they possibly could sell in a reasonable period of time is known as:

Accepted Answer

A)  Promo dealing. 
B)  Inventory stocking. 
C)  Trade loading. 
D)  Blitz buying. 
E)  Rebate raking. 
A)  Promo dealing. 
B)  Inventory stocking. 
C)  Trade loading. 
D)  Blitz buying. 
E)  Rebate raking.

Question 13

________ are payments made by manufacturers to encourage channel members to display and stock new products.

Accepted Answer

A)  Selling aids 
B)  Promotional fees 
C)  Ad discounts 
D)  Slotting allowances 
E)  Marketing certificates 
A)  Selling aids 
B)  Promotional fees 
C)  Ad discounts 
D)  Slotting allowances 
E)  Marketing certificates

Question 14

From the standpoint of the manufacturer,using trade shows as a promotional strategy for motivating channel members is beneficial for all the following reasons except:

Accepted Answer

A)  It is an effective way to gain government approval for new products. 
B)  Trade shows provide opportunities to sell to new channel members. 
C)  Trade shows make it possible to show new products. 
D)  Trade shows offer chances to socialize with channel members. 
E)  Trade shows make it possible for manufacturers to make a strong presence and impact on channel members. 
A)  It is an effective way to gain government approval for new products. 
B)  Trade shows provide opportunities to sell to new channel members. 
C)  Trade shows make it possible to show new products. 
D)  Trade shows offer chances to socialize with channel members. 
E)  Trade shows make it possible for manufacturers to make a strong presence and impact on channel members.

Question 15

Slotting fees are most commonly used in the ________ industry.

Accepted Answer

A)  pharmaceutical 
B)  grocery 
C)  automobile 
D)  retail liquor 
E)  bakery 
A)  pharmaceutical 
B)  grocery 
C)  automobile 
D)  retail liquor 
E)  bakery

Question 16

It is expected that ________ may become the most dominant form of promotional allowance demanded by large retailers.

Accepted Answer

A)  slotting fees 
B)  cooperative advertising 
C)  display ads 
D)  promotional allowances 
E)  in-store promotions 
A)  slotting fees 
B)  cooperative advertising 
C)  display ads 
D)  promotional allowances 
E)  in-store promotions

Question 17

Sales quotas are a way for the manufacturer to communicate:

Accepted Answer

A)  Satisfaction with the channel member's past performance. 
B)  Information regarding the channel member's territory sales potential. 
C)  The importance of the manufacturer's product to the channel member. 
D)  The importance of the firm's sales goals. 
E)  Goals and to motivate the salesperson. 
A)  Satisfaction with the channel member's past performance. 
B)  Information regarding the channel member's territory sales potential. 
C)  The importance of the manufacturer's product to the channel member. 
D)  The importance of the firm's sales goals. 
E)  Goals and to motivate the salesperson.

Question 18

Of the total expenditures by all manufacturers on promotion about __________ of every dollar spent goes for push type promotions.

Accepted Answer

A)  10% 
B)  33% 
C)  50% 
D)  60% 
E)  75% 
A)  10% 
B)  33% 
C)  50% 
D)  60% 
E)  75%

Question 19

Which of the following activities is not usually performed by missionary salespeople calling on retailers?

Accepted Answer

A)  Calling on retailers to inform them of new products 
B)  Helping to arrange window and in-store displays 
C)  Conducting customer surveys 
D)  Checking inventory levels 
E)  Take orders for merchandise 
A)  Calling on retailers to inform them of new products 
B)  Helping to arrange window and in-store displays 
C)  Conducting customer surveys 
D)  Checking inventory levels 
E)  Take orders for merchandise

Question 20

Push and pull promotion:

Accepted Answer

A)  Tend to cancel each other out. 
B)  Can be used together successfully. 
C)  Are most effective if used sequentially. 
D)  Must be implemented simultaneously. 
E)  Are unrelated. 
A)  Tend to cancel each other out. 
B)  Can be used together successfully. 
C)  Are most effective if used sequentially. 
D)  Must be implemented simultaneously. 
E)  Are unrelated.

Trade shows,if conducted properly,provide the manufacturer with an opportunity to strengthen its __________ power base.

The belief underlying the so-called pull strategy is?

Forward buying causes:

Which of the following is not a feature of the Evergreen and Ivy display for candles?

In order for a cooperative advertising program to work effectively,the channel members must do all of the following except:

Training programs at the wholesale level should be aimed at improving all of the following except:

Channel members are often reluctant to support advertising programs if they feel there is too much emphasis on the manufacturer's products and not enough emphasis on:

Which of the following is not true about missionary selling in the industrial market?

Which of the following is not an example of displays and/or selling aids?

Cooperative advertising dollars are also called:

In a pull and push promotional strategy,the three main flows involved are:

The practice whereby intermediaries,under special promotional deals,buy more inventory than they possibly could sell in a reasonable period of time is known as:

________ are payments made by manufacturers to encourage channel members to display and stock new products.

From the standpoint of the manufacturer,using trade shows as a promotional strategy for motivating channel members is beneficial for all the following reasons except:

Slotting fees are most commonly used in the ________ industry.

It is expected that ________ may become the most dominant form of promotional allowance demanded by large retailers.

Sales quotas are a way for the manufacturer to communicate:

Of the total expenditures by all manufacturers on promotion about __________ of every dollar spent goes for push type promotions.

Which of the following activities is not usually performed by missionary salespeople calling on retailers?

Push and pull promotion:

Marketing Channel Concepts

The Channel Participants

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

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

Exam 12: Promotion through the Marketing Channel

Trade shows,if conducted properly,provide the manufacturer with an opportunity to strengthen its __________ power base.

The belief underlying the so-called pull strategy is?

Forward buying causes:

Which of the following is not a feature of the Evergreen and Ivy display for candles?

In order for a cooperative advertising program to work effectively,the channel members must do all of the following except:

Training programs at the wholesale level should be aimed at improving all of the following except:

Channel members are often reluctant to support advertising programs if they feel there is too much emphasis on the manufacturer's products and not enough emphasis on:

Which of the following is not true about missionary selling in the industrial market?

Which of the following is not an example of displays and/or selling aids?

Cooperative advertising dollars are also called:

In a pull and push promotional strategy,the three main flows involved are:

The practice whereby intermediaries,under special promotional deals,buy more inventory than they possibly could sell in a reasonable period of time is known as:

________ are payments made by manufacturers to encourage channel members to display and stock new products.

From the standpoint of the manufacturer,using trade shows as a promotional strategy for motivating channel members is beneficial for all the following reasons except:

Slotting fees are most commonly used in the ________ industry.

It is expected that ________ may become the most dominant form of promotional allowance demanded by large retailers.

Sales quotas are a way for the manufacturer to communicate:

Of the total expenditures by all manufacturers on promotion about __________ of every dollar spent goes for push type promotions.

Which of the following activities is not usually performed by missionary salespeople calling on retailers?

Push and pull promotion:

Marketing Channel Concepts

The Channel Participants

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

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters