Question 1

All of the following are times when a channel manager may want to evaluate a channel member's reputation except:

Accepted Answer

A)  When there is new ownership of the channel member. 
B)  When the channel member has had major developments that might affect its sales. 
C)  Before channel members are selected. 
D)  When there is a change in the channel member's location. 
E)  When there are changes in operating policies. 
A)  When there is new ownership of the channel member. 
B)  When the channel member has had major developments that might affect its sales. 
C)  Before channel members are selected. 
D)  When there is a change in the channel member's location. 
E)  When there are changes in operating policies.

Question 2

Retailers can be unwilling to voluntarily provide manufacturers with data on sales to their customers because:

Accepted Answer

A)  They may not view the manufacturer's brand of products as of great importance to them. 
B)  Withholding information increases their power in the channel. 
C)  They fear competitive exposure. 
D)  The information is proprietary. 
E)  The data may reveal a company's trade secrets. 
A)  They may not view the manufacturer's brand of products as of great importance to them. 
B)  Withholding information increases their power in the channel. 
C)  They fear competitive exposure. 
D)  The information is proprietary. 
E)  The data may reveal a company's trade secrets.

Question 3

The channel member audit that is primarily based on sales criteria is called:

Accepted Answer

A)  Focused monitoring. 
B)  A performance audit. 
C)  Day-to-day monitoring. 
D)  A sales audit. 
E)  Specific audit. 
A)  Focused monitoring. 
B)  A performance audit. 
C)  Day-to-day monitoring. 
D)  A sales audit. 
E)  Specific audit.

Question 4

According to the text,the evaluation of channel member performance is:

Accepted Answer

A)  Of less importance than employee evaluation. 
B)  More important than employee evaluation. 
C)  Of equal importance to employee evaluation. 
D)  Easier to do than employee evaluation. 
E)  Done far more frequently than employee evaluation. 
A)  Of less importance than employee evaluation. 
B)  More important than employee evaluation. 
C)  Of equal importance to employee evaluation. 
D)  Easier to do than employee evaluation. 
E)  Done far more frequently than employee evaluation.

Question 5

Which of the following is a false statement about the Deere & Company and its independent dealers?

Accepted Answer

A)  John has nearly 3000 independent dealers. 
B)  John Deere's new CEO, Robert Lane, says its dealers are part of the Deere family and can never be replaced. 
C)  Dealers need to achieve targeted levels of sales. 
D)  John Deere dealers are needed to proved technical service to their customers. 
E)  The Dealers are part of the logistical programs to provide parts to John Deere customers. 
A)  John has nearly 3000 independent dealers. 
B)  John Deere's new CEO, Robert Lane, says its dealers are part of the Deere family and can never be replaced. 
C)  Dealers need to achieve targeted levels of sales. 
D)  John Deere dealers are needed to proved technical service to their customers. 
E)  The Dealers are part of the logistical programs to provide parts to John Deere customers.

Question 6

Which of the following is not a factor affecting the scope and frequency of channel member evaluations?

Accepted Answer

A)  The level of expertise of the channel managers 
B)  Relative importance of channel members 
C)  Degree of manufacturer's control over the channel members 
D)  Nature of the product 
E)  Number of channel members 
A)  The level of expertise of the channel managers 
B)  Relative importance of channel members 
C)  Degree of manufacturer's control over the channel members 
D)  Nature of the product 
E)  Number of channel members

Question 7

Generally,the less intense is distribution at the various channel levels:

Accepted Answer

A)  The more thorough are channel member evaluations. 
B)  The less thorough are channel member evaluations. 
C)  The more difficult are channel member evaluations. 
D)  The more routine are channel member evaluations. 
E)  The less informative are channel member evaluations. 
A)  The more thorough are channel member evaluations. 
B)  The less thorough are channel member evaluations. 
C)  The more difficult are channel member evaluations. 
D)  The more routine are channel member evaluations. 
E)  The less informative are channel member evaluations.

Question 8

For the manufacturer who sells all of its output through intermediaries,the evaluation of its channel members is likely to be __________ than for those manufacturers who rely less on intermediaries.

Accepted Answer

A)  much more comprehensive 
B)  much less comprehensive 
C)  much quicker 
D)  of much less importance 
E)  less of a strategic issue 
A)  much more comprehensive 
B)  much less comprehensive 
C)  much quicker 
D)  of much less importance 
E)  less of a strategic issue

Question 9

The channel manager should evaluate channel member sales data in terms of all of the following except:

Accepted Answer

A)  The channel member's current sales to historical sales. 
B)  Cross comparisons of a channel member's sales with other channel members' sales. 
C)  The channel member's sales with predetermined quotas if quotas were assigned). 
D)  The volume of product each salesperson is selling. 
E)  This year's sales with last year's sales. 
A)  The channel member's current sales to historical sales. 
B)  Cross comparisons of a channel member's sales with other channel members' sales. 
C)  The channel member's sales with predetermined quotas if quotas were assigned). 
D)  The volume of product each salesperson is selling. 
E)  This year's sales with last year's sales.

Question 10

When multiple criteria are combined informally to evaluate channel member performance:

Accepted Answer

A)  Overall performance ratings are always accurate. 
B)  Cross comparisons among channel members are not valid. 
C)  A quantitative index of overall performance is produced. 
D)  It is difficult to administer and evaluate. 
E)  It is not possible to assign weights to criteria. 
A)  Overall performance ratings are always accurate. 
B)  Cross comparisons among channel members are not valid. 
C)  A quantitative index of overall performance is produced. 
D)  It is difficult to administer and evaluate. 
E)  It is not possible to assign weights to criteria.

Question 11

The degree of control the manufacturer has over its channel members plays __________ in determining the scope and frequency of its evaluation of channel members.

Accepted Answer

A)  a major role 
B)  a very little role 
C)  no role at all 
D)  the most important role 
E)  the least important role 
A)  a major role 
B)  a very little role 
C)  no role at all 
D)  the most important role 
E)  the least important role

Question 12

A channel manager evaluates a wholesaler's sales force to assess the wholesaler's:

Accepted Answer

A)  Personnel policies. 
B)  Selling capacity. 
C)  Veracity. 
D)  Sales performance. 
E)  Incentive policies. 
A)  Personnel policies. 
B)  Selling capacity. 
C)  Veracity. 
D)  Sales performance. 
E)  Incentive policies.

Question 13

Which of the following is not a usual question for evaluating channel member growth prospects?

Accepted Answer

A)  Has the channel member's performance been in keeping with the general level of business activity in his territory? 
B)  Does the channel member have the adaptability and the overall capacity to meet market expansions that may occur in his territory? 
C)  Does the channel member's past performance indicate that his sales of the manufacturer's products are likely to keep pace with those projected for his region, district, or trade area? 
D)  What is the total level of the channel member's current inventory? 
E)  Is the channel member's firm growing or improving in areas of inventory maintenance and quality of lines represented? 
A)  Has the channel member's performance been in keeping with the general level of business activity in his territory? 
B)  Does the channel member have the adaptability and the overall capacity to meet market expansions that may occur in his territory? 
C)  Does the channel member's past performance indicate that his sales of the manufacturer's products are likely to keep pace with those projected for his region, district, or trade area? 
D)  What is the total level of the channel member's current inventory? 
E)  Is the channel member's firm growing or improving in areas of inventory maintenance and quality of lines represented?

Question 14

According to a study by Spriggs,the two categories of performance measures to audit channel members are:

Accepted Answer

A)  Financially based and sales based. 
B)  Psychologically based and numbers based. 
C)  Logically based and analytically based. 
D)  Outcome based and behavior based. 
E)  Volume based and service based. 
A)  Financially based and sales based. 
B)  Psychologically based and numbers based. 
C)  Logically based and analytically based. 
D)  Outcome based and behavior based. 
E)  Volume based and service based.

Question 15

Which of the following should not be used to assess channel member attitudes?

Accepted Answer

A)  Research studies by the manufacturer 
B)  Outside research agencies 
C)  Channel audits 
D)  Distributor advisory councils 
E)  Surveys of company CEOs 
A)  Research studies by the manufacturer 
B)  Outside research agencies 
C)  Channel audits 
D)  Distributor advisory councils 
E)  Surveys of company CEOs

Question 16

A manufacturer dealing with a small number of channel members at the wholesale level likely uses _________ to check its channel members' inventory levels.

Accepted Answer

A)  A.C. Nielsen Company 
B)  its own sales force 
C)  Information Resources, Inc. 
D)  its inventory control team 
E)  channel manager 
A)  A.C. Nielsen Company 
B)  its own sales force 
C)  Information Resources, Inc. 
D)  its inventory control team 
E)  channel manager

Question 17

One frequently cited ratio is that about __________ percent of the channel members account for about __________ percent of sales.

Accepted Answer

A)  80; 20 
B)  30; 70 
C)  70; 30 
D)  40; 60 
E)  20; 80 
A)  80; 20 
B)  30; 70 
C)  70; 30 
D)  40; 60 
E)  20; 80

Question 18

Manufacturers are more likely to scrutinize channel member performance if their products:

Accepted Answer

A)  Require a high degree of post-sale service. 
B)  Have a low unit value. 
C)  Have a high market share. 
D)  Low after sales servicing. 
E)  High volume. 
A)  Require a high degree of post-sale service. 
B)  Have a low unit value. 
C)  Have a high market share. 
D)  Low after sales servicing. 
E)  High volume.

Question 19

A manufacturer should ask questions about all of the following topics in evaluating a channel member's inventory performance except:

Accepted Answer

A)  How effective is the channel member's inventory control manager. 
B)  Shelf or floor space dedicated to competitors' products. 
C)  The adequacy of the channel member's inventory control and recordkeeping system. 
D)  Shelf or floor space dedicated to the manufacturer's products. 
E)  The condition of the inventory. 
A)  How effective is the channel member's inventory control manager. 
B)  Shelf or floor space dedicated to competitors' products. 
C)  The adequacy of the channel member's inventory control and recordkeeping system. 
D)  Shelf or floor space dedicated to the manufacturer's products. 
E)  The condition of the inventory.

Question 20

If the quota attainment ratio is low for the majority of channel members,the problem is likely to be:

Accepted Answer

A)  Poor selection of channel members. 
B)  A low level of selling effort by the channel members. 
C)  Too many channel members. 
D)  Unrealistically high quotas. 
E)  A poorly designed channel. 
A)  Poor selection of channel members. 
B)  A low level of selling effort by the channel members. 
C)  Too many channel members. 
D)  Unrealistically high quotas. 
E)  A poorly designed channel.

All of the following are times when a channel manager may want to evaluate a channel member's reputation except:

Retailers can be unwilling to voluntarily provide manufacturers with data on sales to their customers because:

The channel member audit that is primarily based on sales criteria is called:

According to the text,the evaluation of channel member performance is:

Which of the following is a false statement about the Deere & Company and its independent dealers?

Which of the following is not a factor affecting the scope and frequency of channel member evaluations?

Generally,the less intense is distribution at the various channel levels:

For the manufacturer who sells all of its output through intermediaries,the evaluation of its channel members is likely to be __________ than for those manufacturers who rely less on intermediaries.

The channel manager should evaluate channel member sales data in terms of all of the following except:

When multiple criteria are combined informally to evaluate channel member performance:

The degree of control the manufacturer has over its channel members plays __________ in determining the scope and frequency of its evaluation of channel members.

A channel manager evaluates a wholesaler's sales force to assess the wholesaler's:

Which of the following is not a usual question for evaluating channel member growth prospects?

According to a study by Spriggs,the two categories of performance measures to audit channel members are:

Which of the following should not be used to assess channel member attitudes?

A manufacturer dealing with a small number of channel members at the wholesale level likely uses _________ to check its channel members' inventory levels.

One frequently cited ratio is that about percent of the channel members account for about percent of sales.

Manufacturers are more likely to scrutinize channel member performance if their products:

A manufacturer should ask questions about all of the following topics in evaluating a channel member's inventory performance except:

If the quota attainment ratio is low for the majority of channel members,the problem is likely to be:

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

Promotion through the Marketing Channel

Logistics and Channel Management

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

Exam 14: Evaluating Channel Member Performance

All of the following are times when a channel manager may want to evaluate a channel member's reputation except:

Retailers can be unwilling to voluntarily provide manufacturers with data on sales to their customers because:

The channel member audit that is primarily based on sales criteria is called:

According to the text,the evaluation of channel member performance is:

Which of the following is a false statement about the Deere & Company and its independent dealers?

Which of the following is not a factor affecting the scope and frequency of channel member evaluations?

Generally,the less intense is distribution at the various channel levels:

For the manufacturer who sells all of its output through intermediaries,the evaluation of its channel members is likely to be __________ than for those manufacturers who rely less on intermediaries.

The channel manager should evaluate channel member sales data in terms of all of the following except:

When multiple criteria are combined informally to evaluate channel member performance:

The degree of control the manufacturer has over its channel members plays __________ in determining the scope and frequency of its evaluation of channel members.

A channel manager evaluates a wholesaler's sales force to assess the wholesaler's:

Which of the following is not a usual question for evaluating channel member growth prospects?

According to a study by Spriggs,the two categories of performance measures to audit channel members are:

Which of the following should not be used to assess channel member attitudes?

A manufacturer dealing with a small number of channel members at the wholesale level likely uses _________ to check its channel members' inventory levels.

One frequently cited ratio is that about __________ percent of the channel members account for about __________ percent of sales.

Manufacturers are more likely to scrutinize channel member performance if their products:

A manufacturer should ask questions about all of the following topics in evaluating a channel member's inventory performance except:

If the quota attainment ratio is low for the majority of channel members,the problem is likely to be:

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

Promotion through the Marketing Channel

Logistics and Channel Management

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

One frequently cited ratio is that about percent of the channel members account for about percent of sales.