Question 1

A channel that includes both a manufacturers' agent and an industrial distributor is appropriate under which of the following circumstances?

Accepted Answer

A) When the firm wants specialized personnel to follow up the work of the sales force 
B) When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force 
C) When only one or two channels of distribution are available for products 
D) When the sales force is large and the marketer is thinking of cutting it down 
E) When customers are highly concentrated in one geographic area 
A) When the firm wants specialized personnel to follow up the work of the sales force 
B) When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force 
C) When only one or two channels of distribution are available for products 
D) When the sales force is large and the marketer is thinking of cutting it down 
E) When customers are highly concentrated in one geographic area

Question 2

Air-Tech management learns that last month's production run of heaters at its Newark plant is defective and announces a recall of the specific models produced.To handle the large number of products it expects to receive for replacement of the defective thermostats,Air-Tech will probably need to add a ____ to its distribution network.

Accepted Answer

A) distribution center 
B) private warehouse 
C) dispatching shipment system 
D) public warehouse 
E) materials handling system 
A) distribution center 
B) private warehouse 
C) dispatching shipment system 
D) public warehouse 
E) materials handling system

Question 3

What is a primary difference between an industrial distributor and a manufacturers' agent?

Accepted Answer

A) A manufacturers' agent does not acquire title nor usually take possession of the products whereas an industrial distributor does. 
B) A manufacturers' agent is employed by the manufacturers while an industrial distributor is independent. 
C) An industrial distributor is employed by the manufacturers while a manufacturers' agent is independent. 
D) A manufacturers' agent rarely adds any value to the marketing channel while an industrial distributor reduces costs significantly. 
E) An industrial distributor does not form relationships with customers for repeat business whereas a key asset of a manufacturers' agent is his knowledge of his customers. 
A) A manufacturers' agent does not acquire title nor usually take possession of the products whereas an industrial distributor does. 
B) A manufacturers' agent is employed by the manufacturers while an industrial distributor is independent. 
C) An industrial distributor is employed by the manufacturers while a manufacturers' agent is independent. 
D) A manufacturers' agent rarely adds any value to the marketing channel while an industrial distributor reduces costs significantly. 
E) An industrial distributor does not form relationships with customers for repeat business whereas a key asset of a manufacturers' agent is his knowledge of his customers.

Question 4

Supply chains for durable goods typically begin at _____ and end at _____.

Accepted Answer

A) Raw materials;the retailer 
B) Suppliers;the retailer 
C) Raw materials;the customer 
D) Suppliers;the customer 
E) Retailers;the customer 
A) Raw materials;the retailer 
B) Suppliers;the retailer 
C) Raw materials;the customer 
D) Suppliers;the customer 
E) Retailers;the customer

Question 5

Fansteel manufactures parts used in jet engines,which it sells to companies such as Boeing.When shipping products to Boeing,Fansteel seals the parts in 8' × 8' × 40' boxes for shipping to decrease loss and damage.This method of materials handling is

Accepted Answer

A) unit loading. 
B) containerization. 
C) freight forwarding. 
D) unitized shipping. 
E) bonded packaging. 
A) unit loading. 
B) containerization. 
C) freight forwarding. 
D) unitized shipping. 
E) bonded packaging.

Question 6

Order handling involves all of the following activities except that the

Accepted Answer

A) credit department approves the purchase. 
B) order is transmitted to the warehouse. 
C) availability of product is verified. 
D) warehouse is instructed to fill the order. 
E) customer places a purchase order. 
A) credit department approves the purchase. 
B) order is transmitted to the warehouse. 
C) availability of product is verified. 
D) warehouse is instructed to fill the order. 
E) customer places a purchase order.

Question 7

Explain how electronic data interchange (EDI)and just-in-time (JIT)inventory management might be used in combination to improve physical distribution effectiveness and efficiency.

Accepted Answer

The answer of Explain how electronic data interchange (EDI)and just-in-time...

Question 8

All members of the supply chain should determine their position in the chain,identify their partners and their roles,and establish partnerships whose focus is

Accepted Answer

A) shifting costs to suppliers. 
B) maximizing costs. 
C) maximizing technology implementation. 
D) cooperation with competitors. 
E) customer relationships. 
A) shifting costs to suppliers. 
B) maximizing costs. 
C) maximizing technology implementation. 
D) cooperation with competitors. 
E) customer relationships.

Question 9

Organizational buyers are especially partial to direct marketing channels when

Accepted Answer

A) they buy cheap materials in large quantities. 
B) they try a new product for the first time. 
C) they are filling an order for a very important customer. 
D) a modified rebuy type of decision is involved. 
E) expensive and/or complex equipment is involved. 
A) they buy cheap materials in large quantities. 
B) they try a new product for the first time. 
C) they are filling an order for a very important customer. 
D) a modified rebuy type of decision is involved. 
E) expensive and/or complex equipment is involved.

Question 10

Eliminating a wholesaler from a marketing channel will

Accepted Answer

A) cut costs and lower prices. 
B) not eliminate the functions performed by that wholesaler. 
C) eliminate the functions performed by that wholesaler. 
D) lead to lower costs but higher prices. 
E) reduce channel conflict. 
A) cut costs and lower prices. 
B) not eliminate the functions performed by that wholesaler. 
C) eliminate the functions performed by that wholesaler. 
D) lead to lower costs but higher prices. 
E) reduce channel conflict.

Question 11

A single leader who controls and organizes a marketing channel is called a

Accepted Answer

A) channel champion. 
B) distribution leader. 
C) marketing maverick. 
D) channel captain. 
E) lead distributor. 
A) channel champion. 
B) distribution leader. 
C) marketing maverick. 
D) channel captain. 
E) lead distributor.

Question 12

Starbucks has an agreement with Pepsi Co.through which Pepsi distributes Starbucks' coffee drink,Frappucino,to grocery stores and other retail outlets.This is an example of

Accepted Answer

A) a strategic channel alliance. 
B) exclusive distribution. 
C) dual distribution. 
D) horizontal channel integration. 
E) channel leadership. 
A) a strategic channel alliance. 
B) exclusive distribution. 
C) dual distribution. 
D) horizontal channel integration. 
E) channel leadership.

Question 13

What are the key tasks in supply chain management? How does each of these facilitate supply chain management?

Accepted Answer

The answer of What are the key tasks in supply...

Question 14

An independent businessperson who is paid a commission to sell complementary products of different producers in an assigned territory without actually taking title of the merchandise is a(n)

Accepted Answer

A) sole intermediary. 
B) manufacturers' agent. 
C) producers' broker. 
D) industrial distributor. 
E) channel facilitator. 
A) sole intermediary. 
B) manufacturers' agent. 
C) producers' broker. 
D) industrial distributor. 
E) channel facilitator.

Question 15

The result of an inventory stockout usually results in ___.

Accepted Answer

A) an increase in inventory costs. 
B) an increase in lost sales. 
C) an increase in net profit. 
D) an increase in loyal customers. 
E) a decrease in prices. 
A) an increase in inventory costs. 
B) an increase in lost sales. 
C) an increase in net profit. 
D) an increase in loyal customers. 
E) a decrease in prices.

Question 16

Few supermarkets would try to replace a national brand of baby food with their own brand.Assuming that this is true,we have a good example of channel leadership by

Accepted Answer

A) wholesalers. 
B) producers. 
C) retailers. 
D) agents. 
E) brokers. 
A) wholesalers. 
B) producers. 
C) retailers. 
D) agents. 
E) brokers.

Question 17

Product and target market characteristics usually determine the type of coverage a product receives.For which of the following products is selective distribution most appropriate?

Accepted Answer

A) Gasoline 
B) Jaguar automobiles 
C) Skippy peanut butter 
D) Laundry detergent 
E) Organic foods 
A) Gasoline 
B) Jaguar automobiles 
C) Skippy peanut butter 
D) Laundry detergent 
E) Organic foods

Question 18

Marketing channels create three types of utility for consumers including

Accepted Answer

A) place,time,and possession. 
B) location,availability,and suitability. 
C) time,location,and promotion. 
D) retailer,wholesaler,and producer. 
E) position,possession,and place. 
A) place,time,and possession. 
B) location,availability,and suitability. 
C) time,location,and promotion. 
D) retailer,wholesaler,and producer. 
E) position,possession,and place.

Question 19

When three buyers purchase the products of three producers,nine transactions are required.If one intermediary serves both producers and buyers,the number of possible transactions is

Accepted Answer

A) fifteen. 
B) five. 
C) eighteen. 
D) six. 
E) twenty. 
A) fifteen. 
B) five. 
C) eighteen. 
D) six. 
E) twenty.

Question 20

A producer is not likely to receive ____ from an industrial distributor.

Accepted Answer

A) selling activities in local markets 
B) market information about consumers 
C) aggressive promotion of its brand 
D) reduced capital requirements 
E) a reduced financial burden from customers 
A) selling activities in local markets 
B) market information about consumers 
C) aggressive promotion of its brand 
D) reduced capital requirements 
E) a reduced financial burden from customers

A channel that includes both a manufacturers' agent and an industrial distributor is appropriate under which of the following circumstances?

What is a primary difference between an industrial distributor and a manufacturers' agent?

Supply chains for durable goods typically begin at _ and end at _.

Fansteel manufactures parts used in jet engines,which it sells to companies such as Boeing.When shipping products to Boeing,Fansteel seals the parts in 8' × 8' × 40' boxes for shipping to decrease loss and damage.This method of materials handling is

Order handling involves all of the following activities except that the

Explain how electronic data interchange (EDI)and just-in-time (JIT)inventory management might be used in combination to improve physical distribution effectiveness and efficiency.

All members of the supply chain should determine their position in the chain,identify their partners and their roles,and establish partnerships whose focus is

Organizational buyers are especially partial to direct marketing channels when

Eliminating a wholesaler from a marketing channel will

A single leader who controls and organizes a marketing channel is called a

Starbucks has an agreement with Pepsi Co.through which Pepsi distributes Starbucks' coffee drink,Frappucino,to grocery stores and other retail outlets.This is an example of

What are the key tasks in supply chain management? How does each of these facilitate supply chain management?

An independent businessperson who is paid a commission to sell complementary products of different producers in an assigned territory without actually taking title of the merchandise is a(n)

The result of an inventory stockout usually results in ___.

Few supermarkets would try to replace a national brand of baby food with their own brand.Assuming that this is true,we have a good example of channel leadership by

Product and target market characteristics usually determine the type of coverage a product receives.For which of the following products is selective distribution most appropriate?

Marketing channels create three types of utility for consumers including

When three buyers purchase the products of three producers,nine transactions are required.If one intermediary serves both producers and buyers,the number of possible transactions is

A producer is not likely to receive ____ from an industrial distributor.

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets: Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts

Developing and Managing Products

Services Marketing

Branding and Packaging

Retailing, direct Marketing, and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters

Exam 15: Marketing Channels and Supply-Chain Management

A channel that includes both a manufacturers' agent and an industrial distributor is appropriate under which of the following circumstances?

What is a primary difference between an industrial distributor and a manufacturers' agent?

Supply chains for durable goods typically begin at _____ and end at _____.

Fansteel manufactures parts used in jet engines,which it sells to companies such as Boeing.When shipping products to Boeing,Fansteel seals the parts in 8' × 8' × 40' boxes for shipping to decrease loss and damage.This method of materials handling is

Order handling involves all of the following activities except that the

Explain how electronic data interchange (EDI)and just-in-time (JIT)inventory management might be used in combination to improve physical distribution effectiveness and efficiency.

All members of the supply chain should determine their position in the chain,identify their partners and their roles,and establish partnerships whose focus is

Organizational buyers are especially partial to direct marketing channels when

Eliminating a wholesaler from a marketing channel will

A single leader who controls and organizes a marketing channel is called a

Starbucks has an agreement with Pepsi Co.through which Pepsi distributes Starbucks' coffee drink,Frappucino,to grocery stores and other retail outlets.This is an example of

What are the key tasks in supply chain management? How does each of these facilitate supply chain management?

An independent businessperson who is paid a commission to sell complementary products of different producers in an assigned territory without actually taking title of the merchandise is a(n)

The result of an inventory stockout usually results in ___.

Few supermarkets would try to replace a national brand of baby food with their own brand.Assuming that this is true,we have a good example of channel leadership by

Product and target market characteristics usually determine the type of coverage a product receives.For which of the following products is selective distribution most appropriate?

Marketing channels create three types of utility for consumers including

When three buyers purchase the products of three producers,nine transactions are required.If one intermediary serves both producers and buyers,the number of possible transactions is

A producer is not likely to receive ____ from an industrial distributor.

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets: Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts

Developing and Managing Products

Services Marketing

Branding and Packaging

Retailing, direct Marketing, and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters

Supply chains for durable goods typically begin at _ and end at _.