Exam 12: Distribution Channel Decisions

_____ specialize in the selling function and represent client manufacturers on a commission basis.

Cheese Burst,an American fast food chain penetrated into the Italian market by providing a firm in Italy the rights to use the company's name,trademarks,and technology.Which of the following contractual entry modes would have been used by Cheese Burst?

The idea that wholesalers can spread their costs across different manufacturers,and therefore,perform the selling function at a lower cost than can these manufacturers is known as:

The primary role of merchant wholesalers is to represent other organizations in the sale or purchase of goods or services.

Pull strategies are commonly employed by large consumer goods marketers.

Intensive distribution is useful when a firm wants to differentiate its product on the basis of high quality,prestige,or excellent customer service.

Firms can assess coverage by measuring how often customers in a territory are called on by company or distributor salespeople and by the time required to fill and deliver an order.

Describe the aspects of product availability for consumer goods and industrial goods.

Which of the following franchise systems are the most familiar to consumers?

Which of the following is the easiest way to enter a foreign market?

The primary advantage of an intensive distribution strategy is that:

What are the types of agent middlemen? Briefly explain each.

Cooperative advertising programs pay a percentage of a reseller's expenses for local advertising up to some limit based on that reseller's sales of the product.

Brokers are used primarily by small firms or start-ups that have limited marketing capabilities.

Mention the objectives to be accomplished by the distribution channels designed by managers.

Manufacturer-wholesaler franchise systems account for the largest number of franchisees and the largest volume of sales and are common in the automotive and petroleum industries.

Manufacturer's reps are common in the industrial equipment,automotive supply,footwear,and toy industries.

_____ retailers differentiate themselves with unique assortments,quality merchandise,good customer service,and a prestigious store image.

Which of the following channels is used when the manufacturer is too small,or its product line too narrow?

High-margin/low-turnover retailers emphasize prestigious national brands or exclusive goods unavailable elsewhere.