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15 Cards in this Set
- Front
- Back
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Which of the following best describes a marketing channel? a) a group of businesses that promote a product b) a set of marketers responsible for a product c) a set of interdependent organizations that help make a product d) a group of retailers that display a product e) a set of suppliers that carry a product |
c) a set of interdependent organizations that help make a product |
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Individual Touch is a company that sells trial-size travel products, such as soap, lotion, and mouthwash. The company has a distributor responsible for selling its products. How does this affect the number and complexity of contacts required by Individual Touch? a) The company has several complex layers of contacts between it and the consumer. b) The company has only one, simple contact—the distributor. c) The company has fewer contacts than if there were no distributor. d) The company has a number of contacts that varies with the number of customers and the number of products they wish to buy. e) The company does not have any contacts at all. |
c) The company has fewer contacts than if there were no distributor. |
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Which of the following is most important to remember when developing a distribution channel? a) the cost of operations b) relationships between channel members c) the nature of the products sold d) the needs of the consumer e) the potential profit margin |
d) the needs of the consumer |
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Which of the following is NOT a reason that companies develop marketing channels? a) to simplify channel transactions b) to take advantage of a channel partner’s power in negotiating terms with other providers c) to aid in the production and distribution of a product d) to assist in the development of new products e) to manage information used in the production and distribution of product
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d) to assist in the development of new products |
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Which of the following best describes the term disintermediation? a) the addition of several intermediaries to a marketing channel b) the diversification of a marketing channel by adding different types of intermediaries c) the removal or replacement of intermediaries in a marketing channel d) the strengthening of intermediaries within a marketing channel e) the repulsion of intermediaries interested in joining a marketing channel |
c) the removal or replacement of intermediaries in a marketing channel |
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Just the Music, Inc. is a company that produces for several musicians and singers. In times past, the company focused on producing tapes, records, and CDs for sale in retail music stores. However, with the advent of MP3s and other digital forms of music distribution, the company has abandoned its retail stores and has moved its operations entirely online. Now, you can purchase MP3s from Just the Music from its online website. Which of the following best describes what Just the Music has done? a) established a vertical marketing system b) abandoned a corporate VMS c) conducted disintermediation d) created a conventional distribution channel e) set up a multichannel distribution system |
c) conducted disintermediation |
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Which of the following is NOT considered when a company sets channel objectives? a) targeted levels of service b) marketing intermediaries c) nature of the company d) company location e) company competitors |
d) company location |
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Ready to Grow is a company that produces clothing for infants and toddlers. For many years, it was a small company with only a local market, but in recent years, the company has grown and expanded. It is now looking for intermediaries to help with production and distribution of its products. What is the first thing that the company should do in order to prepare to create new marketing channels? a) identify channel alternatives that will help the company b) evaluate effective channel alternatives c) develop a marketing plan d) analyze the needs of its customers e) determine whether it will use selective, intensive, or exclusive distribution to sell products |
d) analyze the needs of its customers |
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Which of the following would NOT be a consideration when selecting a channel member? a) Customer needs b) Fit with company objectives c) The type of company d) A company's sales and profit records e) The company's corporate structure |
e) The company's corporate structure |
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Phoenix Corporation is a manufacturer of leather goods. Its current product categories include belts, wallets, and bags. The company is now planning to extend its product category by producing a range of leather shoes for both men and women. Phoenix’s marketing managers are finalizing the best distribution strategy for this product category. a) Competitors follow an intensive distribution strategy. b) The company follows a penetration pricing policy to increase its market share. c) Market research indicates that customers prefer convenience and easy access to products while shopping. d) The company’s attempts at direct channel distribution were not successful in the past. e) The company plans to market the shoes as a high-end luxury brand. |
e) The company plans to market the shoes as a high-end luxury brand. |
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Phoenix Corporation is a manufacturer of leather goods. Its current product categories include belts, wallets, and bags. The company is now planning to extend its product category by producing a range of leather shoes for both men and women. Phoenix’s marketing managers are finalizing the best distribution strategy for this product category. a) Competitors sell through exclusive outlets. b) Phoenix is concerned about the effects of channel conflicts. c) Consumers treat the kinds of shoes that Phoenix will produce as commodities. d) Phoenix wishes to build positive relationships with its retail partners by encouraging them to charge high mark-ups. e) Phoenix seeks to enhance the brand’s image and generate the strongest support from retailers. |
c) Consumers treat the kinds of shoes that Phoenix will produce as commodities. |
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Which of the following is NOT an integral part of marketing channel management? a) management of channel members b) motivation of channel members c) selection of channel members d) control of channel members e) evaluation of the performance of channel members |
d) control of channel members |
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Make That Quota is a company that has partnered with One More Sprocket to create machine parts for use in factories. Make That Quota has noticed that One More Sprocket is not performing well as an intermediary: the company repeatedly misses sales quotas, fails to deliver product to customers in a timely manner, and has a record of abysmal customer service. This is not a recent phenomenon, but has continued over a number of years without change despite efforts from Make That Quota to retrain company workers and motivate the company. Which of the following is the best decision for Make That Quota to make? a) Use PRM software to manage the channel relationship. b) Attempt to motivate One More Sprocket to deliver better performance. c) Use Make That Quota workers and resources to offset the differences in performance. d) Terminate the relationship with One More Sprocket and find a better intermediary. e) Develop a product that is easier for One More Sprocket to produce and distribute. |
d) Terminate the relationship with One More Sprocket and find a better intermediary. |
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Which of the following involves managing the upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers? a) physical distribution b) product distribution c) supply chain management d) third party logistics e) intermodal transportation |
c) supply chain management |
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Mark is responsible for creating and maintaining a logistics system for his company. Which of the following would Mark NOT be likely to do as a function of his job? a) ensure that products are properly warehoused b) oversee the management of inventory c) acquire and maintain transportation services for product d) create and maintain a system of logistics information e) assist in the development of new products and product lines |
e) assist in the development of new products and product lines |
