Question 1

One of the sales growth strategies Amazon considered early on is (the)  __________.

Accepted Answer

A)  sales of books
B)  sales of consulting services
C)  sales of original paintings and wall art
D)  selling Amazon's distribution centers
E)  sales of greeting cards and invitationsF) B) and C)
G) A) and E)

Question 2

-Figure 12-4 above, depicts the four most common marketing channels for business products and services. Channel B would be an appropriate marketing channel for __________.

Accepted Answer

A)  Cray supercomputers
B)  GE magnetic resonance imaging (MRI)  machines
C)  John Deere excavators
D)  Fastenal industrial fasteners
E)  Marathon electrical motorsF) A) and C)
G) B) and C)

Question 3

The output of a supply chain is the

Accepted Answer

A)  units of products delivered.
B)  total generated revenue.
C)  service delivered to customers.
D)  total number of customers served.
E)  total profits realized.F) All of the above
G) B) and C)

Question 4

-Figure 12-4 above depicts the four most common marketing channels for business products and services. Channel D would be an appropriate marketing channel for __________.

Accepted Answer

A)  Cray supercomputers
B)  Harkman electrical products
C)  Boeing aircraft
D)  Caterpillar tractors
E)  Fastenal industrial fastenersF) B) and C)
G) B) and D)

Question 5

Nestle and General Mills have __________ to distribute General Mills products like Cheerios in about 140 markets worldwide.

Accepted Answer

A)  multichannel distribution relations
B)  a direct marketing channel
C)  a cooperative distribution channel
D)  a strategic channel alliance
E)  a dual distribution agreementF) A) and B)
G) B) and D)

Question 6

Items such as large household appliances that require installation, delivery, and credit should be sold by retailers that demonstrate the buyer requirement of __________.

Accepted Answer

A)  information
B)  convenience
C)  variety
D)  pre- or postsale services
E)  adaptabilityF) A) and D)
G) A) and C)

Question 7

When marketing channel members are engaged in assorting, storing, sorting, and transporting products and services, they are performing __________ functions.

Accepted Answer

A)  logistical
B)  merchandising
C)  facilitating
D)  implementation
E)  transactionalF) A) and B)
G) All of the above

Question 8

What is the first step in choosing the right supply chain?

Accepted Answer

A)  understand the supply chain
B)  develop a list of qualified channel members
C)  enumerate logistics specifications
D)  compare multiple-channel alternatives
E)  understand the customerF) None of the above
G) C) and D)

Question 9

Risk taking as a transactional function refers to

Accepted Answer

A)  unpredictable costs of transportation because of fuel prices.
B)  product liability from poorly produced products that become defective.
C)  the need to stock merchandise in anticipation of sales though it may become obsolete.
D)  trying new promotional campaigns that are unproven with consumers.
E)  investments in new product development even when the product has a low chance of long-term success.F) A) and D)
G) C) and D)

Question 10

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, E represents a(n)  __________.

Accepted Answer

A)  retailer
B)  middleman
C)  wholesaler
D)  distributor
E)  agent or brokerF) A) and B)
G) D) and E)

Question 11

In a direct channel, all channel functions are performed by __________.

Accepted Answer

A)  retailers
B)  wholesalers
C)  producers
D)  brokers and agents
E)  middlemenF) A) and C)
G) A) and E)

Question 12

Intensive distribution refers to

Accepted Answer

A)  the distribution of products or services in markets where there are currently no other competitors.
B)  the distribution of products or services where the producer owns the entire channel of distribution.
C)  the density of distribution whereby a firm tries to place its products or services with only one retail outlet in a specified geographical area.
D)  the density of distribution whereby a firm tries to place its products or services in as many outlets as possible.
E)  the density of distribution whereby a firm tries to place its products or services in a few retail outlets in a specific area.F) A) and E)
G) C) and D)

Question 13

Which of the following statements regarding corporate vertical marketing systems is most accurate?

Accepted Answer

A)  Corporate vertical marketing systems require all links in the marketing chain to share title to the goods passed through these firms.
B)  Corporate vertical marketing systems can incorporate both forward and backward integration.
C)  Corporate vertical marketing systems increase distribution costs.
D)  Corporate vertical marketing systems increase investment increases but decrease fixed costs.
E)  Corporate vertical marketing systems are only effective with low-end consumer products.F) None of the above
G) A) and E)

Question 14

A channel that includes intermediaries that are between the producer and consumers and perform numerous channel functions is referred to as a(n)

Accepted Answer

A)  indirect channel.
B)  direct channel.
C)  multilevel channel.
D)  full-service channel.
E)  limited-service channelF) C) and D)
G) A) and B)

Question 15

The word "cost-effective" as it relates to the definition of logistics management implies that

Accepted Answer

A)  while it is important to drive down logistics costs, all channel members must equally benefit financially or the chain will not function effectively.
B)  speed of delivery must be measured against increased savings.
C)  while it is important to drive down logistics costs, customer buying requirements must be a part of the equation.
D)  the need for multiple carriers always results in lower profit margins and therefore should be avoided.
E)  the choice of intermediaries should be made on their ability to perform their tasks efficiently even if additional costs must be passed on to the consumer.F) D) and E)
G) B) and C)

Question 16

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Accepted Answer

A)  economic influence.
B)  stakeholder position.
C)  familial ties to other channel members.
D)  longevity in the industry.
E)  geographic proximity to the manufacturing plant.F) A) and D)
G) A) and C)

Question 17

Those activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost are referred to as

Accepted Answer

A)  strategic distribution.
B)  distribution management.
C)  tactical marketing planning.
D)  value chain optimization.
E)  logistics.F) A) and D)
G) A) and C)

Question 18

A level of distribution density whereby a firm tries to place its products in a few retail outlets in a specific geographical area is referred to as __________.

Accepted Answer

A)  intensive distribution
B)  extensive distribution
C)  selective distribution
D)  exclusive distribution
E)  concentrated distributionF) B) and D)
G) C) and D)

Question 19

Neiman-Marcus is a retailer with whom many small manufacturers would like to be associated. Distribution with Neiman-Marcus will increase the prestige of a smaller brand. The source of Neiman-Marcus's power is its

Accepted Answer

A)  economic influence.
B)  expertise.
C)  sought-after identification with a particular channel member.
D)  legitimate rights through contracts.
E)  longevity as an upscale retailer.F) A) and D)
G) A) and E)

Question 20

While Maytag appliances have the leading brand name, its sales are third in the industry. One of the things the company has done to spur sales is to create a website where potential customers can find the answers to the questions they ask during the appliance purchase process. Although Maytag considered using a __________ strategy by directing customers to Maytag appliance stores it owns, the firm decided against it and simply provides the names and addresses of all the retailers (Sears, Home Depot, etc.)  that carry Maytag appliances.

Accepted Answer

A)  horizontal channel strategy
B)  strategic channel alliance
C)  dual distribution
D)  cross-docking
E)  disintermediationF) B) and C)
G) C) and E)

Exam 12: Managing Marketing Channels and Supply Chains

Intensive distribution refers to

Correct Answer
verified

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, E represents a(n) __________.

Correct Answer
verified

Items such as large household appliances that require installation, delivery, and credit should be sold by retailers that demonstrate the buyer requirement of __________.

Correct Answer
verified

A channel that includes intermediaries that are between the producer and consumers and perform numerous channel functions is referred to as a(n)

Correct Answer
verified

Which of the following statements regarding corporate vertical marketing systems is most accurate?

Correct Answer
verified

The output of a supply chain is the

Correct Answer
verified

Those activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost are referred to as

Correct Answer
verified

Correct Answer
verified

-Figure 12-4 above depicts the four most common marketing channels for business products and services. Channel D would be an appropriate marketing channel for __________.

Correct Answer
verified

One of the sales growth strategies Amazon considered early on is (the) __________.

Correct Answer
verified

What is the first step in choosing the right supply chain?

Correct Answer
verified

Nestle and General Mills have __________ to distribute General Mills products like Cheerios in about 140 markets worldwide.

Correct Answer
verified

A level of distribution density whereby a firm tries to place its products in a few retail outlets in a specific geographical area is referred to as __________.

Correct Answer
verified

-Figure 12-4 above, depicts the four most common marketing channels for business products and services. Channel B would be an appropriate marketing channel for __________.

Correct Answer
verified

Neiman-Marcus is a retailer with whom many small manufacturers would like to be associated. Distribution with Neiman-Marcus will increase the prestige of a smaller brand. The source of Neiman-Marcus's power is its

Correct Answer
verified

When marketing channel members are engaged in assorting, storing, sorting, and transporting products and services, they are performing __________ functions.

Correct Answer
verified

The word "cost-effective" as it relates to the definition of logistics management implies that

Correct Answer
verified

In a direct channel, all channel functions are performed by __________.

Correct Answer
verified

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Correct Answer
verified

Risk taking as a transactional function refers to

Correct Answer
verified

Exam 12: Managing Marketing Channels and Supply Chains

Intensive distribution refers to

Correct AnswerverifiedShow Answer

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, E represents a(n) __________.

Correct AnswerverifiedShow Answer

Items such as large household appliances that require installation, delivery, and credit should be sold by retailers that demonstrate the buyer requirement of __________.

Correct AnswerverifiedShow Answer

A channel that includes intermediaries that are between the producer and consumers and perform numerous channel functions is referred to as a(n)

Correct AnswerverifiedShow Answer

Which of the following statements regarding corporate vertical marketing systems is most accurate?

Correct AnswerverifiedShow Answer

The output of a supply chain is the

Correct AnswerverifiedShow Answer

Those activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost are referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

-Figure 12-4 above depicts the four most common marketing channels for business products and services. Channel D would be an appropriate marketing channel for __________.

Correct AnswerverifiedShow Answer

One of the sales growth strategies Amazon considered early on is (the) __________.

Correct AnswerverifiedShow Answer

What is the first step in choosing the right supply chain?

Correct AnswerverifiedShow Answer

Nestle and General Mills have __________ to distribute General Mills products like Cheerios in about 140 markets worldwide.

Correct AnswerverifiedShow Answer

A level of distribution density whereby a firm tries to place its products in a few retail outlets in a specific geographical area is referred to as __________.

Correct AnswerverifiedShow Answer

-Figure 12-4 above, depicts the four most common marketing channels for business products and services. Channel B would be an appropriate marketing channel for __________.

Correct AnswerverifiedShow Answer

Neiman-Marcus is a retailer with whom many small manufacturers would like to be associated. Distribution with Neiman-Marcus will increase the prestige of a smaller brand. The source of Neiman-Marcus's power is its

Correct AnswerverifiedShow Answer

When marketing channel members are engaged in assorting, storing, sorting, and transporting products and services, they are performing __________ functions.

Correct AnswerverifiedShow Answer

The word "cost-effective" as it relates to the definition of logistics management implies that

Correct AnswerverifiedShow Answer

In a direct channel, all channel functions are performed by __________.

Correct AnswerverifiedShow Answer

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Correct AnswerverifiedShow Answer

Risk taking as a transactional function refers to

Correct AnswerverifiedShow Answer

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