Question 1.1. Activities of channel management that requires
getting channels to carry and sell the product are known as __________
activities. (Points : 1)
vertical
push
horizontal
pull
Question 2.2. A merchant establishment operated by a concern
that is engaged primarily in buying, taking title to, usually storing and
physically handling goods in large quantities, and reselling the goods (usually
in smaller quantities. to retail or to industrial or business users is known as
a(n): (Points : 1)
agent.
wholesaler.
facilitating agent.
broker.
Question 3.3. Identify the situation where channel members
have significant bargaining power over the marketing manager. (Points : 1)
When the
channel’s sales volume is low relative to the product’s total sales volume
When the
product is well differentiated from competitors
When the
channel poses a credible threat of backward integration
When the
channel has high switching costs
Question 4.4. The sales force is rewarded on a commission
basis. It wants to sell quantity and is willing to be flexible on price,
whereas the organizations strategy is high quality, high price. Identify this
source of conflict. (Points : 1)
Goal divergence
Domain
dissensus
Differing
perceptions of reality
Misuse of power
Question 5.5. When does a direct channel appear to be better
than an indirect channel? (Points : 1)
When product
customization is important
When one-stop
shopping for many products is important
When
availability is important
When after-sale
service is important
Question 6.6. According to the text, channels of
distribution must be treated like: (Points : 1)
partners of the organization.
customers.
competitors of the firm.
marketers of the firms products.
Question 7.7. Walmart used its investments in information
technology to create direct links between its own warehouses and manufacturers,
thereby eliminating the need for independent wholesalers in its system. This is
an example of: (Points : 1)
reintermediation.
disintermediation.
hybrid system.
channel conflict.
Question 8.8. A retailer may not think that the
manufacturer’s support in terms of cooperative advertising and training is
sufficient while the manufacturer believes that it is offering the same level
to that retailer as to others that have been successful. Identify this source
of conflict. (Points : 1)
Goal divergence
Domain
dissensus
Differing
perceptions of reality
Misuse of power
Question 9.9. Wholesalers try to deliver products to
customers in lot sizes that match their needs. Identify this channel function.
(Points : 1)
Communications
Matching/customizing
Risk taking
Relationship
management
Question 10.10. Identify the situation where indirect
channels are more useful than direct channels. (Points : 1)
When product
customization is important
When after-sale
service is important
When purchase
orders are large
When
transportation and storage are complex
Question 11.11. The Hewlett-Packard salespeople in the
Imaging Systems Division must be knowledgeable about the latest developments in
ultrasound and other medical imaging technologies. These salespeople typically
carry out: (Points : 1)
response selling.
trade selling.
missionary selling.
technical selling.
Question 12.12. Which of the following is likely to occur if
a company has an insufficient number of territories? (Points : 1)
A salesperson
would spend too much time traveling and not enough time selling.
It would lower
a salesperson’s income.
Salespeople
would fight over the geographic boundaries.
Territories
would overlap.
Question 13.13. __________ become very familiar with
customers’ operations and problems and are in an excellent position to satisfy
customers’ needs by helping them develop a strategy for the product in
question. (Points : 1)
Regional sales
managers
District sales managers
Key account
managers
Field sales
representatives
Question 14.14. The largest part of a sales organization is
made up of: (Points : 1)
field sales representatives.
national sales managers.
direct sales managers.
regional sales managers.
Question 15.15. Commission is typically used: (Points : 1)
when the products have long selling cycles like several
years.
when management wants to encourage activities like market
research that do not generate revenue.
for new salespeople who are unlikely to generate substantial
sales in the short run.
to reward the best performance and motivate a high level of
selling effort.
Question 16.16. Which of the following leads to intrinsic
motivation? (Points : 1)
Different aspects
of the job
Promotion
Salary increase
Sales contests
Question 17.17. Identify the type of quota where it is
difficult for the salesperson to know where she or he stands in relation to the
quota. (Points : 1)
Sales volume based
quota
Profit based
quota
Combination
quota
Customer based
quota
Question 18.18. Which of the following types of selling
includes order taking, but also entails responsibilities such as making sure
the stock is adequately displayed on shelves, setting up displays, providing
demos, and other merchandising activities? (Points : 1)
Response
selling
Trade selling
Missionary
selling
Technical
selling
Question 19.19. Which of the following best describes the
kind of sales organization structure that sells a product or product line to
all markets? (Points : 1)
Product/product
system
Market/market
system
Product/market
system
Market/customer
system
Question 20.20. The fact that a customer may be called on by
several salespeople from the same company is a disadvantage of a: (Points : 1)
product/product system.
market/market system.
product/market system.
market/customer system.
