Question Details

Question
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.