Final exam pool items (Chs. 9, 11, 12, 13, 14, 15 & 17 not 18)



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ANS: D


See Exhibit 12.2

PTS: 1 REF: 175 OBJ: 12-2 TYPE: Comp

TOP: AACSB Reflective Thinking | TB&E Model Strategy

22. Agents and brokers:



a.

have a great deal of control and risk invested in the goods

b.

only represent manufacturers in sales situations

c.

have a great deal of input on the terms of the sale

d.

generally are on salary with the manufacturer

e.

do not take title to merchandise

ANS: E


Agents and brokers represent retailers, wholesalers, or manufacturers in sales situations, but the agent or broker generally has little input into the terms of the sale. Agents and brokers generally receive a fee or commission and do not take title, control, or risk concerning the merchandise.

PTS: 1 REF: 175 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution

23. _____ are wholesaling intermediaries who facilitate the sales of a product from producer to end user by representing retailers, wholesalers, or manufacturers and providing little input as to the terms of the sale.



a.

Marketing facilitators

b.

Channel cooperatives

c.

Agents and brokers

d.

Merchant wholesalers

e.

Channel functionaries

ANS: C PTS: 1 REF: 175 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Customer | TB&E Model Product

24. Generally, _____ determine what type of intermediary a manufacturer should use:



a.

product characteristics, buyer consideration, and market characteristics

b.

internal environmental characteristics only

c.

competitive conditions and government regulations

d.

all controllable marketing factors

e.

only noncontrollable environmental factors

ANS: A


The correct answer combines both internal and external elements. The internal elements can be controlled by the manufacturer, while external environmental factors cannot.

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Comp

TOP: AACSB Reflective Thinking | TB&E Model Distribution

25. The three basic functions channel intermediaries perform are:



a.

transactional, logistical, and facilitating

b.

contacting, negotiating, and ownership

c.

promoting, distributing, and bulk-breaking

d.

assorting, accumulating, and allocating

e.

financing, mediating, and storing

ANS: A PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution

26. Transactional channel functions include all of the following activities EXCEPT:



a.

contacting buyers

b.

promoting the products to be sold

c.

taking the risks associated with product inventories

d.

negotiating the sale

e.

physical distribution and sorting

ANS: E


See also Exhibit 12.2.

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Promotion | TB&E Model Product

27. Marketing channels perform all of the following logistical activities EXCEPT:



a.

sorting

b.

storing

c.

grading

d.

risk taking

e.

assorting products into homogeneous or heterogeneous collections

ANS: D


Risk taking is a transactional activity. See Exhibit 12.2

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution

28. _____ includes managing the movement of raw materials and parts from their sources to production sites; managing the movement of materials, semi-finished, and finished products within and among plants, warehouses, and distribution centers; and the planning and coordinating of the physical distribution of finished goods to intermediaries and final buyers.



a.

Disintermediation

b.

Logistics

c.

Materials handling

d.

Intermodal transportation

e.

Contract logistics

ANS: B PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution | TB&E Model Product

29. _____ describes the process of strategically managing the efficient flow and storage of raw materials, in-process inventory, and finished goods from point of origin to point of consumption.



a.

Contract logistics

b.

Logistics

c.

Cross-docking

d.

Disintermediation

e.

Channel facilitation

ANS: B PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution | TB&E Model Product

30. Vicobello is a manufacturer of outdoor fountains that are currently popular in gardens. Even though fountains represent a product category that does not sell year round due to inclement weather, Vicobello's sales remain steady all year because it sells to wholesale distributors that stock the product. Vicobello sells to wholesale distributors that perform _____ functions for the manufacturer.

a.

financial

b.

transactional

c.

facilitating

d.

logistical

e.

promotional


ANS: D

Storing for later sale to retailers is a logistical function. See Exhibit 12.2

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution | TB&E Model Product

31. Which of the following is NOT a sorting activity?



a.

assorting

b.

accumulation

c.

sorting out

d.

allocation

e.

possession

ANS: E


See Exhibit 12.2.

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Strategy

32. Breaking bulk at the wholesale level is called:



a.

allocating

b.

accumulation

c.

storing

d.

downsizing

e.

grading

ANS: A


See Exhibit 12.2.

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Diversity | TB&E Model Distribution | TB&E Model International Perspective

33. Which of the following are examples of facilitating functions performed by wholesaling intermediaries?



a.

sorting and storing

b.

risk taking and promotion

c.

assorting, accumulating, grading, and allocating

d.

researching and financing

e.

financial management and storing

ANS: D


See Exhibit 12.2.

PTS: 1 REF: 174 OBJ: 12-2 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Research

34. Which of the following is NOT a channel member typically used by manufacturers as they route their products to consumers?



a.

retailer

b.

agent/broker

c.

industrial distributor

d.

producer

e.

wholesaler

ANS: C


Industrial distributors are used for distributing industrial, not consumer products. See also Exhibit 12.3 and Exhibit 12.4.

PTS: 1 REF: 175 OBJ: 12-3 TYPE: Comp

TOP: AACSB Reflective Thinking | TB&E Model Customer | TB&E Model Product

35. One configuration of a marketing channel entails producers selling to consumers with no intermediaries involved. This is called a:



a.

limited distribution system

b.

conventional channel

c.

vertical marketing system

d.

reciprocal channel

e.

direct channel

ANS: E


See Exhibit 12.3 and Exhibit 12.4.

PTS: 1 REF: 175 OBJ: 12-3 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Customer | TB&E Model Distribution

36. The only way Jim Keeler in New Mexico can get a box of Carolyn Popwell’s Festive Holiday Truffles from Washington is to order it through the mail. Popwell, who makes the candy by hand, uses a(n) _____ exclusively.



a.

exclusive distribution system

b.

conventional channel

c.

vertical marketing system

d.

reciprocal channel

e.

direct channel

ANS: E


The manufacturer sells directly to the consumer. See Exhibit 12.3.

PTS: 1 REF: 175 OBJ: 12-3 TYPE: App

TOP: AACSB Reflective Thinking | TB&E Model Distribution

37. A channel typically used for industrial products is the _____ channel.



a.

direct

b.

industrial distributor

c.

wholesaler

d.

retailer

e.

extended

ANS: A


See Exhibit 12.4.

PTS: 1 REF: 175 OBJ: 12-3 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution | TB&E Model Product

38. Vutek manufactures printing machines used to print high resolution graphics for billboards, bus cards, banners, and posters. For distribution, you would expect Vutek to use a:

a.

network of facilitating agents

b.

horizontally integrated channel

c.

reciprocal channel

d.

direct channel

e.

vertical marketing system


ANS: D

For business products requiring detailed technical specifications, the most common channel structure is the direct channel because of the amount of interaction and direct communication that is required.

PTS: 1 REF: 175 OBJ: 12-3 TYPE: App

TOP: AACSB Reflective Thinking | TB&E Model Distribution

39. Companies selling standardized items of moderate or low value to other businesses (not to consumers) often use:



a.

retailers

b.

industrial distributors

c.

direct marketing organizations

d.

agents and brokers

e.

disintermediation

ANS: B PTS: 1 REF: 175 OBJ: 12-3 TYPE: Def

TOP: AACSB Reflective Thinking | TB&E Model Distribution

40. Centigon is a manufacturer of customized armored vehicles for military, private, presidential, and commercial uses. Each armored vehicle is designed to deliver security on the road while also achieving optimum levels of performance and comfort. For distribution, you would expect Centigon to use a:

a.

network of facilitating agents

b.

horizontally integrated channel

c.

reciprocal channel

d.

direct channel

e.

vertical marketing system


ANS: D

For customized business products requiring detailed specifications, the most common channel structure is the direct channel because of the amount of interaction and direct communication required.

PTS: 1 REF: 175 OBJ: 12-3 TYPE: App

TOP: AACSB Reflective Thinking | TB&E Model Distribution

41. _____ distribution occurs when a producer selects two or more different channels to distribute the same products to target markets.



a.

Selective

b.

Intensive

c.

Multiple

d.

Contractual

e.

Cumulative

ANS: C PTS: 1 REF: 176 OBJ: 12-3 TYPE: Def



TOP: AACSB Reflective Thinking | TB&E Model Distribution | TB&E Model Product

42. Aquabar distributes waters, natural fruit drinks, and premium liquids in still, sparkling, and naturally carbonated forms to restaurants, spas, supermarkets, hospitals, and educational institutions. Aquabar uses _____ distribution.

a.

intensive

b.

multiple

c.

exclusive

d.

cumulative

e.

aggregated


ANS: B

Multiple distribution occurs when a producer selects two or more different channels to distribute the same products to target markets.

PTS: 1 REF: 176 OBJ: 12-3 TYPE: App

TOP: AACSB Reflective Thinking | TB&E Model Distribution | TB&E Model Product

43. When the new father left the maternity ward to find something to eat, he was surprised to see he could buy McDonald's fast food in the hospital dining room. McDonald's is utilizing:

a.

an agent/broker dominated channel

b.

logistical distribution

c.

multiplicative channels

d.

a nontraditional channel

e.

a strategic channel alliance


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