Marketing Channel

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Chapter 12 Marketing Channels: Delivering Customer Value

1) Which of the following is NOT a typical supply chain member? A) resellers
B) customers
C) intermediaries
D) government agencies
E) raw materials supplier
Answer: D
Diff: 1Page Ref: 337
Skill: Concept
Objective: 12-1

2) ________ the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service. A) Downstream from

B) Upstream from
C) Separated from
D) Congruous to
E) Parallel with
Answer: B
Diff: 2Page Ref: 337
Skill: Concept
Objective: 12-1

3) Another term for the supply chain that suggests a sense and respond view of the market is ________. A) supply and demand chain
B) demand chain
C) channel of distribution
D) distribution channel
E) physical distribution
Answer: B
Diff: 3Page Ref: 338
Skill: Concept
Objective: 12-1

4) When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________. A) value delivery network
B) channel of distribution
C) supply chain
D) demand chain
E) all of the above
Answer: A
Diff: 1Page Ref: 338
Skill: Concept
Objective: 12-1
5) Most producers today sell their goods to ________.
A) final users
B) final users and marketing members
C) intermediaries
D) the government at various levels
E) competitors
Answer: C
Diff: 2Page Ref: 339
Skill: Concept
Objective: 12-1

6) A company's channel decisions directly affect every ________. A) channel member
B) marketing decision
C) customer's choices
D) employee in the channel
E) competitor's actions
Answer: B
Diff: 2Page Ref: 339
Skill: Concept
Objective: 12-1

7) Distribution channel decisions often involve ________ with other firms, particularly those that involve contracts or relationships with channel partners. A) short-term commitments
B) long-term commitments
C) major problems
D) financial losses
E) disagreements
Answer: B
Diff: 3Page Ref: 339
Skill: Concept
Objective: 12-1

8) Joe Blanco, like other producers, has discovered that his intermediaries usually offer his firm more than it can achieve on its own. Which of the following is most likely an advantage that Joe creates by working with intermediaries? A) financial support

B) fast service
C) scale of operation
D) working relationships with foreign distributors
E) promotional assistance
Answer: C
Diff: 2Page Ref: 339
Skill: Concept
Objective: 12-1
9) From the economic system's point of view, the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by ________. A) channel members

B) distributors
C) consumers
D) manufacturers
E) marketers
Answer: C
Diff: 2Page Ref: 340
Skill: Concept
Objective: 12-1

10) Producers benefit from using intermediaries because they ________. A) offer greater efficiency in making goods available to target markets B) bring a fresh point of view to strategy development

C) eliminate risk
D) are generally backlogged with orders
E) refuse to store products for longer than a few days
Answer: A
Diff: 3Page Ref: 339
Skill: Concept
Objective: 12-1

11) Intermediaries play an important role in matching ________. A) dealer with customer
B) supply and demand
C) product to region
D) manufacturer to product
E) information and promotion
Answer: B
Diff: 2Page Ref: 340
Skill: Concept
Objective: 12-1
12) Channel members add value by bridging the major gaps of ________ that separate goods and services from those who would use them. A) time, place, and form
B) place, possession, and form
C) time, place, and possession
D) place, time, and need
E) place, need, and distribution
Answer: C
Diff: 2Page Ref: 340
Skill: Concept
Objective: 12-1
13) Which of the following is NOT a key...
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