Question 1

Many companies use more than one marketing channel to distribute their products to the same target market, a tactic known as:

Accepted Answer

Dual distribution refers to the use of more than one marketing channel to reach the same target market, allowing companies to maximize their reach and sales potential.

Question 2

Using only some of the available outlets to distribute a product is known as:

Accepted Answer

Selective distribution involves using a limited number of outlets in a geographical area to sell a product, allowing the manufacturer to maintain a certain level of control over the product's distribution and brand image.

Question 3

A producer is not likely to receive from an industrial distributor.

Accepted Answer

An industrial distributor is focused on selling products to customers and typically does not engage in aggressive promotion of a specific brand.

Question 4

Which of the following is an advantage of using an industrial distributor?

Accepted Answer

The answer of Which of the following is an advantage...

Question 5

A channel that includes both a manufacturer's agent and an industrial distributor is appropriate when:

Accepted Answer

A channel that includes both a manufacturer's agent and an industrial distributor is suitable when a marketer wants to enter a new geographic market without expanding the existing sales force, as it allows leveraging local expertise and distribution networks.

Question 6

Fragile products that require special handling are more likely to be distributed through:

Accepted Answer

Fragile products require specialized handling and may be more susceptible to damage during transportation. Therefore, shorter channels that involve fewer intermediaries and handling points are more appropriate for ensuring safe delivery. This can include direct channels, such as selling directly to consumers or through a company-owned online store, or shorter indirect channels that involve only a few intermediaries, such as distributors and retailers. Strategic alliances and exclusive outlets may not necessarily guarantee the necessary level of care in handling and shipping fragile products.

Question 7

ToysPalace Inc. produces toys and baby-related products. For the introduction of its line of nursery furniture for infants and small children, ToysPalace will most likely use distribution for the products.

Accepted Answer

Selective distribution is often used for products like nursery furniture, where the company wants to maintain a certain level of quality and brand image by choosing specific retailers that align with their brand values.

Question 8

An independent businessperson who is paid a commission to sell complementary products of different producers in an assigned territory without actually taking title of the merchandise is a(n):

Accepted Answer

The description matches that of a manufacturers' agent, who sells complementary products of different producers in an assigned territory for a commission without actually taking title of the merchandise. A sole intermediary is a general term that could refer to any intermediary who works alone, but it doesn't provide any specific information about the job duties described. A producers' broker typically represents one producer exclusively, rather than multiple producers as described. An industrial distributor typically takes title of the merchandise it sells, which is not the case with this job description. A channel facilitator is a very general term that could refer to any entity that helps facilitate the flow of products or services between producers and consumers or other intermediaries, but again it doesn't provide any specific information about the job duties described.

Question 9

Which of the following is least likely to be a factor affecting the selection of marketing channels?

Accepted Answer

Product packaging is unlikely to affect the selection of marketing channels as it is not directly related to the distribution and promotion of the product. The other factors listed, such as customer characteristics, product attributes, competition, and environmental forces, are commonly considered when selecting marketing channels.

Question 10

Rob Stevens is the head of a company that produces computer software for production scheduling. The firm is small and presently does not generate enough volume to justify hiring a sales force. The firm is probably using to maintain contact with the firms using its products.

Accepted Answer

Agents are typically used by companies that do not have their own sales force to maintain contact with clients and facilitate sales.

Question 11

Apple makes its computers available through its own stores, its website, and some major retailers. This is an example of:

Accepted Answer

Dual distribution refers to a situation where a company sells its products through two or more distribution channels simultaneously. In this case, Apple sells its computers through its own stores, website, and major retailers, which represents two or more distribution channels. Therefore, the best answer is A.

Question 12

When considering the best channel to use, all of the following are true with regard to larger firms except they:

Accepted Answer

The other options are all advantages that larger firms typically have over smaller firms. However, being better suited to serve customers in a particular region is not necessarily an advantage for larger firms. Smaller firms may have a better understanding of local markets and be more agile in responding to the needs and preferences of customers in a specific region.

Question 13

When Busch Light Beer was introduced as part of the Anheuser-Busch product line, the company most likely used distribution.

Accepted Answer

Intensive distribution is the strategy used when a company wants to make its product available in as many retail outlets as possible. Since Busch Light Beer was a new product in the Anheuser-Busch product line, the most likely strategy they used was intensive distribution.

Question 14

Paper towels and trash-can bags are most likely to be distributed through:

Accepted Answer

Paper towels and trash-can bags are everyday convenience products that require intensive distribution to ensure they are available in as many locations as possible, often using multiple channels to reach consumers.

Question 15

What is a primary difference between an industrial distributor and a manufacturers' agent?

Accepted Answer

A manufacturers' agent typically does not take title or possession of the products they sell, acting as a sales representative for the manufacturer, while an industrial distributor usually takes title and possession of the products, buying and reselling them.

Question 16

When Amazon.com introduced its Kindle FireHD, it was available through Amazon.com, Staples office supplies store, and a few other retailers. The Kindle FireHD was most likely distributed through the of distribution.

Accepted Answer

The Kindle FireHD was selectively distributed through a few retailers, such as Amazon.com and Staples, indicating a selective level of distribution. It was not exclusively distributed through Amazon.com, as it was available at other retailers as well. It was also not extensively distributed, as it was only available through a few select retailers.

Question 17

The major levels of intensity at which a company can choose to distribute its products are distribution.

Accepted Answer

The major levels of intensity for distribution are exclusive, selective, and intensive. Exclusive distribution involves limited outlets, selective distribution uses a few selected outlets, and intensive distribution aims for maximum coverage.

Question 18

Del Monte markets ketchup for household use to supermarkets through grocery wholesalers. It markets ketchup for institutional use through industrial distributors and food brokers. Del Monte is using:

Accepted Answer

Del Monte is using dual distribution, which is the practice of using two or more marketing channels to reach customers. In this case, Del Monte is using different channels for household and institutional customers.

Question 19

Sales are most likely to have a direct relationship to product availability for products that use distribution.

Accepted Answer

Intensive distribution involves making a product available in as many retail outlets as possible, which increases the accessibility and visibility of the product to potential customers. Therefore, if a product is widely available through intensive distribution, sales are likely to have a direct relationship with product availability.

Question 20

Starbucks has an agreement with Pepsi Co. through which Pepsi distributes Starbucks' coffee drink, Frappucino, to grocery stores and other retail outlets. This is an example of a(n):

Accepted Answer

This is an example of a strategic channel alliance, where two companies collaborate to distribute products, leveraging each other's strengths and distribution networks.

Quiz 13: Marketing Channels and Supply-Chain Management