Question 1

Within the distribution channel,retailers and wholesalers are known as which of the following?
A) inventory control agents
B) marketing intermediaries
C) movement facilitators
D) logistical managers

Accepted Answer

Retailers and wholesalers are known as marketing intermediaries in the distribution channel as they help to promote and sell products from manufacturers to end consumers. They provide various services such as inventory management, transportation, and advertising to facilitate the movement of goods to the final consumer.

Question 2

Suppose a manufacturer has a product that is in strong demand and selects only one dealer to handle the product in a particular area.This is an example of which type of distribution?
A) exclusive
B) selective
C) dedicated
D) demand-pull

Accepted Answer

Exclusive distribution is when a manufacturer selects only one dealer to handle the product in a particular area. This is typically used for products that are in strong demand and require a high level of control to maintain quality and consistency.

Question 3

The owner of Mercury Appraisal Company held a ribbon-cutting event when he opened his new business.He invited city dignitaries,representatives from news media,and anyone who might have need of his services.The goal of his promotion was most likely which of the following?
A) to show how his services were improved
B) to create awareness
C) to keep loyal customers
D) to retain customers

Accepted Answer

The owner of Mercury Appraisal Company held a ribbon-cutting event and invited city dignitaries, representatives from news media, and anyone who might have need of his services. The primary goal of this promotional event is to create awareness about his new business among potential customers.

Question 4

Which of the following is the act of informing,persuading,and reminding the target market about a product?
A) distribution
B) operations
C) marketing
D) promotion

Accepted Answer

Promotion is the act of informing, persuading, and reminding the target market about a product, through communication strategies such as advertising, personal selling, sales promotion, public relations, and direct marketing. Distribution refers to the process of getting products to customers, operations refer to the management of business processes, and marketing encompasses the overall process of creating, communicating, delivering, and exchanging offerings that have value for customers.

Question 5

Eve Sheisedo Design Inc.has just started manufacturing sets of triangular and rectangular dinner plates.The design company will use wholesalers,retailers,and consumers to get its plates to market.What is this chain collectively called?
A) the industrial channel
B) the consumer channel
C) the distribution channel
D) the promotional channel

Accepted Answer

The chain that includes wholesalers, retailers, and consumers through which the plates will be distributed to market is called the distribution channel.

Question 6

In Toronto,Black and Decker has granted nine distributors the rights to carry its products.It hopes customers will seek out the Black and Decker products.Black and Decker uses which of the following type of distribution?
A) centralized
B) exclusive
C) demand-pull
D) selective

Accepted Answer

Black and Decker is using selective distribution since it has granted the rights to only nine distributors to carry its products. This allows Black and Decker to maintain control over where its products are sold while still making them available to a wider range of customers.

Question 7

A person who works as a sales representative for a manufacturer or wholesaler and gets paid a commission on any sales is known as which of the following?
A) merchant wholesaler
B) broker
C) agent
D) merchandiser

Accepted Answer

An agent works as a sales representative for a manufacturer or wholesaler and gets paid a commission on any sales. Merchant wholesalers, brokers, and merchandisers may also sell products, but they do not necessarily work on commission.

Question 8

Which of the following is the dividing of large shipments of similar merchandise into smaller,more usable quantities that can be sold to consumers and end users?
A) product separation
B) lot dispersal
C) breaking bulk
D) inventory dispersion

Accepted Answer

Breaking bulk refers to the process of dividing large shipments into smaller, more usable quantities that can be sold to consumers and end users. Product separation may refer to separating products into different categories or groups, but it does not necessarily involve dividing large shipments. Lot dispersal and inventory dispersion are not commonly used terms in the context of retail operations.

Question 9

Car dealers that sell Bentley automobiles are few and far between.Even in very large metropolitan areas,there is only a small probability that there will be more than one car dealer authorized to sell Bentleys.The manufacturer of Bentley cars uses which of the following type of distribution?
A) selective
B) geographical
C) exclusive
D) demand-pull

Accepted Answer

The manufacturer of Bentley cars uses exclusive distribution since only a limited number of authorized dealers are allowed to sell their products.

Question 10

What are airlines trying to achieve when they use frequent flyer programs,which give customers points that can be redeemed for free travel,rental cars,and other merchandise?
A) to get consumers to try their product
B) to create product awareness
C) to provide information
D) to increase the amount and frequency of use

Accepted Answer

Airlines are using frequent flyer programs to increase the amount and frequency of use by their customers. By offering rewards for loyalty, customers are more likely to choose and continue using a specific airline over others, leading to increased revenue for the airline.

Question 11

Which of the following are the three intensities of market coverage?
A) partial, varietal, and interactive
B) contractual, hierarchical, and administrative
C) internal, external, and interactive
D) selective, exclusive, and intensive

Accepted Answer

The three intensities of market coverage are selective, exclusive, and intensive. Selective market coverage involves targeting specific segments of the market, exclusive market coverage involves limiting distribution to a single outlet or geographic region, and intensive market coverage involves saturating the market with distribution. Options A, B, and C do not accurately reflect the intensities of market coverage.

Question 12

What is a set of unique features that the target market perceives as important and better than the competition?
A) superlative advantage
B) market uniqueness
C) differential advantage
D) promotional difference

Accepted Answer

Differential advantage refers to a set of unique features that the target market perceives as important and better than the competition. This is a key factor in competitive positioning and marketing strategy.

Question 13

Which of the following statements best describes the functions performed by channels?
A) Channel functions can easily be eliminated.
B) Inventory handling is the least expensive of all functions performed by channel members and can profitably be performed by the manufacturer.
C) The average customer understands the importance of channels in maintaining low prices.
D) Although channel members can be eliminated, their functions cannot.

Accepted Answer

Channels perform various functions such as distribution, promotion, financing, and market information. While channel members can be eliminated, their functions cannot be eliminated as they are essential for the smooth functioning of the distribution system. Therefore, option D is the correct statement. Options A, B, and C are incorrect as they either underestimate the importance of channel functions or are entirely false.

Question 14

The chain of manufacturer,agent,wholesaler,and retailer through which items such as x-ray machines,dental equipment,and safety goggles flow is known as which of the following?
A) the service channel
B) the distribution channel
C) the consumer channel
D) the industrial channel

Accepted Answer

The chain of manufacturer, agent, wholesaler, and retailer through which items flow is known as the distribution channel. This channel is commonly used for industrial items such as x-ray machines, dental equipment, and safety goggles. The service channel is a different type of channel that is used for services rather than physical products. The consumer channel is a different type of channel that is used for products that are sold directly to consumers. The industrial channel is the correct answer but is not one of the options given.

Question 15

The owner of Mercury Appraisal Company held a ribbon-cutting event when he opened his new business.He invited city dignitaries,representatives from news media,and anyone who might have need of his services.The presence of news representatives,whom he hoped would cover the event in their respective media,was an attempt to use which of the following elements of the promotional mix?
A) advertising
B) sales promotion
C) personal selling
D) public relations

Accepted Answer

The owner's use of news representatives to cover the event and promote his company's opening is an example of public relations, which involves building and maintaining positive relationships with the media and the public.

Question 16

The process of packing 24 rolls of double-ply toilet tissue in super-sized packages such as those sold at Superstore and Costco is an example of which of the following functions?
A) accumulating
B) sorting out
C) adaptive packaging
D) allocating

Accepted Answer

Accumulating involves gathering similar products together in larger quantities, which is what happens when 24 rolls of double-ply toilet tissue are packed into super-sized packages for sale at large retailers like Superstore and Costco.

Question 17

Which of the following is the combination of advertising,personal selling,sales promotion,and public relations used to promote a product?
A) the product strategy
B) the promotional mix
C) the marketing mix
D) the distribution strategy

Accepted Answer

The promotional mix is the combination of advertising, personal selling, sales promotion, and public relations that a company uses to promote and sell its products. The marketing mix (choice C) refers to the overall set of marketing tools a company uses to pursue its marketing objectives, including the product, price, place/distribution, and promotion strategies. The product strategy (choice A) focuses specifically on how a company designs, packages, and positions its product in the market. The distribution strategy (choice D) refers to how a company gets its products to customers, either through direct sales or through intermediaries like distributors and retailers.

Question 18

Which of the following is the best example of an industrial user?
A) a teacher who buys a new clock for her kitchen
B) a retail clerk who buys a soft drink during her break
C) a wholesaler that buys snack foods for redistribution
D) a manufacturer that buys welding equipment for constructing customized vehicles

Accepted Answer

An industrial user is a business that purchases goods or services for the purpose of producing other goods or services. The manufacturer that buys welding equipment for constructing customized vehicles fits this definition, while the other choices do not.

Question 19

A retailer separates children's clothing purchased from Ralph Lauren into various sizes and types of clothing,such as shirts,shorts,and sun dresses.This process is known as which of the following?
A) sorting out
B) allocating
C) accumulating
D) adaptive packaging

Accepted Answer

The process of separating and organizing items by their characteristics or attributes is known as sorting out. In this case, the retailer is sorting out the children's clothing purchased from Ralph Lauren into different sizes and types of clothing.

Question 20

Felix Bhuton's job in the lumber industry is to bring together buyers and sellers.Bhuton is paid a commission,usually by the seller.Bhuton is acting in which of the following roles?
A) broker
B) distribution captain
C) distributor
D) merchant wholesaler

Accepted Answer

Bhuton is acting as a broker, as his job is to bring together buyers and sellers and earn a commission for that service. He is not responsible for the distribution of the lumber or the wholesale purchase/sale of the product, which are the roles of a distributor, distribution captain, and merchant wholesaler.

Quiz 14: Creating Marketing Strategies

Within the distribution channel,retailers and wholesalers are known as which of the following?

Suppose a manufacturer has a product that is in strong demand and selects only one dealer to handle the product in a particular area.This is an example of which type of distribution?

The owner of Mercury Appraisal Company held a ribbon-cutting event when he opened his new business.He invited city dignitaries,representatives from news media,and anyone who might have need of his services.The goal of his promotion was most likely which of the following?

Which of the following is the act of informing,persuading,and reminding the target market about a product?

Eve Sheisedo Design Inc.has just started manufacturing sets of triangular and rectangular dinner plates.The design company will use wholesalers,retailers,and consumers to get its plates to market.What is this chain collectively called?

In Toronto,Black and Decker has granted nine distributors the rights to carry its products.It hopes customers will seek out the Black and Decker products.Black and Decker uses which of the following type of distribution?

A person who works as a sales representative for a manufacturer or wholesaler and gets paid a commission on any sales is known as which of the following?

Which of the following is the dividing of large shipments of similar merchandise into smaller,more usable quantities that can be sold to consumers and end users?

Car dealers that sell Bentley automobiles are few and far between.Even in very large metropolitan areas,there is only a small probability that there will be more than one car dealer authorized to sell Bentleys.The manufacturer of Bentley cars uses which of the following type of distribution?

What are airlines trying to achieve when they use frequent flyer programs,which give customers points that can be redeemed for free travel,rental cars,and other merchandise?

Which of the following are the three intensities of market coverage?

What is a set of unique features that the target market perceives as important and better than the competition?

Which of the following statements best describes the functions performed by channels?

The chain of manufacturer,agent,wholesaler,and retailer through which items such as x-ray machines,dental equipment,and safety goggles flow is known as which of the following?

The process of packing 24 rolls of double-ply toilet tissue in super-sized packages such as those sold at Superstore and Costco is an example of which of the following functions?

Which of the following is the combination of advertising,personal selling,sales promotion,and public relations used to promote a product?

Which of the following is the best example of an industrial user?

A retailer separates children's clothing purchased from Ralph Lauren into various sizes and types of clothing,such as shirts,shorts,and sun dresses.This process is known as which of the following?

Felix Bhuton's job in the lumber industry is to bring together buyers and sellers.Bhuton is paid a commission,usually by the seller.Bhuton is acting in which of the following roles?