Question 1 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.
Question 1 options:
Misuse of power
Goal divergence
Differing perceptions of reality
Domain dissensus
Question 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):
Question 2 options:
facilitating agent.
broker.
agent.
wholesaler.
Question 3 When providing basic logistical services, the
channel member is providing the function of:
Question 3 options:
marketing research.
physical distribution.
negotiation.
risk taking.
Question 4 It is difficult to enter Japan’s retail market
because of:
Question 4 options:
high brand loyalty.
low level of disposable income.
its maze of importation and operational laws.
its high dependence on black markets.
Question 5 Which of the following statements is true
regarding changes in the distribution channel?
Question 5 options:
Once the distribution channel system is designed, the basic
structure remains constant.
Distribution channels are not affected by structural changes
to the industry.
Channel structures are independent of the changes in the
environment.
Innovation in distribution can create new marketing
opportunities.
Question 6 Which of the following statements is true about a
multiple-channel system?
Question 6 options:
Loss of control is a typical problem associated with a
multiple-channel system.
It simplifies coordination and management of the channel of
distribution.
It reduces the cost of distribution.
It is a type of a direct channel where intermediaries are
eliminated through the use of information technology.
Question 7 Which of the following indicates physical
distribution of goods from one location to another?
Question 7 options:
Segmentation
Procurement
Logistics
Inventory management
Question 8 Wholesalers try to deliver products to customers
in lot sizes that match their needs. Identify this channel function.
Question 8 options:
Relationship management
Risk taking
Communications
Matching/customizing
Question 9 Identify the key reason for picking a particular
channel system.
Question 9 options:
To follow competition’s strategy
To analyze the organization’s familiarity with the
distribution channel
To differentiate your product or service from the
competition
To consider the inexpensive nature of the distribution
channel
Question 10 Because channel members often have direct
contact with customers, it is an ideal situation for collecting information
about customer and competitor behavior. Which of the following channel
functions best describes this event?
Question 10 options:
Negotiation
Relationship management
Communications
Marketing research
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Question 11 Which of the following best describes a group of
present and potential customers assigned to a salesperson?
Question 11 options:
A market segment
A market layout
A focus group
A sales territory
Question 12 Identify the selling situations where the
salesperson is typically an order taker and the customer initiates the sale and
gives the order to the sales person.
Question 12 options:
Missionary selling
Trade selling
Technical selling
Response selling
Question 13 When direct e-mails sent only to those customers
who had agreed in advance to receive such contact, such programs are known as
__________ programs.
Question 13 options:
check-in
pre-checked
opt-in
unchecked
Question 14 Which of the following types of quotas takes
into consideration various activities such as number of customers called on and
number of demonstrations made?
Question 14 options:
Combination quota
Profit based quota
Market based quota
Sales volume based quota
Question 15 Which of the following is a type of sales
organization?
Question 15 options:
Product/customer system
Market/market system
Customer/supplier system
Customer/market system
Question 16 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?
Question 16 options:
Missionary selling
Technical selling
Trade selling
Response selling
Question 17 Which of the following types of compensation
scheme should be used when management is more interested in long-term goals
rather than simply selling as much volume as possible?
Question 17 options:
A trade allowance
A straight commission
An incentive payment
A straight salary
Question 18 Which of the following represents specific sales
goals that salespeople are required to meet?
Question 18 options:
Market objectives
Market potential
Sales objectives
Sales quotas
Question 19 Which of the following methods of determining
the optimal sales force size is based on the ability to calculate the total
amount of work necessary to serve the entire market?
Question 19 options:
Breakout method
Marginal economic method
Breakdown method
Workload method
Question 20
Which of the following types of selling typically involves
developing new customers and maintaining old ones by investing a considerable
amount of time in understanding buyers’ needs and wants?
Question 20 options:
Trade selling
Missionary selling
Creative selling
Response selling
