Module 7 quiz
Question 1.According to the text, channels of distribution
must be treated like:
partners of the organization.
customers.
competitors of the firm.
marketers of the firms products.
Question 2. An organization focusing on the law firm segment
purchases personal computers from a company, bundles together special software
designed for client management and law firm accounting, and then sells the
package as a turnkey system to customers. This organization is an example of:
an original equipment manufacturer.
a manufacturing agent.
a value-added reseller.
a broker.
Question 3. When
providing basic logistical services, the channel member is providing the
function of:
marketing research.
physical distribution.
risk taking.
negotiation.
Question 4. 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?
Marketing research
Communications
Negotiation
Relationship management
Question 5. Activities
of channel management that requires getting channels to carry and sell the
product are known as __________ activities.
vertical
push
horizontal
pull
Question 6. Wholesalers
try to deliver products to customers in lot sizes that match their needs.
Identify this channel function.
Communications
Matching/customizing
Risk taking
Relationship management
Question 7. Which
of the following statements is true about a multiple-channel system?
It reduces the cost of distribution.
It is a type of a direct channel where
intermediaries are eliminated through the use of information technology.
It simplifies coordination and management of
the channel of distribution.
Loss of control is a typical problem
associated with a multiple-channel system.
Question 8. Which
of the following indicates physical distribution of goods from one location to
another?
Procurement
Logistics
Segmentation
Inventory management
Question 9. 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):
agent.
wholesaler.
facilitating agent.
broker.
Question 10. Identify
the key reason for picking a particular channel system.
To differentiate your product or service from
the competition
To follow competition’s strategy
To consider the inexpensive nature of the
distribution channel
To analyze the organization’s familiarity with
the distribution channel
Question 11. Which
of the following is a method of determining the size of the sales force needed
that assumes an average productivity level for each salesperson?
Breakdown method
Workload method
Marginal economic method
Breakout method
Question 12. Which
of the following is one of the internal factors that have a major effect on the
performance of salespeople?
Changes in technology
The quality of the sales management
Economic shifts
Changes in customers’ tastes and buying
behavior
Question 13. __________
become very familiar with customers’ operations and problems and are in an
excellent position to satisfy customers’ needs by helping them develop a
strategy for the product in question.
Regional sales managers
District sales managers
Key account managers
Field sales representatives
Question 14. When
direct e-mails sent only to those customers who had agreed in advance to
receive such contact, such programs are known as __________ programs.
opt-in
unchecked
check-in
pre-checked
Question 15. The salesperson needs to understand both his or
her superior’s expectations and the kind of selling that is necessary to be
successful. This knowledge is called:
role perception.
role reversal.
role acceptance.
role requirements.
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?
Response selling
Trade selling
Missionary selling
Technical selling
Question 17. __________ is derived from rewards such as
promotions, salary increases, and sales contests.
Intrinsic motivation
Intrinsic satisfaction
Extrinsic motivation
Extrinsic satisfaction
Question 18. 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.
Response selling
Trade selling
Missionary selling
Technical selling
Question 19. 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?
Response selling
Creative selling
Trade selling
Missionary selling
Question 20. Using the breakdown method, calculate how many
salespeople will be needed if a company expects to sell $100 million worth of
goods in a year and the average sale per salesperson is $5 million.
5
10
20
50
