In terms of market geography, the channel manager's responsibilities are to:

Select one:
a. Identify where customers make their purchases.
b. Achieve high customer service in all locations.
c. Identify costs in high density and low density regions.
d. Measure, track and forecast geographical changes.
e. Delineate the geographic location of target markets.
Question 2
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The best way for the manufacturer to obtain information about potential
intermediaries from customers is by _______________ to learn customers'
views about distributors in their market area.
Select one:
a. analyzing buyer data from UPCs
b. talking with competitors who serve the same customers
c. setting up a suggestion box
d. using focus groups
e. conducting surveys
Question 3
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Which of the following areas is not one found by research to be appropriate for
study in a marketing channel audit?
Select one:
a. Customer's satisfaction with new products being introduced
b. Sales force performance in servicing the accounts
c. Pricing policies and allowances
d. New products and their marketing development through promotion
e. Extent and nature of the product line
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A prospective wholesaler channel member's sales strength can be measured
by:
Select one:
a. Gross profit.
b. The geography covered by the sales force.
c. The number and quality of its sales reps.
d. The quality of its current product lines.
e. Total sales revenue.
Question 5
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Some producers use outside marketing research firms to learn about channel
members' needs and wants because:
Select one:
a. the use of outside parties generally is less expensive.
b. channel members will be provide more complete answers if an outside party
is conducting a survey.
c. outside parties generally do the job much more quickly.
d. a higher degree of objectivity is likely.
e. the internal marketing research department members tend to focus on other
types of projects.
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The most sophisticated approach to providing channel member support is the:
Select one:
a. Partnership approach.
b. distributor advisory council approach.
c. distribution programming approach.
d. Cooperative approach.
e. strategic alliance approach.
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_________ is the selection criterion that reflects a prospective intermediary's
enthusiasm, initiative, and aggressiveness.
Select one:
a. Market coverage
b. Reputation
c. Attitude
d. Risk



e. Management ability
Question 8
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In general, the most specific source of information on prospective channel
members in a particular industry is:
Select one:
a. The Census of Wholesale Trade and the Census of Retail Trade.
b. The National Retail Federation.
c. The National Association of Wholesale Distributors.
d. Industrial Distribution magazine.
e. The appropriate trade association.
Question 9
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Congested markets promote efficiency in the performance of all of the
following distribution tasks except:
Select one:
a. Communication.
b. Storage.
c. Transportation.
d. Negotiations.
e. Efficiency is promoted for all of the above.
Question 10
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A periodic gathering of data on how channel members perceive the
manufacturer's marketing program, its component parts, where the
relationships are strong and weak, and what is expected of the manufacturer
to make the channel relationship viable and optimal, is known as:
Select one:
a. Distributor advisory council.
b. Distribution programming.
c. A marketing channel audit.
d. A cooperative approach to channel analysis.
e. Channel analysis by outside parties.
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Distribution programming is the __________ form of channel member support.
Select one:
a. most expensive
b. easiest to establish
c. simplest
d. limited
e. most comprehensive
Question 12
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Market density refers to:
Select one:
a. The number of buyers in a geographic unit.
b. The absolute number of buyers per intermediary.
c. The ratio of retail outlets to wholesalers.
d. The number of intermediaries in a geographic unit.
e. The ratio of dollar sales to number of buyers.
Question 13
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Which of the following is not typically mentioned as an advantage of distributor
advisory councils?
Select one:
a. They offer a "neutral" setting to discuss controversial issues.
b. They provide for representation from the manufacturer as well as channel
members.
c. They provide a vehicle for learning about channel member needs and
problems.
d. They enable channel members to engage in price maintenance.
e. They provide for face-to-face dialog.
Question 14
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Marketing channel communications systems:
Select one:
a. Usually are as formally planned and carefully constructed as channel
structure.
b. Do not include many participants beyond the channel members.
c. Allow the channel manager to rely on the flow of information from channel
members.
d. Evolve in a rational manner over a short period of time.
e. Often need to be supplemented by other approaches for learning channel
members' needs and problems.
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All of the following are cooperative programs usually aimed at retailers except:
Select one:
a. Advertising allowances.
b. Training salespeople.
c. Payments for aisle displays.
d. Pre-ticketing.
e. Coupon handling allowances.
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Recent research into industrial buyer behavior suggests that:
Select one:
a. Industrial buyer behavior is a strictly rational process.
b. Industrial buyers operate largely on the "old boy" favoritism system.
c. Industrial buyers tend be more impulsive purchasers.
d. Industrial buyers may not behave in a completely rational manner.
e. Industrial buyer behavior is very similar to consumer buyer behavior.
Question 17
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Yeoh and Calantone identify six categories of selection criteria that reflect the
_________ distributors must possess to be effective representatives in foreign
markets.
Select one:
a. technical skills
b. core competencies
c. knowledge
d. breadth of expertise
e. efficiency skills



Question 18
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Less prime retail locations may be offset somewhat through all of the following
except:
Select one:
a. Close-to-home convenience.
b. Larger selection.
c. Unusual merchandise.
d. Special services.
e. Lower prices.
Question 19
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The opportunity to achieve a relatively high level of customer service at low
cost is higher in more:
Select one:
a. Changing markets than in more stable markets.
b. Dispersed markets than in more dense markets.
c. Concentrated markets than in more dispersed markets.
d. Dispersed markets than in more concentrated markets.
e. Distant markets than in large regional markets.
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Generalized lists of channel member selection criteria:
Select one:
a. Provide little room for flexibility.
b. Are relevant for all firms in every industry.
c. Usually conflict with more specialized lists of criteria.
d. Can help the channel member to develop his or her own specialized list.
e. Are adequate without changes.
Question 21
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"Where customers buy" refers to:
Select one:
a. The geographic region.
b. The time it takes for the customer to get to the store.
c. The type of retail outlet.
d. The aisle within the retail store.
e. The distance between the customer's home and the place of purchase.
Question 22
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The list of selection criteria offered by Pegram may be described as:
Select one:
a. A hypothetical checklist.
b. Not very relevant to many firms today.
c. Empirically based.
d. A very long one.
e. A non native set of criteria.
Question 23
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According to Pegram, the most frequently used criterion for judging the
acceptability of prospective channel members is:
Select one:
a. Distributors' product lines.
b. Reputation.
c. Market coverage.
d. Distributor sales strength.
e. Credit and financial rating.
Question 24
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When consumers shop in a retailer's store, buy from its catalog, and buy from
its Web site, this is a phenomenon known as:
Select one:
a. Threetailing.
b. Multi-shopping.
c. Compulsive buying.
d. Multi-tasking.
e. Extensive.
Question 25
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Virtually all of the policy options for developing a distribution programming
arrangement can be categorized into the following three major groups:
Select one:
a. Price concessions, financial assistance, and protection.
b. Physical distribution, protection, and financial assistance.
c. Cooperative advertising, price concessions, and product concessions.
d. Partnership arrangements, price concessions, and protection.
e. Financial assistance, protection, and product planning.
Question 26
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Which of the following statements is a false statement about Hlavacek and
McCuistion's channel member selection criteria for technical product sold in
industrial markets?
Select one:
a. Manufacturers should select distributors who carry a rather small array of
products.
b. Financial capacity should not be overemphasized; sometimes less well-
financed distributors are "hungrier".
c. A distributor that is a "small business" will be able to focus more attention on
specific products.
d. Aggressiveness of the distributor always is a vital criterion.
e. A channel member's market coverage should be a criterion.
Question 27
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Which of the following is not a type of geographical area for which census
data are available?
Select one:
a. PIPs
b. MRCs
c. PMSAs
d. CBDs
e. MSAs
Question 28
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The emphasis on channel design strategy is to help the firm gain
___________.
Select one:
a. strong channel members that will help the firm gain sales
b. a competitive sustainable advantage
c. lower variable costs
d. a more efficient operation
e. a recognizable name and image among buyers
Question 29
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A prospective channel member's ability to blanket the geographical territory
that the manufacturer would like to reach is referred to as the __________
criterion.
Select one:
a. market coverage
b. market segmentation
c. intensive distribution
d. geographical flexibility
e. territorial restriction
Question 30
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Which of the following is not one of the methods suggested for learning about
channel member needs and problems?
Select one:
a. Research studies of channel members
b. Marketing channel audits
c. Channel inspection tours
d. Research studies by outside parties
e. Distribution advisory councils