Description : A manufacturer owned middleman that sells products and provides support services for the manufacturer's sales force is called a sales ___________ 1. branch 2. office 3. manager 4. broker 5. agent
Last Answer : branch
Description : A manufacturer -owned operation that provides services usually associated with agents is a A)facilitating agency. B)wholesaler. C)sales office. D)sales branch. E)public warehouse
Last Answer : C)sales office.
Description : Sally McRae is to establish her own fashion wholesaling firm. Because of the risks involved in the rapid obsolescence of high -fashion items, she does not want to establish an ... the following types of wholesale establishments? A)Merchant wholesaler B)Agent C)Broker D)Functional middleman
Last Answer : A)Merchant wholesaler
Description : The channel that includes both a manufacturers' agent and an industrial distributor may be appropriate under which of the following circumstances? A)When the firm wants specialised personnel to follow ... is thinking of cutting it down E)When customers are highly concentrated in one geographic area
Last Answer : B)When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force
Description : The main reason a manufacturer may try to prohibit intermediaries from selling its products outside designated sales territories is to A)tighten its control over distribution of its products. B)discourage competition from other manufacturers. C)incorporate selective distribution. D)contain costs.
Last Answer : A)tighten its control over distribution of its products.
Description : A(n) __________ is an independent business that sells complementary products of several producers in assigned territories and is compensated through commissions. A)industrial distributor B)production agent C)wholesaler D)manufacturers' agent E)producer
Last Answer : D)manufacturers' agent
Description : Many food brokers are more accurately described as manufacturers' agents because they A)handle food products from a single manufacturer. B)provide assistance in grading, negotiating, and ... and operate in specific geographic territories. E)charge higher commissions than most other brokers.
Last Answer : D)provide services on a somewhat permanent basis and operate in specific geographic territories
Description : Kane Produce Ltd, a __________ , takes possession of truckloads of tomatoes, arranges for storage, and transports them to auctions to be sold. A)manufacturer's agent B)selling agent C)commission broker D)commission merchant E)selling broker
Last Answer : D)commission merchant
Description : The channel member that markets all of a manufacturer's output, has complete authority over price, promotion, and distribution, but does not take title to the product is a A)limited-line wholesaler. B)selling agent. C)commission merchant. D)manufacturers' agent. E)broker.
Last Answer : B)selling agent.
Description : Most, but not all, marketing channels have marketing intermediaries. A marketing intermediary, sometimes called a middleman, A)is always a wholesaler. B)links producers to other middlemen or the ultimate users of the products. C)always sells products to retailers. D)does not take title to products.
Last Answer : B)links producers to other middlemen or the ultimate users of the products.
Description : When Sally buys Vortex using a channel with only one intermediary, that intermediary is classified as a A)retailer. B)wholesaler. C)broker. D)functional middleman. E)producer.
Last Answer : A)retailer.
Description : 4) The channel that includes both a manufacturer's agent and an industrial distributor may be appropriate under which of the following circumstances? A)When a marketer wishes to enter a new ... marketer is thinking of cutting it down C)When customers are highly concentrated in one geographic area
Last Answer : A)When a marketer wishes to enter a new geographic market but does not wish to expand the existing sales force
Description : Ralph Lauren sells Polo products through department stores as well as in its own specialty shops. The designer uses __________ as a channel strategy. A)channel extension B)intermediary exclusion C)broker utilisation D)dual distribution E)channel diversification
Last Answer : D)dual distribution
Description : Tying agreements occur when a A)producer distributes the same product through two or more different channel structures. B)manufacturer forbids an intermediary to carry products of competing manufacturers. C ... well. D)producer refuses to deal to channel members that seem unethical or illegitimate.
Last Answer : C)supplier furnishes a product to a channel member stipulating that the channel member must purchase other products as well.
Description : Marsha Hemlock, a trained engineer, is a salesperson for a chemical manufacturer. She provides current customers with advice about a product's characteristics and applications. She is a A)missionary salesperson. B)trade salesperson. C)field order taker. D)inside order taker. E)technical salesperson.
Last Answer : E)technical salesperson.
Description : The market for heavy industrial equipment is concentrated in the West Midlands, so an equipment manufacturer has decided to employ a direct sales force in that region. Which factor ... A)Buyer behaviour B)Product attributes C)Organisational objectives D)Environmental forces E)Market characteristics
Last Answer : E)Market characteristics
Description : Own label brands are initiated and owned by A)manufacturers only. B)manufacturers and retailers. C)wholesalers only. D)manufacturers and wholesalers. E)wholesalers or retailers.
Last Answer : E)wholesalers or retailers.
Description : The main reason a manufacturer may try to prohibit intermediaries from selling its products outside designated sales territories is to 1. tighten its control over distribution of its products 2. ... other manufacturers 3. incorporate selective distribution 4. contain costs 5. none of these
Last Answer : tighten its control over distribution of its products
Description : Which of the following is NOT a factor used to classify wholesalers? A)Whether the wholesaler is owned by the producer B)Whether the wholesaler takes title to the products it handles C)The ... products carried by the wholesaler E)The breadth and depth of the product lines carried by the wholesaler
Last Answer : D)The price range of the products carried by the wholesale
Description : If a company's customers are concentrated in a small geographic area and the company sells technical products, which promotion method will it most likely use? A)Advertising B)Publicity C)Personal selling D)Sales promotion
Last Answer : C)Personal selling
Description : An appliance manufacturer that sells to large retail stores, wholesalers, and institutions would probably organise its marketing unit on the basis of A)subregions. B)national divisions. C)types of customers. D)functions.
Last Answer : C)types of customers.
Description : During her first call on Becker Industries, Rhonda is told by the senior purchasing agent that this firm, like most industrial buyers, has two major complaints with its suppliers. If Rhonda's firm is to ... A)low prices. B)stable prices. C)packaging problems. D)sales support. E)on-time delivery.
Last Answer : E)on-time delivery.
Description : The difference between an agent and a broker is that an agent A)is an intermediary, whereas a broker is not. B)represents the seller and a broker represents the buyer. C)determines who the ... D)usually represents people on a permanent basis, whereas a broker usually does so on a temporary basis.
Last Answer : D)usually represents people on a permanent basis, whereas a broker usually does so on a temporary basis.
Description : Montgomery Transport, a freight carrier, serves as __________ in the marketing channels in which it participates. A)a drop shipper B)a rack jobber C)a sales office D)an agent E)a facilitating agency
Last Answer : E)a facilitating agency
Description : Jose Suarez has been promoted to sales manager at a new firm and is trying to come up with a sales -force compensation method. He would like to have selling expenses relate directly to ... B)Straight salary C)Straight salary plus generous fringe benefits D)Straight commission E)Salary plus a bonus
Last Answer : D)Straight commission
Description : Most, but not all, marketing channels have marketing intermediaries. A marketing intermediary, sometimes called a middleman 1. is always a wholesaler 2. links producers to other middlemen or the ultimate ... always sells products to retailers 4. does not take title to products 5. none of these
Last Answer : links producers to other middlemen or the ultimate users of the products
Description : 1) If Kraft General Foods offered you a position in which you would have total marketing responsibility for all of its cheese products, this position would probably hold the title of __________ manager. A)brand B)area C)product D)sales
Last Answer : C)product
Description : A marketing manager for a small computer manufacturer is analysing the potential effects of political, legal, social, and economic forces on the firm's operations. The marketing manager is ... firm's strategy. A)operating situation B)marketing environment C)trends D)economic conditions
Last Answer : B)marketing environment
Description : British Steel provides steel to various manufacturers in Britain. British Steel would most likely segment markets based on which one of the following variables: A)Demographic B)Psychographic C)Type of organisation D)Socio-economic E)Market density
Last Answer : C)Type of organisation
Description : The most widely used business to business marketing channel is; A)producer, distributor, customer. B)producer, manufacturers' agent, customer. C)producer, manufacturers' agent, distributor, customer. D)producer, customer.
Last Answer : D)producer, customer.
Description : Which of the following is a full -service merchant wholesaler? A)Cash -and -carry wholesaler B)Limited -line wholesaler C)Drop shipper D)Mail -order wholesaler E)Functional middleman
Last Answer : B)Limited -line wholesaler
Description : The primary purpose of a broker is to A)take title to a producer's goods before selling them to retailers or consumers. B)sell directly to the final consumer. C)supply products in ... permanent, trusting relationships with buyers. D)sell directly to producers. E)bring buyers and sellers together.
Last Answer : E)bring buyers and sellers together.
Description : All of the following are facilitating organisations except A)public warehouses. B)finance companies. C)manufacturers' sales branches. D)transportation companies.
Last Answer : C)manufacturers' sales branches.
Description : An insulation manufacturer talks to an executive at Wimpey to find out how much insulation material the company intents to use in building homes next year and then multiplies the estimate by the number ... --- approach to measure sales potential. A)use of product B)breakdown C)correlation D)buildup
Last Answer : D)buildup
Description : Gwen works for a cosmetics manufacturer and is responsible for ensuring that resellers have adequate quantities of products when and where they need them. She is also devoting much of her time towards ... B)an advisory salesperson C)a field order taker D)an order getter E)a trade salesperson
Last Answer : E)a trade salesperson
Description : Albert notices a new hospital being built as he is making his sales rounds. He returns to his office to see who will be responsible for this site, as he is allowed to call only on banks in his ... is a member is organised by A)function. B)salesperson. C)customer type. D)speciality. E)production.
Last Answer : C)customer type.
Description : In the UK wholesaling is not as important in consumer markets. This is MAINLY because: A)manufacturers prefer to deal direct with retailers B)of the strength of large national retailers C) ... elsewhere D)UK wholesalers provide a more limited range of services than in other European markets.
Last Answer : B)of the strength of large national retailers
Description : The perception of price depends on A)a product's actual price and consumers' expectations regarding price. B)a consumer's analysis of competitive prices. C)a consumer's expectation of price. D)a product's actual price compared with the manufacturer's suggested price.
Last Answer : A)a product's actual price and consumers' expectations regarding price.
Description : Physical distribution A)is concerned mainly with speed of delivery. B)is used only by manufacturers. C)involves the movement of products from producers to end users. D)is primarily the wholesaler's responsibility.
Last Answer : C)involves the movement of products from producers to end users.
Description : A brand is BEST defined as a A)registered design or symbol that is displayed on the product. B)related group of words that describe the product. C)name, symbol, design, or combination of these that identifies a seller's products. D)copyrighted word(s) that give the manufacturer exclusive ownership
Last Answer : C)name, symbol, design, or combination of these that identifies a seller's products.
Description : Anna Wren, sales manager for Nordic Lumber, tells the firm's inventory manager that failure to have adequate supplies of pressure -treated lumber on hand has cost the firm £175,000 in lost ... figures? A)Carrying costs B)Replenishment costs C)Stockout costs D)Safety stock costs E)Reorder costs
Last Answer : C)Stockout costs
Description : Kevin tells his wife, Karen, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking ... listening skills B)overcoming objections. C)prospect evaluation. D)product demonstrations. E)closing the sales encounter
Last Answer : E)closing the sales encounter
Description : If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespersons with larger territories to A)develop ... potential is the same. D)have much larger sales than those salespeople with smaller territories.
Last Answer : B)have to work longer and harder to generate a certain sales volume.
Description : Suppose the inventory manager at Hotpoint intends to lower stockout costs. Which of the following is considered a stockout cost that the manager at Hotpoint might address? A)Price of washing ... to short supply of dishwashers C)Order -processing expenses D)Expenses of backordering small appliances
Last Answer : B)Sales lost due to short supply of dishwashers
Description : Mama Pasta's marketing manager believes that the firm's recent 40% increase in consumer sales is due to changes in costumer perceptions regarding the nutritional value of pasta. Which ... been completed? A)data interpretation B)data analysis C)hypothesis development D)problem expansion
Last Answer : C)hypothesis development
Description : A retail establishment that is open twenty-four hours a day A)will have higher sales than other retailers. B)provides time utility. C)is adhering to the marketing concept. D)provides form utility. E)is production-oriented.
Last Answer : B)provides time utility.
Description : Real Estate Broker and Sales Agent?
Last Answer : Homeownership has always been part of America. Since the firstwestward expansions of the early nineteenth century, land ownershiphas been part of the American Dream. The Great Depression of the1930s ... important and the complexityof the transaction, hiring a real estate broker or sales agent is
Description : A merchant wholesaler A)takes title and assumes risk and is generally involved in buying and reselling products. B)takes title and possession of goods and sells only to retailers. C)does ... of goods but may facilitate exchange between any two parties. D)deals exclusively with industrial products.
Last Answer : A)takes title and assumes risk and is generally involved in buying and reselling products.
Description : Greg is a physical distribution manager. He is currently developing and maintaining assortments of products that are adequate for customer demand. In which stage in the physical distribution ... involved? A)Order processing B)Materials handling C)Inventory management D)Transportation E)Warehousing
Last Answer : C)Inventory management
Description : The primary advantage of automatic vending as a form of retailing is that: A)it provides continuous service to customers. B)it eliminates the need for sales personnel. C)vending machines require little maintenance. D)it offers a low cost, personal method of selling.
Last Answer : B)it eliminates the need for sales personnel.