Business Logistics Management Test Midterm Exam....MKT 315...QUESTIONS AND ANSWERS

• Question 1 4 out of 4 points Management should develop and operate the marketing channel in such a way as to: Selected Answer: support and enhance the other strategic variables of the marketing mix. Correct Answer: support and enhance the other strategic variables of the marketing mix. • Question 2 4 out of 4 points A multi-channel strategy means: Selected Answer: a company reaches its customers through more than one channel. Correct Answer: a company reaches its customers through more than one channel. • Question 3 4 out of 4 points In the development of channel strategy, the channel manager is faced with: Selected Answer: an allocation decision. Correct Answer: an allocation decision. • Question 4 4 out of 4 points In contrast to the development of channel structure, when the channel manager develops ancillary structure, he or she is dealing with facilitating agencies that are: Selected Answer: outside of the channel decision-making process. Correct Answer: outside of the channel decision-making process. • Question 5 4 out of 4 points Most wholesalers could be characterized with regard to their size as: Selected Answer: relatively small businesses. Correct Answer: relatively small businesses. • Question 6 Manufacturers’ agents are often referred to as: Selected Answer: manufacturer’s representatives. 4 out of 4 points Correct Answer: manufacturer’s representatives. • Question 7 The basic divisions of the marketing channel are: Selected Answer: producers and manufacturers; intermediaries; and final users. 4 out of 4 points Correct Answer: producers and manufacturers; intermediaries; and final users. • Question 8 Trends in retailing in the U.S. suggest: Selected Answer: average dollar sales per store has 4 out of 4 points Correct increased. Answer: average dollar sales per store has increased. • Question 9 When the value of the U.S. dollar is high: Selected Answer: the price of U.S. products increases relative to foreign products. 4 out of 4 points Correct Answer: the price of U.S. products increases relative to foreign products. • Question 10 In a recession, intermediaries are at greatest risk if: Selected Answer: they cannot sell their heavy inventories. 4 out of 4 points Correct Answer: they cannot sell their heavy inventories. • Question 11 4 out of 4 points Vertical marketing systems are typically divided into the following three basic categories: Selected Answer: administered, contractual, and corporate. Correct Answer: administered, contractual, and corporate. • Question 12 4 out of 4 points In inflationary times, channel members can expect consumer spending to: Selected Answer: be unpredictable. Correct Answer: be unpredictable. • Question 13 4 out of 4 points To reduce communications difficulties with small independent retailers, channel managers in large manufacturing firms should: Selected Answer: learn whether the goals of smaller channel members are very different from his/her own firm’s goals. Correct Answer: learn whether the goals of smaller channel members are very different from his/her own firm’s goals. • Question 14 Large retailers tend to have power over their smaller manufacturers or suppliers. Selected Answer: high levels of reward 4 out of 4 points Correct Answer: high levels of reward • Question 15 The marketing channel should be viewed as: Selected Answer: an interorganizational social system. 4 out of 4 points Correct Answer: an interorganizational social system. • Question 16 4 out of 4 points When an evaluation of key areas of the relationship of a channel member with other members takes place, a(n) has been used. Selected Answer: marketing channel audit Correct Answer: marketing channel audit • Question 17 4 out of 4 points How close a channel relationship any given manufacturer should develop with its channel members is really a question of: Selected Answer: strateg y. Correct Answer: strateg y. • Question 18 4 out of 4 points The channel manager should attempt to promote among the elements of the marketing mix. Selected Answer: the highest level of synergy Correct Answer: the highest level of synergy • Question 19 4 out of 4 points The tactics a channel manager can use to motivate channel members: Selected