armstrong_mai08_tif_10 - Chapter 10 Marketing Channels and...

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Chapter 10 Marketing Channels and Supply Chain Management GENERAL CONTENT: Multiple-Choice Questions 1. Caterpillar Company charges premium prices for its heavy equipment. It is successful because _____. a. the equipment is high quality b. its distribution is unparalleled c. its customer support system is strong d. all of the above e. none of the above (Answer: d; p. 297; Moderate) 2. Another reason for Caterpillar’s success is that its dealers _____. a. operate at low cost b. build strong customer relationships in their communities c. are skilled in promotion d. discount prices to their best customers e. have better product knowledge than their competitors (Answer: b; p. 298; Moderate) 3. Why is Caterpillar’s service to dealers and customers such an advantage in winning and keeping customers? a. The high-quality equipment reduces downtime combined with fast service. b. There is no freight charge on parts with a minimum order. c. All service personnel have at least six years’ experience in their jobs. d. Employee training is a continuous effort. e. All of the above. (Answer: a; p. 298; Challenging) 4. Which item is not a reason why Caterpillar enjoys a close working relationship with its dealers? a. Extraordinary dealer support. b. Dealer performance. c. Internet communication. d. Dealer profitability. e. None of the above. (Answer: e; p. 298; Moderate) 29
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Which of the following is not a typical supply chain member? a. Reseller. b. Customer. c. Intermediary. d. Intermediary’s creditor. e. B and C (Answer: d; p. 299; Easy) 6. _____ from the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service. a. Downstream b. Upstream c. Separated d. Congruous e. None of the above (Answer: b; p. 299; Moderate) 7. According to the author, a better term for supply chain would be _____. a. supply and demand chain b. demand chain c. channel of distribution d. distribution channel e. physical distribution (Answer: b; p. 299; Easy) 8. When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a _____. a. value delivery network b. channel of distribution c. supply chain d. demand chain e. none of the above (Answer: a; p. 299; Moderate) 9. The logistics and distribution manager of BeltWay Enterprises, Inc., regularly deals with the four major questions concerning marketing channels. Which one is not associated? a. How do channel firms interact and organize to do the work of the channel? b. What is the nature of marketing channels and why are they important? c. What problems do companies face in designing and managing their channels? d.
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This note was uploaded on 02/22/2012 for the course BUAD 3010 taught by Professor Sullinger during the Spring '08 term at Toledo.

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armstrong_mai08_tif_10 - Chapter 10 Marketing Channels and...

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