Marketing Final Exam

Use the direct channel to sell directly to consumers

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Unformatted text preview: bution MSC: BLOOMS Application 39. One configuration of a marketing channel entails producers selling to consumers with no intermediaries involved. This is called a: a. limited distribution system b. conventional channel c. vertical marketing system d. reciprocal channel e. direct channel ANS: E Producers use the direct channel to sell directly to consumers. PTS: 1 REF: 206 Thinking KEY: CB&E Model Distribution OBJ: 13-3 TOP: AACSB Reflective MSC: BLOOMS Knowledge 40. The only way that Jim Keeler in New Mexico can get a box of Carolyn Popwell’s Festive Holiday Truffles from Washington is to order it through the mail. Popwell, who makes the candy by hand, uses a(n) _____ exclusively. a. exclusive distribution system b. conventional channel c. vertical marketing system d. reciprocal channel e. direct channel ANS: E The manufacturer sells directly to the consumer. PTS: 1 REF: 206 Thinking KEY: CB&E Model Distribution OBJ: 13-3 TOP: AACSB Reflective MSC: BLOOMS Application 41. All of the following are typical channel members in marketing channels for consumer products EXCEPT: a. retailers b. agent/brokers c. industrial distributors d. producers e. wholesalers ANS: C Industrial distributors are used for distributing industrial, not consumer, products. See also Exhibit 13.3 and Exhibit 13.4. PTS: 1 REF: 206-207 Thinking KEY: CB&E Model Distribution OBJ: 13-3 TOP: AACSB Reflective MSC: BLOOMS Analysis 42. Vutek manufactures printing machines used to print high-resolution graphics for billboards, bus cards, banners, and posters. For distribution, you would expect Vutek to use a: a. network of facilitating agents b. horizontally integrated channel c. reciprocal channel d. direct channel e. vertical marketing system ANS: D Direct channels are typical in business and industrial markets. PTS: 1 REF: 207 Thinking KEY: CB&E Model Distribution OBJ: 13-3 TOP: AACSB Reflective MSC: BLOOMS Application 43. Centigon is a manufacturer of customized armored vehicles for military, private, presidential, and commercial uses. Each armored vehicle is designed to deliver security on the road while also achieving optimum levels of performance and comfort. For distribution, you would expect Centigon to use a: a. network of facilitating agents b. horizontally integrated channel c. reciprocal channel d. direct channel e. vertical marketing system ANS: D For customized business products requiring detailed specifications, the most common channel structure is the direct channel because of the amount of interaction and direct communication required. PTS: 1 REF: 207 Thinking KEY: CB&E Model Distribution OBJ: 13-3 TOP: AACSB Reflective MSC: BLOOMS Application 44. Companies selling standardized items of moderate or low value to other businesses (not to consumers) often use: a. retailers b. industrial distributors c. wholesalers d. bulk breakers e. industrial resellers ANS: B In many ways, an industrial distributor is like a supermarket for organizations. PTS: 1 REF: 207 Thi...
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This document was uploaded on 09/29/2013.

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