Marketing 205 - Applied Marketing Strategies » Winter 2023 » Chapter 5

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Question #1
Which of the following distribution channels does not involve intermediaries?
A.   direct-to-consumer
B.   wholesalers
C.   retail
Question #2
Which of the following is an example of a direct channel?
A.   paying to have your teeth cleaned by a dental hygienist
B.   buying an electric toothbrush from an online retailer
C.   purchasing a tube of toothpaste at a drugstore
Question #3
In the John Deere example, who is the intermediary?
A.   John Deere
B.   the dealers
C.   the farmers
Question #4
What is the term used to describe all of the organizations that figure into any part of the process of producing, promoting, and delivering an offering?
A.   channel partners
B.   supply chain
C.   distribution channel
Question #5
Who do wholesalers typically sell to?
A.   producers
B.   retailers
C.   individual consumers
Question #6
Where does the channel partner type of wholesaler get its name?
A.   This type of channel partner resells goods “whole” to other companies without transforming the goods.
B.   This type of channel partner manages the “whole” sales process.
C.   This type of channel partner has a “whole” array of benefits to offer.
Question #7
Which of these refers to a person whose role is limited to negotiating sales contracts for producers?
A.   drop shippers
B.   retailers
C.   brokers
Question #8
Which statement accurately describes manufacturers’ sales offices or branches?
A.   They represent many different companies.
B.   They work directly for manufacturers.
C.   They regularly interact with individual consumers.
Question #9
What term is used for a giant specialty store that sells a high volume of a particular type of product?
A.   category killer
B.   warehouse club
C.   department store
Question #10
What do warehouse clubs require of their customers?
A.   that they become members by paying an annual fee
B.   that they shop only on designated days of the week
C.   that they purchase a minimum amount on each visit
Question #11
What is the name for discount retailers that operate under the brand name of a single manufacturer?
A.   warehouse clubs
B.   online retailers
C.   outlet stores
Question #12
Why should a company with a large amount of customers around the country choose a distributor network that sells similar products?
A.   because the distributor will stop selling similar products from other brands, eliminating competition
B.   because the distributor will already know everything about the company and its products
C.   because the distributor will have techniques and experience needed to sell the company’s products
Question #13
According to the article, what should a company do if its distributor is selling products from competitors?
A.   motivate the distributor to prioritize its products
B.   contact the competitors and try to negotiate a deal
C.   immediately stop working with the distributor
Question #14
Why are sellers increasingly targeting China, Russia, India, and Brazil?
A.   because their governments impose few regulations
B.   because their consumers share similar tastes
C.   because their middle classes are growing rapidly
Question #15
What strategy did Heineken use to target foreign markets?
A.   It acquired a foreign company.
B.   It opened sales outlets in foreign capitals.
C.   It launched new brands in foreign countries.
Question #16
According to the article, what is the most common cross-cultural marketing blunder?
A.   the “appropriateness” blunder
B.   the “translation” blunder
C.   the “sounds like” blunder
Question #17
Which blunder hurt Fiat’s reputation with Chinese consumers?
A.   the “sounds like” blunder
B.   the “appropriateness” blunder
C.   the “celebrity endorsement” blunder
Question #18
Why did “Matador,” the name of an American Motors car, not work in Puerto Rico?
A.   It means “illness” in Spanish.
B.   It sounds like a Spanish insult.
C.   It means “killer” in Spanish.
Question #19
Why did Dolce & Gabbana’s ad series not work in China?
A.   Its translation made no sense to Chinese consumers.
B.   It was largely ignored by Chinese consumers.
C.   It was offensive to Chinese consumers.

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