Free Essay

Mkt 315 Wk 9 Quiz 7 Chapter 14

In: Business and Management

Submitted By activitymode
Words 1294
Pages 6
To purchase this visit here: Contact us at:
MKT 315 WK 9 Quiz 7 Chapter 14 MULTIPLE CHOICE
1. Which of the following is a false statement about the Deere & Company and its independent dealers?
a. John has nearly 3000 independent dealers.
b. John Deere's new CEO, Robert Lane, says its dealers are part of the Deere family and can never be replaced.
c. Dealers need to achieve targeted levels of sales.
d. John Deere dealers are needed to proved technical service to their customers.
e. The Dealers are part of the logistical programs to provide parts to John Deere customers.
2. According to the text, the evaluation of channel member performance is:
a. Of less importance than employee evaluation.
b. More important than employee evaluation.
c. Of equal importance to employee evaluation.
d. Easier to do than employee evaluation.
e. Done far more frequently than employee evaluation.
3. Which of the following is not a factor affecting the scope and frequency of channel member evaluations?
a. The level of expertise of the channel managers
b. Relative importance of channel members
c. Degree of manufacturer’s control over the channel members
d. Nature of the product
e. Number of channel members
4. The degree of control the manufacturer has over its channel members plays __________ in determining the scope and frequency of its evaluation of channel members.
a. a major role
b. a very little role
c. no role at all
d. the most important role
e. the least important role
5. Manufacturers can obtain detailed sales data from channel members more readily if they have:
a. A weak market position.
b. A contractual agreement.
c. EDI.
d. A computer network linking all channel members.
e. A manager with a referent power base.
6. Generally, the greater the degree of control the manufacturer has over the channel member:
a. The more difficult it is to obtain performance data.
b. The easier it is to obtain performance data.
c. The less accurate are the performance data.
d. The less complete are the performance data.
e. The more comprehensive the data and analysis.
7. Retailers can be unwilling to voluntarily provide manufacturers with data on sales to their customers because:
a. They may not view the manufacturer's brand of products as of great importance to them.
b. Withholding information increases their power in the channel.
c. They fear competitive exposure.
d. The information is proprietary.
e. The data may reveal a company’s trade secrets.
8. For the manufacturer who sells all of its output through intermediaries, the evaluation of its channel members is likely to be __________ than for those manufacturers who rely less on intermediaries.
a. much more comprehensive
b. much less comprehensive
c. much quicker
d. of much less importance
e. less of a strategic issue
9. Generally, the more complex the product, the __________ the scope of channel member evaluations.
a. narrower
b. broader
c. less important
d. more limited
e. more technical
10. Manufacturers are more likely to scrutinize channel member performance if their products:
a. Require a high degree of post-sale service.
b. Have a low unit value.
c. Have a high market share.
d. Low after sales servicing.
e. High volume.
11. When a manufacturer thoroughly evaluates only those channel members whose sales figures are unusually out of line, it is using:
a. Marginal evaluation.
b. Evaluation by exception.
c. Comparative evaluation procedures.
d. Outlier evaluation.
e. High variance evaluation.
12. Generally, the less intense is distribution at the various channel levels:
a. The more thorough are channel member evaluations.
b. The less thorough are channel member evaluations.
c. The more difficult are channel member evaluations.
d. The more routine are channel member evaluations.
e. The less informative are channel member evaluations.
13. The channel member audit that is primarily based on sales criteria is called:
a. Focused monitoring.
b. A performance audit.
c. Day-to-day monitoring.
d. A sales audit.
e. Specific audit.
14. Channel member performance audits:
a. Should be conducted for all channel members at all levels at the same time.
b. Should be conducted for all channel members at one level at the same time.
c. Should be done for all wholesalers or retailers of the same type at the same time.
d. Should be conducted for only one channel member at a time.
e. Should be periodic and comprehensive.
15. A channel member performance audit may be described as:
a. A careful day-to-day monitoring of channel member performance.
b. A regular and thorough evaluation of the channel members’ financial status.
c. A periodic and in-depth analysis of a channel member’s sales data.
d. A periodic and comprehensive review of channel member performance.
e. A basic phase of channel design.
16. According to Spriggs, which of the following is not a criterion for measuring channel member performance?
a. Selling capabilities
b. Sales performance
c. Attitudes
d. Inventory maintained
e. Number of customer complaints
17. According to a study by Spriggs, the two categories of performance measures to audit channel members are:
a. Financially based and sales based.
b. Psychologically based and numbers based.
c. Logically based and analytically based.
d. Outcome based and behavior based.
e. Volume based and service based.
18. What type of appraisal does a channel manager conduct to assist in maintaining current operating control of channel members’ efforts to sell the manufacturer’s products?
a. Sales analysis accounting
b. Day-to-day monitoring
c. Channel member performance audit
d. Comprehensive evaluation
e. Standard output assessment
19. The channel manager should evaluate channel member sales data in terms of all of the following except:
a. The channel member’s current sales to historical sales.
b. Cross comparisons of a channel member’s sales with other channel members’ sales.
c. The channel member’s sales with predetermined quotas (if quotas were assigned).
d. The volume of product each salesperson is selling.
e. This year’s sales with last year’s sales.
20. A channel member’s sales performance usually is compared to all of the following except:
a. That channel member’s prior sales.
b. Industry sales.
c. The manufacturer’s assigned sales quota.
d. Other channel members’ sales.
e. Other channel members’ quota attainments.
21. One frequently cited ratio is that about __________ percent of the channel members account for about __________ percent of sales.
a. 80; 20
b. 30; 70
c. 70; 30
d. 40; 60
e. 20; 80
22. If the quota attainment ratio is low for the majority of channel members, the problem is likely to be:
a. Poor selection of channel members.
b. A low level of selling effort by the channel members.
c. Too many channel members.
d. Unrealistically high quotas.
e. A poorly designed channel.
23. A manufacturer dealing with a small number of channel members at the wholesale level likely uses _________ to check its channel members’ inventory levels.
a. A.C. Nielsen Company
b. its own sales force
c. Information Resources, Inc.
d. its inventory control team
e. channel manager
24. A manufacturer should ask questions about all of the following topics in evaluating a channel member’s inventory performance except:
a. How effective is the channel member’s inventory control manager.
b. Shelf or floor space dedicated to competitors’ products.
c. The adequacy of the channel member’s inventory control and recordkeeping system.
d. Shelf or floor space dedicated to the manufacturer’s products.
e. The condition of the inventory.
All Questions Included...
Activity mode aims to provide quality study notes and tutorials to the students of MKT 315 WK 9 Quiz 7 Chapter 14 in order to ace their studies

Similar Documents

Premium Essay

Mkt 315 Wk 3 Quiz 2 Chapters 3 & 4

...MKT 315 WK 3 QUIZ 2 CHAPTERS 3 & 4 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 3 QUIZ 2 CHAPTERS 3 & 4 MKT 315 WK 3 Quiz 2 Chapters 3,4 MULTIPLE CHOICE 1. For channel managers, which of the following is a variable in the external environment? a. Interest rates b. Emerging competitors c. Birth rates d. Inflation rates e. All of the above 2. For the channel manager, the external environments can be ranked, from most important to least important, as: a. Economic, competitive, sociocultural, technological, legal. b. Legal, competitive, technological, economic, sociocultural. c. Economic, legal, competitive, technological, sociocultural. d. There is no single sequence for all industries at all times. e. All are equally important. 3. The channel manager must analyze the external environment in terms of its impact on: a. Target markets. b. Facilitating agencies. c. Intermediaries. d. All channel participants. e. Retailers and brokers. 4. Adam Page, channel manager at Wood Products, Inc., read in this morning’s paper that two large Midwest furniture retailing chains had merged. Page needs to recognize the potential impact of this change in the external environment on all of the following except: a. Wood Products, Inc. b. Public warehouses, trucking firms, and other Midwest facilitating agencies. c. All Midwest furniture retailers. d. Consumers...

Words: 3766 - Pages: 16

Free Essay

Mkt 315 Wk 6 Quiz 4 Chapters 8 & 9

...MKT 315 WK 6 QUIZ 4 CHAPTERS 8 & 9 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 6 QUIZ 4 CHAPTERS 8 & 9 MKT 315 WK 6 Quiz 4 Chapters 8,9 MULTIPLE CHOICE 1. Why does it make sense to sell high-priced and exclusive merchandise such as diamonds, rare Cognac, or Waterford Crystal, through warehouse club channels? a. The warehouse clubs attract thousands of customers each year. b. Companies can sell last year’s style/model easily at the warehouse club. c. Two-thirds of the shoppers at a warehouse club are business owners, many of whom are successful and affluent. d. These types of manufacturers are changing their distribution channels to include mass merchandisers, discount stores, and warehouse clubs in order to reach more potential buyers. e. It makes no sense for these manufacturers to sell products at a warehouse club and diminish the image of their brand or product name. 2. The emphasis on channel design strategy is to help the firm gain ___________. a. lower variable costs b. a more efficient operation c. strong channel members that will help the firm gain sales d. a recognizable name and image among buyers e. a competitive sustainable advantage 3. The market constructs used in the text to analyze markets in relation to channel design strategy consists of all of the following dimensions except: a. Market density. b. Market behavior. c. Market...

Words: 1266 - Pages: 6

Premium Essay

Mkt 315 Wk 4 Quiz 3 Chapters 5 & 6

...MKT 315 WK 4 QUIZ 3 CHAPTERS 5 & 6 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 4 QUIZ 3 CHAPTERS 5 & 6 MKT 315 WK 4 Quiz 3 Chapters 5,6 MULTIPLE CHOICE 1. Pertaining to the release of movies, windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false? a. Windowing was established to help the movie industry maximize total revenues. b. The practice essentially made movie theatres exclusive distributors for the first four months after a movie's release. c. Windowing greatly benefited movie theaters. d. Windowing greatly threatened movie theaters. e. Windowing may be replaced with new approach to distribution that shortened the time consumers can purchase movies. 2. Which of the following is a false statement about the relationship between channel strategy and marketing strategy? a. Channel strategy is concerned with the place aspect of the marketing strategy. b. Channel strategy is narrower in scope than the marketing strategy. c. Channel strategy focuses on distribution objectives. d. The channel strategy is important to the firm’s overall objectives. e. The marketing channel strategy focuses on product, price, and promotion. 3. Channel strategy may be of more importance than the other strategic variables of the marketing mix and is also......

Words: 2953 - Pages: 12

Premium Essay

Mkt 315 Wk 7 Quiz 5 Chapters 10 & 11

...MKT 315 WK 7 QUIZ 5 CHAPTERS 10 & 11 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 7 QUIZ 5 CHAPTERS 10 & 11 MKT 315 WK 7 Quiz 5 Chapters 10,11 MULTIPLE CHOICE 1. has begun to pressure manufacturers to use less wasteful packaging because: a. Thousands of workers are injured each year opening the hard, clear plastic packaging. b. The packaging is bad for the environment. c. With sales of over $35 billion annually, it has to clout to pressure manufacturers. d. Customers have complained about the use of excessive packaging. e. Having a large advertising budget. 2. To a channel manager, the elements of the marketing mix do all of the following except: a. They can inhibit the performance of the marketing channel. b. They can enhance the performance of the marketing channel. c. They are tools for securing channel member cooperation. d. They are viewed as resources for the channel manager. e. They do not affect the performance of other channel members. 3. The channel manager’s efforts to manage the marketing channels effectively should focus on: a. Creating synergy among the four components of the marketing mix. b. Motivating channel managers. c. Understanding advertising and promotions that attract customers. d. Developing the firm’s marketing objectives. e. Using good communication skills with channel members. 4. For the channel......

Words: 1299 - Pages: 6

Premium Essay

Mkt 315 Wk 10 Quiz 8 Chapter 15 & 16

...MKT 315 WK 10 QUIZ 8 CHAPTER 15 & 16 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 10 QUIZ 8 CHAPTER 15 & 16 MKT 315 WK 10 Quiz 8 Chapter 15,16 MULTIPLE CHOICE 1. According to the text, the Internet has had ________ impact on the design and management of marketing channels. a. little b. a major c. no d. an overwhelming e. some 2. Some observers predict that the Internet will so radically transform marketing channel structure and strategy that the __________ of the future will be profoundly different from what we see today. a. bandwidth b. interstate highway system c. distribution landscape d. cyberspace salespeople e. franchise system 3. Which of the following terms cannot be considered as synonymous with “electronic marketing channels” as stated in the text? a. Computer marketing b. Facebook commerce c. Social commerce d. Electronic commerce e. Internet commerce 4. Which of the following must be present to define electronic commerce as portrayed in the textbook? a. Purchases can be made via interactive electronic means b. The consumer must use a personal computer c. The consumer must also make use of the telephone d. Orders can only be placed by using e-mail e. Payments must be made using smart cards 5. If sellers list their products on the Internet and if customers who locate these products at the firm’s Web site still have to......

Words: 1161 - Pages: 5

Premium Essay

Mkt 315 Wk 8 Quiz 6 Chapters 12 & 13

...MKT 315 WK 8 QUIZ 6 CHAPTERS 12 & 13 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 8 QUIZ 6 CHAPTERS 12 & 13 MKT 315 WK 8 Quiz 6 Chapters 12,13 MULTIPLE CHOICE 1. One of the main issues Proctor & Gamble (P&G) Company had with its Max Factor is: a. Giant mass market U.S. retailers were not willing to give more shelf space to Max Factor products. b. P&G's marketing team had failed to gain sufficient brand recognition. c. Even though P&G threw millions of dollars in trade promotions, sales of the Max Factor brand continued to fall. d. Foreign sales of Max Factor products were falling. e. Offering big trade discounts to retailers simply did not work. 2. The effectiveness of the overall promotional strategy depends on how successful the manufacturer is in: a. Implementing its advertising, sales promotion, personal selling, and publicity. b. Securing cooperation from independent channel members in implementing the promotional strategy. c. Keeping its promotional budget in check. d. Developing creative promotional tactics. e. How its promotions compare to its competitors. 3. ___________ is a term used to refer to the use of several promotional tools in a coordinated effort to achieve maximum promotional impact. a. Exponential marketing b. Integrated marketing communication c. Expanded promotion d. Advertising materials e. Persuasive advertising 4...

Words: 1274 - Pages: 6

Premium Essay

Mkt 315 Wk 2 Quiz 1 Chapters 1 & 2

...MKT 315 WK 2 QUIZ 1 CHAPTERS 1 & 2 To purchase this visit here: Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 2 QUIZ 1 CHAPTERS 1 & 2 MKT 315 WK 2 Quiz 1 Chapters 1,2 MULTIPLE CHOICE 1. Which type of strategy did Walmart decide to use to compete with Amazon? a. Heavy advertising b. Price reduction c. Establish kiosks in Walmart stores d. Wholesale distribution e. Mass distribution via its own online channel 2. Which of the following statements is false? a. Consumer expectations have moved firms to add additional channels. b. Both B2C and B2B businesses are increasing the number of channels they use to distribute their products c. The flexibility to respond to consumers does not appear to be relevant to channel design. d. Channels must be targeted to reach intended customer segments. e. The increasing role of technology is helping to foster the use of multiple channels. 3. Which of the following is a true statement about Internet-based channels? a. Walmart's channel model continues to rely on its 'brick and mortar' stores exclusively. b. ‘Bricks and Mortar’ retailers that added online capabilities to traditional channels of distribution have had sluggish sales. c. Online sales have become an established distribution channel for B2C but not B2B markets. d. Internet-based channels have become a mainstream channel in the channel mixes of many firms. e. The growth of......

Words: 1485 - Pages: 6