Question 1

Trade sources used for finding prospective channel members include all of the following except:

Accepted Answer

A)  Local newspapers.
B)  Trade associations.
C)  Trade shows.
D)  "Grapevine".
E)  Other firms selling similar products.

Question 2

In highly intensive distribution, the selection criteria for channel members:

Accepted Answer

A)  Tend to be complex.
B)  Amount to "Can they pay their bills?"
C)  Focus on matching retailer image with product image.
D)  Cannot be generalized.
E)  Focuses on their efficiency in completing the distribution task.

Question 3

In general, the most specific source of information on prospective channel members in a particular industry is:

Accepted Answer

A)  The National Retail Federation.
B)  The appropriate trade association.
C)  The National Association of Wholesale Distributors.
D)  Industrial Distribution magazine.
E)  The Census of Wholesale Trade and the Census of Retail Trade.

Question 4

According to the text, the most important source for finding prospective channel members is:

Accepted Answer

A)  Trade sources.
B)  Reseller inquiries.
C)  Distributors' customers.
D)  Field sales organizations.
E)  Facilitating agencies.

Question 5

Generalized lists of channel member selection criteria:

Accepted Answer

A)  Can help the channel member to develop his or her own specialized list.
B)  Usually conflict with more specialized lists of criteria.
C)  Provide little room for flexibility.
D)  Are adequate without changes.
E)  Are relevant for all firms in every industry.

Question 6

The manufacturer's salespeople are often able to do all of the following except:

Accepted Answer

A)  Know the prospective channel members in their territories.
B)  Provide objective evaluations of channel members.
C)  Become acquainted with the management of salespeople of prospective channel members.
D)  Obtain a good deal of information about prospective channel members.
E)  Line up intermediaries in advance.

Question 7

A prospective channel member's ability to blanket the geographical territory that the manufacturer would like to reach is referred to as the __________ criterion.

Accepted Answer

A)  market segmentation
B)  intensive distribution
C)  market coverage
D)  territorial restriction
E)  geographical flexibility

Question 8

Which of the following statements about channel member selection criteria lists is true?

Accepted Answer

A)  Channel member criteria lists rarely are used in practice.
B)  Generalized lists of criteria such as those of Pegram and Shipley are useless to the channel manager.
C)  Once a company develops a list of criteria, it should not be changed.
D)  A changing environment may require the firm to alter its emphasis.
E)  A single criteria list is adequate for a firm under all possible conditions.

Question 9

Typically, the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:

Accepted Answer

A)  Those listed in the Verified Directory of Manufacturers' Representatives.
B)  Those who advertise most heavily.
C)  Those who are generally considered to be the most prestigious in the industry.
D)  Those who offer the largest trade discounts.
E)  Those who presently have the fewest number of channel members.

Question 10

As a general rule, the greater the intensity of distribution:

Accepted Answer

A)  The less the emphasis on selection.
B)  The greater the emphasis on selection.
C)  Intensity is not related to the selection decision.
D)  The more complex the issues surrounding selection.
E)  The development of specific criteria for channel member selection becomes very important.

Question 11

A significant problem with using the sales force to find prospective channel members is that:

Accepted Answer

A)  In many cases salespeople do not know their territories well.
B)  Salespeople are not in a good position to recognize potential new channel members.
C)  Salespeople may not devote much effort to finding new channel members because they may not be adequately rewarded for doing so.
D)  It is very expensive to use salespeople for this purpose.
E)  Salespeople are not trained to evaluate channel members.

Question 12

Securing the prospective channel members as actual channel members is usually the:

Accepted Answer

A)  First step in the selection process.
B)  Second step in the selection process.
C)  Third step in the selection process.
D)  Fourth step in the selection process.
E)  Cannot be determined because it varies so much from case to case.

Question 13

The selection of channel members:

Accepted Answer

A)  Always involves basic changes in channel structure.
B)  Is of most importance to vertically integrated manufacturers.
C)  Is sometimes necessary even though the basic channel structure remains the same.
D)  Is one of the first phases of channel design.
E)  Is the same as choosing channel structure.

Question 14

The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.

Accepted Answer

A)  advertising support
B)  fair dealing practices
C)  the quality and variety of its product line
D)  strong partnership agreements
E)  management assistance

Question 15

A prospective wholesaler channel member's sales strength can be measured by:

Accepted Answer

A)  The number and quality of its sales reps.
B)  The geography covered by the sales force.
C)  The quality of its current product lines.
D)  Gross profit.
E)  Total sales revenue.

Question 16

As a general rule, the higher the level of selectivity of distribution:

Accepted Answer

A)  The greater the emphasis on selection.
B)  The less the emphasis on selection.
C)  The lower the emphasis on finding prospective channel members.
D)  The fewer the criteria used in selection.
E)  The more crucial the need to place products in all appropriate outlets.

Exam 7: Selecting the Channel Members

Generalized lists of channel member selection criteria:

Correct Answer
verified

According to the text, the most important source for finding prospective channel members is:

Correct Answer
verified

In general, the most specific source of information on prospective channel members in a particular industry is:

Correct Answer
verified

The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.

Correct Answer
verified

The selection of channel members:

Correct Answer
verified

In highly intensive distribution, the selection criteria for channel members:

Correct Answer
verified

Securing the prospective channel members as actual channel members is usually the:

Correct Answer
verified

Typically, the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:

Correct Answer
verified

As a general rule, the higher the level of selectivity of distribution:

Correct Answer
verified

The manufacturer's salespeople are often able to do all of the following except:

Correct Answer
verified

Which of the following statements about channel member selection criteria lists is true?

Correct Answer
verified

A prospective wholesaler channel member's sales strength can be measured by:

Correct Answer
verified

A significant problem with using the sales force to find prospective channel members is that:

Correct Answer
verified

Trade sources used for finding prospective channel members include all of the following except:

Correct Answer
verified

As a general rule, the greater the intensity of distribution:

Correct Answer
verified

A prospective channel member's ability to blanket the geographical territory that the manufacturer would like to reach is referred to as the __________ criterion.

Correct Answer
verified

Exam 7: Selecting the Channel Members

Generalized lists of channel member selection criteria:

Correct AnswerverifiedShow Answer

According to the text, the most important source for finding prospective channel members is:

Correct AnswerverifiedShow Answer

In general, the most specific source of information on prospective channel members in a particular industry is:

Correct AnswerverifiedShow Answer

The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.

Correct AnswerverifiedShow Answer

The selection of channel members:

Correct AnswerverifiedShow Answer

In highly intensive distribution, the selection criteria for channel members:

Correct AnswerverifiedShow Answer

Securing the prospective channel members as actual channel members is usually the:

Correct AnswerverifiedShow Answer

Typically, the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:

Correct AnswerverifiedShow Answer

As a general rule, the higher the level of selectivity of distribution:

Correct AnswerverifiedShow Answer

The manufacturer's salespeople are often able to do all of the following except:

Correct AnswerverifiedShow Answer

Which of the following statements about channel member selection criteria lists is true?

Correct AnswerverifiedShow Answer

A prospective wholesaler channel member's sales strength can be measured by:

Correct AnswerverifiedShow Answer

A significant problem with using the sales force to find prospective channel members is that:

Correct AnswerverifiedShow Answer

Trade sources used for finding prospective channel members include all of the following except:

Correct AnswerverifiedShow Answer

As a general rule, the greater the intensity of distribution:

Correct AnswerverifiedShow Answer

A prospective channel member's ability to blanket the geographical territory that the manufacturer would like to reach is referred to as the __________ criterion.

Correct AnswerverifiedShow Answer

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