Marketing Apps Unit 4 Review Part 1

How can unique aspects of a product influence expected channels in which it will be sold?

• Customers refuse to buy a product if its unique aspects are sold

  through unexpected channels.

• Unique aspects of products specify which channels the product must be sold

• Customers associate unique aspects of a product with its distribution to a few or to many locations

• Specific distribution channels can only be used for specific unique

  aspects of a product

One reason a channel of distribution that has strong leadership is often able to avoid conflict within the channel is because the leader can

perform which action?

• Regulate change

• Develop friendships

• Provide training

• Authorize the demand for cooperation

One reason why it is important for a business to coordinate the

distribution and promotion of a new product is to make sure that the

product has which characteristic?

• Attractive to all customers

• Designed to appeal to a target market

• Competitively priced

• Available when customers want it

A business that effectively coordinates channel management with

marketing activities is more likely to provide which component?

• Attractive product displays

• Good customer service

• Free delivery

• Flexible credit terms

What might result if a manufacturer wants prompt payment for goods, but the intermediary wants to defer payment for as long as possible?

• Limited variety

• Increased risk

• Channel conflict

• Illegal activity

Which department would a marketing manager contact to make sure that enough products are on hand for an upcoming promotion?

• Shipping

• Purchasing

• Accounting

• Customer Service

Which is a true statement about channel-member relationships in the supply chain?

• Members can often reduce conflict by focusing on the common goal of customer satisfaction

• Because the producers are the channel leaders, they usually have

  more negotiating power.

• Technological advancements have made interaction among channel

  members unnecessary.

• To minimize horizontal conflict, most wholesalers in the supply chain charge slotting fees.

To maintain positive relationships, all distribution channel members must perform which activity?

• Limit ongoing communication

• Coordinate efforts

• Develop competing goals

• Have equal power

Tyler is a sales representative for the Lombardo Company and is selling high-end products to a new purchasing agent. The purchasing agent

asked a series of questions about the reliability of the products. What

type of behavior strategy did the purchasing agent exhibit?

• Emotional

• Offensive

• Defensive

• Rational

It is important for salespeople to understand what motivates customers to decide to buy. Salespeople are then able to perform which activity?

• Answer questions about company policies

• Understand the features of all products

• Describe how the company competes

• Explain the appropriate product benefits