The primary responsibility of____________________salespe
rsons is to take telephone orders, processing orders, and schedule delivery.
Fill in the blank(s) with correct word
Question 2____________________systems provide a valuable tool for coordinating sales channel activities and managing crucial connections and handoffs between them.
Fill in the blank(s) with correct word
Question 3Manufacturers' representatives and industrial distributors are both examples of____________________channel
s.
Fill in the blank(s) with correct word
Question 4Channel design involves
A) developing new channels.
B) modifying existing channels.
C) simply allowing channels to evolve into effective channels
D) both developing new channels and modifying existing channels.
E) All of the answer choices
Question 5Selecting the best channel of distribution to accomplish objectives can be difficult because:
A) the alternatives are so numerous.
B) marketing goals differ.
C) separate channels must often be used concurrently.
D) all of the answer choices
E) both the alternatives are so numerous and marketing goals differ.
Question 6When motivating channel members, the primary motivating device tends to be:
A) dealer advisory councils.
B) trust.
C) compensation.
D) strong relationships.
E) training.
Question 7Channel length decreases:
A) when the purchase becomes more significant.
B) when market or industry concentration increases.
C) when customer potential increases.
D) All of the answer choices.
E) both when the purchase becomes more significant and when market or industry concentration increases.
Question 8_____ is the dynamic process of developing new channels where none existed and modifying existing channels.
A) Channel structure
B) Channel design
C) Channel choice
D) Channel partnering
E) Supply chain management
Question 9Manufacturers' representatives are used:
A) by smaller firms that cannot afford their own sales force.
B) when a manufacturer's market potential is limited.
C) to help reduce overhead costs.
D) All of the answer choices.
E) both by smaller firms that cannot afford their own sales force and to help reduce overhead costs.
Question 10In the classification of distributors, _____ focus on one line or on a few related lines.
A) general-line distributors
B) specialists
C) combination houses
D) brokers
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