Techniques for motivating individual channel members include all of the following except:
A) dealer advisory councils.
B) competitive compensation.
C) building trust.
D) better planning by the business marketer.
E) product training for channel members.
Question 2When evaluating channel alternatives, if the feasible system lies between the ideal and existing system,
A) the existing system can be changed without sacrificing management goals.
B) relaxing management constraints might produce even greater benefits.
C) the fault is not with the channel design, it is with poor management.
D) both the existing system can be changed without sacrificing management goals and relaxing management constraints might produce even greater benefits.
E) both the existing system can be changed without sacrificing management goals.and the fault is not with the channel design, it is with poor management.
Question 3When evaluating channel alternatives, if the existing channel is about as good as it can be and if customer satisfaction is low,:
A) an alternative channel should be utilized.
B) the fault is not with the channel design, it is with poor management.
C) the existing system can be changed without sacrificing management goals.
D) none of the answer choices.
Question 4When evaluating alternative channels, the critical element is to compare both systems on the basis of:
A) customer service.
B) performance.
C) structure.
D) costs.
E) all of the answer choices.
Question 5The primary reason for using more than one type of intermediary for the same product is:
A) the gross margin is not large.
B) the product tends toward technical complexity.
C) different market segments require different channel structures.
D) the product is not standard, but is closer to made-to-order.
Question 6The manufacturer-rep channel is generally used when the:
A) gross margin is large.
B) product is not technically complex.
C) product is not standard, but is closer to made-to-order.
D) all of the answer choices.
Question 7Manufacturer reps are most likely used:
A) by large firms.
B) when there is unlimited market potential.
C) to eliminate significant overhead costs.
D) all of the answer choices.
E) both by large firms and to eliminate significant overhead costs.
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