A recent poll asked distributors which business strategies would have the largest impact on them in the future. The top two factors were:
A) collaboration with supply chain partners.
B) new information technologies.
C) the increase in general-line distributors
D) both collaboration with supply chain partners and new information technologies.
E) both new information technologies and the increase in general-line distributors.
Question 2There is a trend toward _____ as a result of increasing technical complexity of products.
A) general-line distributors
B) specialists
C) combination houses
D) none of the answer choices.
Question 3_____ cater to a broad array of industrial goods.
A) Specialists
B) General-line distributors
C) A combination house.
D) none of the answer choices.
Question 4The industrial distributor's primary responsibilities include:
A) contact.
B) repair.
C) product availability.
D) all of the answer choices.
E) both contact and product availability.
Question 5A direct sales force is best used for:
A) highly standardized solutions.
B) small customers.
C) simple transactions.
D) complex products.
Question 6Robert Morgan and Shelby Hunt suggest that relationship commitment and trust develop when:
A) firms align themselves with partners that have distinctly different corporate values.
B) firms share valuable information on expectations, markets, and performance.
C) firms offer benefits and resources that are superior to what other partners could offer.
D) all of the answer choices.
E) both firms share valuable information on expectations, markets, and performance and firms offer benefits and resources that are superior to what other partners could offer.
Question 7Manufacturers who wish to strengthen the dependence that channel members have on them could:
A) increase commissions.
B) encourage channel members to carry the firm's full product line.
C) increase promotion to enhance the profitability of channel members.
D) all of the answer choices.
E) both encourage channel members to carry the firm's full product line and increase promotion to enhance the profitability of channel members.
Question 8The compensation provided to industrial channel members should reflect:
A) the length of service of the channel member.
B) the nature of the marketing tasks performed by the channel member.
C) the loyalty of the channel member.
D) the amount of market potential available in the territory.
E) all of the answer choices.
Question 9Which of the following channels would give the business marketer the greatest amount of channel control?
A) a channel consisting of merchant wholesalers
B) a channel composed of industrial distributors
C) a channel consisting of both manufacturers' reps and distributors
D) a channel composed of jobbers
E) a channel consisting of manufacturers' reps
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