Factors that contribute to the use of more than one distribution channel for the same product ...

Factors that contribute to the use of more than one distribution channel for the same product include:
 A) various market segments are served.
  B) the needs and buying processes employed by prospective customers varies.
  C) conflict between competing channels is relatively rare.
  D) all of the answer choices.
  E) both various market segments are served and the needs and buying processes employed by prospective customers varies.

Question 2

Industrial products that are complex, unique and made to order are more frequently sold through:
 A) direct channels.
  B) indirect channels.
  C) manufacturers' representatives.
  D) industrial distributors.
  E) merchant wholesalers.

Question 3

In specifying channel alternatives, which of the following issues is(are) involved?
 A) determining the levels to be included in the channel
  B) determining the number of channel intermediaries at each level of the channel
  C) determining the types of intermediaries to employ
  D) all of the answer choices
  E) both determining the levels to be included in the channel and determining the number of channel intermediaries at each level of the channel.

Question 4

Which of the following statements concerning the selection of industrial channel structures is(are) true?
 A) Frequently, the manager has little flexibility in the selection because of trade, competitive, company, and environmental factors.
  B) The channel should be viewed as a set of channel institutions rather than as a sequence of activities to be performed.
  C) Competitors often have the better intermediaries locked up.
  D) all of the answer choices.
  E) Both frequently, the manager has little flexibility in the selection because of trade, competitive, company, and environmental factors and competitors often have the better intermediaries locked up.

Question 5

The first step in the channel design process is to:
 A) determine channel design constraints.
  B) consider the availability of good intermediaries.
  C) outline key channel alternatives.
  D) determine the tasks to be performed by the channel.
  E) define customer segments

Question 6

A business marketer who places the highest priority on achieving control in the channel of distribution should use:
 A) a direct channel.
  B) a channel which includes numerous industrial distributors.
  C) a channel which includes numerous manufacturers' representatives.
  D) a channel which includes numerous commission merchants.
  E) an indirect channel.

Question 7

Concerning the compensation of manufacturers' representatives, the business marketer compensates them on the following basis:
 A) percentage commission.
  B) a salary.
  C) salary plus commission.
  D) varies by product category.
  E) varies by SIC industry.

Question 8

Manufacturers' reps:
 A) possess expert product knowledge.
  B) sell non-competing but complementary products.
  C) take title to the goods handled.
  D) all of the answer choices
  E) both possess expert product knowledge and sell non-competing but complementary products.

Question 9

Generally, manufacturers' reps:
 A) take title to the products handled.
  B) are restricted to a limited geographical area.
  C) hold inventory.
  D) provide customers with prompt delivery.
  E) all of the answer choices

Question 10

A distributor classification, the combination house:
 A) operates in two sectors of the industrial market.
  B) operates a chain of distributorships.
  C) operates in both the industrial and consumer markets.
  D) does not take title to the goods handled.
  E) is paid on a commission basis.