A significant problem with using the sales force to find prospective channel members is that:
a. In many cases salespeople do not know their territories well.
b. Salespeople are not in a good position to recognize potential new channel members.
c. Salespeople may not devote much effort to finding new channel members because they may not be adequately rewarded for doing so.
d. It is very expensive to use salespeople for this purpose.
e. Salespeople are not trained to evaluate channel members.
Question 2Because Kent cigarettes were viewed as a commodity before the fall of communism, it has been difficult for Kent cigarettes to maintain its market share in Romania.
Indicate whether the statement is true or false
Question 3In the context of objects of involvement, consumers involved in certain decisions and behaviors are experiencing a(n) _____.
A) objective response
B) response involvement
C) motivated reasoning
D) rational involvement
E) cognitive collaboration
Question 4Intermediaries focus on sales and promotional activities.
Indicate whether the statement is true or false
Question 5According to Ohno and Toyota, _____ is a category of waste that moves material unnecessarily or long distances.
a. unnecessary movement
b. over-processing
c. defect
d. unnecessary transport
e. overproduction
Question 6The best way for the manufacturer to obtain information about potential intermediaries from customers is by _______________ to learn customers' views about distributors in their market area.
a. talking with competitors who serve the same customers
b. conducting surveys
c. using focus groups
d. setting up a suggestion box
e. analyzing buyer data from UPCs
Question 7Japanese consumers expect special treatment in a medical environment, which is consistent with the Japanese preference for a greater degree of service personalization.
Indicate whether the statement is true or false
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