20. If Wendy is assessing her distribution network on the basis of the types of
retailers to whom she sells; for example, convenience stores, department stores, and discount outlets, she is analyzing channel ________________.
A. width
B. length
C. directness
D. standardization
21. Invotech sells the latest in large scale printing equipment to wallpaper producers,
who depend on the firm for continuous service and technical support. Invotech’s best option for distribution involves ________________________.
A. direct sales through an internal sales force
B. indirect sales involving distributors and retailers
C. three-tiered distribution
D. indirect sales involving distributors
True / False Questions
22. Online purchases are typically confined to products like books and airline tickets.
True False
Multiple Choice Questions
23. Intermediaries perform all of these functions except ________________________.
A. after-sales service
B. selling
C. product development
D. promotion
24. The benefits of using intermediaries in foreign markets include all of these except ________________________.
A. increased control of pricing policy at various channel stages
B. reduction in the number of exchanges
C. reduction of cultural barriers
D. simplification of the selling process
25.
A. horizontal
B. VMS
C. When intermediaries are independent and they act as if they are running a separate business they are participating in a ____________________distribution channel.
D. vertical
26. Wal-Mart stores depend in large part on their suppliers to monitor Wal-Mart’s
inventory levels at their various distribution centers. When supplies of a particular product are diminished, it is up to the suppliers themselves to place reorders on behalf of Wal-Mart. This arrangement would reflect the cooperation found in _______________.
A. diagonal marketing system
B. traditional marketing system
C. horizontal marketing system
D. vertical marketing system
27. Royal Crest Soda bottlers around the world, under contract with Royal Crest, are
charged with the compounding of ingredients to produce Royal Crest products and subsequently distribute the finished goods. These bottlers are representative of ___________________ VMS.
A. corporate
B. contractual
C. administrative
D. integration
28. When manufacturers create sales branches and offices that perform the
wholesale function, they are creating a(n) ______________ VMS system.
A. corporate
B. contractual
C. administrative
D. arm's length
