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Franklin University MBA 711 Chapter 13: 1)Intermediaries who sell products to other businesses for resale are known as               

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Franklin University

MBA 711

Chapter 13:

1)Intermediaries who sell products to other businesses for resale are known as                .

A. channel captains B. wholesalers

C.            consumers

D.            end users

E.            retailers

 

2. You can buy a Coke on your way to campus at a gas station convenience store, the supermarket, or any number of vending machines. This suggests that Coke uses               for its products.

A.            intensive distribution

B.            selective distribution

C.            a direct channel

D.            exclusive distribution

E.            a pull strategy

 

3. Stan's company sells his products to companies that ultimately sell them to final consumers. Stan has which type of company?

A.            Retailer

B.            Exclusive distribution

C.            Broker

D.            Sales agent E. Wholesaler

 

4. A(n)  connects interested buyers and sellers, often without knowing either party in advance.

A.            electronic storefront

B.            wholesaler

C.            sales agent

D.            retailer E. broker

 

5. The NFL only allows certain merchants to produce and sell products with its team logos and player names. This is an example of which of the following?

A. Intensive distribution B. Exclusive distribution

C.            Retailer

D.            Wholesaler

E.            Selective distribution

 

6. What is the combination of distribution channels by which a firm gets products to end users?

A.            Online auctions

B.            Wholesalers

C.            Retailers

D.            Intermediaries E. Distribution mix

 

7.             take orders from customers, negotiate with producers to supply the requested goods, take title to the goods, and arrange for shipment, but they do not actually handle the products or carry inventory.

A.            Full-service merchant wholesalers

B.            Brokers

C.            Retailers

D.            Drop shippers

E.            Shopping agents

 

8. Bizrate.com makes online shopping easy by allowing consumers to compare prices and read reviews, as well as get merchant ratings, deal alerts, and coupons. What type of intermediary is Bizrate.com?

A.            Drop shipper

B.            Full-service merchant wholesaler

C.            Syndicated seller

D.            Business-to-business broker E. Shopping agent (e-agent)

 

9. RapidReservations.com does not own, but simply provides consumers with information on hotels, airfares, and car rentals. Customers can see prices and features, and book reservations quickly. It is which of the following?

A.            Agent

B.            Business-to-business broker

C.            Limited-function merchant wholesaler

D.            Full-service merchant wholesaler E. Shopping agent

 

10. Sidney sells Coca-Cola products to supermarkets, although he is not an employee of Coca-Cola. Sidney receives a commission on the products his supermarkets purchase. You might see Sidney at the stores, stocking product and setting up displays. Sidney is a(n)             .

A.            agent

B.            business-to-business broker

C.            limited-function merchant wholesaler

D.            shopping agent

E.            full-service merchant wholesaler

 

11. A website that offers another website a commission for referring customers is a(n) . A. syndicated seller

B.            full-service merchant wholesaler

C.            shopping agents

D.            limited-function merchant wholesaler

E.            agent

 

12. Which of the following groups comprise the largest percentage of merchant wholesalers?

A.            Limited-function merchant wholesalers

B.            E-intermediary wholesalers C. Full-service merchant wholes

D. Agent wholesalers

E. Drop shipper wholesalers

 

13. Bobick's Golf Headquarters is a one-stop shop for all types of golfing needs. They carry a full line of golf clubs, balls, bags, shoes, apparel, and accessories such as range finders, towels, and umbrellas.

Bobick's would be classified as a                .

A.            supermarket

B.            factory outlet C. specialty store

D. department store

E. convenience store

 

 

14. Which of the following would be categorized as a form of nonstore retailing?

A.            Discount house

B.            Direct-response retailing

C.            Catalog showroom

D.            Factory outlet

E.            Wholesale club

 

15. Department stores and supermarkets are classified as which type of retail outlet? A. Product-line retailers

B.            Shopping agents

C.            Catalog showrooms

D.            Bargain retailers

E.            Convenience stores

 

16. Sam's Club and Costco are examples of          .

A.            catalog showrooms

B.            shopping agents

C.            convenience stores D. bargain retailers

E. product-line retailer

 

17. Yahoo! is which of the following?

A.            Online retailer

B.            Video retailer

C.            Electronic storefront D. Cybermall

E. Direct-response retailing

 

18. Dusty's business is all online; Dusty doesn't have an actual store. Her company's website provides product information and allows customers to ask questions, order, and pay online. Dusty has a(n)

                .

A.            online retailer

B.            video retailer

C.            direct-response retailing D. electronic storefront

E. cybermall

 

19. The set of activities needed to move products from a manufacturer or an intermediary to customers or end users is known as         .

A.            industrial selling

B.            a push strategy

C.            order processing D. physical distribution

E. missionary selling

 

20. The functions involved in physical distribution are     and        .

A.            a push strategy; a pull strategy

B.            warehousing; transportation operations

C.            wholesaling; retailing

D.            exclusive distribution; intensive distribution

E.            industrial selling; retail selling

 

21. Which of the following includes warehousing and transportation operations?

A.            Intensive distribution

B.            Syndicated selling

C.            Prospecting

D.            Physical distribution

E.            Positioning

 

22. Jake owns large warehouses throughout the United States. He rents space to several different companies who need storage in different parts of the country. Which of the following BEST describes Jake's operations?

A. Private warehouse B. Public warehouse

C.            Intensive distribution

D.            Positioning

E.            Physical distribution

 

23. Which is the LEAST expensive mode (aside from digital transmission) of transporting product?

A. Railroad B. Water

C.            Air

D.            Trucks

E.            Pipelines

 

24. What would be the BEST way to transport shipments of fresh food?

A.            Trucks

B.            Water

C.            Railroad D. Air

E. Pipelines

 

25.           involves creating a product image in consumers' minds by fixing, adapting, and communicating the nature of the product and the benefits the customer will receive from the product.

A.            Advertising

B.            Creative selling

C.            Publicity

D.            Promotion E. Positioning

 

26. Because Tuesday evenings are traditionally slow, a local restaurant offers free kids' meals on Tuesday evenings to draw customers in. This is an example of         .

A.

a bundling strategy B.

positioning C.

missionary selling D. a pull strategy

E.            a push strategy

 

27. Pharmaceutical companies advertise directly to consumers, suggesting they request the medication from their physician. This is an example of .

A.            a pull strategy

B.            a push strategy

C.            penetration pricing

D.            discounting

E.            creative selling

 

 

 

28. The combination of television, newspaper, and radio advertising that a company uses to promote its products is its           .

A.            media mix

B.            direct marketing

C.            publicity

D.            public relations

E.            sales promotion

 

29. Which of the following is a paid, non-personal way that companies use to tell potential customers about their products?

A.            Sales promotion

B.            Direct marketing

C.            Publicity

D.            Public relations E. Advertising

 

30. The term "communication mix" refers to the               .

A.            steps involved in the consumer decision process

B.            complete message a company sends out to its customers about its product

C.            process of deciding on an identifiable product image

D.            type of promotion a company chooses to sell products

E.            determination of the target audience for any product or service

 

31. What is the first step in the personal selling process?

A. Approaching B. Prospecting

C.            Presenting and demonstrating

D.            Qualifying

E.            Closing

 

32. Tina buys coffee at the same coffee shop almost every day on her way to work. Every time Tina makes a purchase, she swipes a card on her keychain. After 10 purchases, she gets a free cup of coffee. This is an example of                .

A.            interactive marketing

B.            a coupon

C.            direct selling

D.            a loyalty program

E.            a premium

 

33. Jake, a pharmaceutical sales representative, often takes lunch to doctors' offices. Over lunch with the doctors and their staffs, he reviews his company's products. Jake does not sell his products to the doctors he calls on. What type of personal selling does this describe?

A.            Order processing

B.            Push

C.            Creative

D.            Pull

E.            Missionary

 

34. As a boat salesman, Collin spends his time providing information, detailing features, and showing the benefits to potential customers. This example illustrates      .

A. a pull strategy B. creative selling

C.            a push strategy

D.            missionary selling

E.            order processing

 

35. Free samples and coupons are considered    .

A. direct marketing B. sales promotions

C.            publicity

D.            advertising

E.            public relations

 

36. What is the MOST critical part of the personal selling process?

A.            Prospecting and qualifying

B.            Presenting and demonstrating

C.            Follow-up D. Closing

E. Handling objections