Business-to-Business Marketing Pre-Test
Questions
Course Introduction
Business-to-Business Marketing explores the unique processes and strategies involved in marketing products and services to other businesses, organizations, and institutions rather than individual consumers. This course covers key topics such as organizational buying behavior, relationship building, segmenting the B2B market, developing effective value propositions, sales and negotiation strategies, and the use of digital technologies in B2B contexts. Through case studies and real-world examples, students will gain practical insights into managing complex transactions, developing long-term partnerships, and addressing ethical and global challenges faced by B2B marketers.
Recommended Textbook Marketing Channels 8th Edition by Bert Rosenbloom
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18 Chapters
800 Verified Questions
800 Flashcards
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Chapter 1: Marketing Channel Concepts
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Sample Questions
Q1) The Coors Company has decided to focus on channel strategy as the key factor in achieving sustainable competitive advantage because:
A)In the beer market, product, price and promotion simply are not important strategic variables.
B)The relationship between a manufacturer and its channel members is not copied easily by competitors.
C)The beer market is growing so rapidly that manufacturers have difficulty securing enough distributors.
D)There is a high rate of new product success.
E)It is easy to maintain brand recognition.
Answer: B
Q2) The concept of specialization and division of labor:
A)Is more important in production than distribution.
B)Is less important in distribution than production.
C)Is of equal importance in production and distribution.
D)Is rarely practical in distribution.
E)Applies mainly to production situations.
Answer: C
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Page 3
Chapter 2: The Channel Participants
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51 Flashcards
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Sample Questions
Q1) During the decade from 1992 to 2002, Census data show that the percentage of total wholesale sales enjoyed by merchant wholesalers:
A)Increased slightly.
B)Decreased slightly.
C)Stayed the same.
D)Increased by over 10%.
E)Decreased by almost one third.
Answer: B
Q2) The Census of Wholesale Trade classifies wholesalers into the following three categories:
A)Merchant wholesalers, manufacturers' sales branches, and public warehouses.
B)Sales branches and offices, company-owned stores, and merchant wholesalers.
C)Merchant wholesalers, brokers, and commission merchants and agent wholesalers.
D)Manufacturers' sales branches and offices; agents, brokers, and commission merchants; and merchant wholesalers.
E)Merchant wholesalers, manufacturers' facilitators, brokers, and independent producers.
Answer: D
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4
Chapter 3: The Environment of Marketing Channels
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Sample Questions
Q1) The "Colgate Doctrine" is:
A)The legal basis for the American Dental Association's endorsement of toothpastes.
B)The common term for state level "fair trade laws".
C)The legal basis for sellers to use their own criteria and judgment in selecting channel members
D)The legal basis for manufacturers retaining some customers as "house accounts".
E)Allows the practice of price maintenance in the marketing channel.
Answer: C
Q2) Which of the following is not a relatively new type of technology that can have a major impact on marketing channels?
A)Uniform Product Codes
B)Smartphones
C)Mobile robots
D)3-D modeling
E)Ultra-wideband technology
Answer: A
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Chapter 4: Behavioral Processes in Marketing Channels
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Sample Questions
Q1) One study by Etgar found that in channels with relatively small local dealers, power employed by manufacturers based on economic rewards or coercion provided a degree of control over channel members __________ power based on legitimacy, expertise or reference.
A)Higher than B)Lower than C)Equal to D)The opposite of E)No pattern on degree of control was suggested by the study.
Q2) In resolving channel conflict, the channel manager should:
A)Compromise only when the other party involved is a larger or more powerful firm.
B)Leave it alone as it usually dissipates across time and interfering tends to make things worse.
C)Consider a "peace conference" to jointly solve the problem.
D)Use informal inquiries to determine the cause of the conflict.
E)Consider using other providers to carry out channel tasks.
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Chapter 5: Strategy in Marketing Channels
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44 Flashcards
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Sample Questions
Q1) The evaluation of channel member performance is likely to be treated as an afterthought unless:
A)The channel manager has detailed procedures and forms for the evaluation.
B)The manufacturer's top management determines the strategic importance of channel member evaluation.
C)Provision for evaluation is made in the design and management of the channel.
D)The board of directors requires an evaluation.
E)Profits begin to decrease.
Q2) The main reason WD-40 is in 75 percent of all U.S. households seems to be:
A)Its efficient inbound logistics.
B)Marketing and sales.
C)Its retail distribution channels.
D)Technology development.
E)Procurement.
Q3) The tactics a channel manager can use to motivate channel members:
A)Are most effective when they provide financial gains to the channel member.
B)Are severely limited by law.
C)Are very diverse in approach.
D)Are best when they take a subtle approach.
E)Are difficult to implement.
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Chapter 6: Designing Marketing Channels
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Sample Questions
Q1) In general, the more geographically dispersed the market:
A)The shorter the channel structure.
B)The more direct is distribution.
C)The fewer the number of intermediaries that will likely have to be used.
D)The more difficult and expensive is distribution.
E)The more selective is distribution.
Q2) As a dimension of channel structure, types of intermediaries really pertains to:
A)The classifications of the Census of Wholesale Trade and the Census of Retail Trade.
B)The basic types of distribution tasks performed.
C)Traditional industry terminology.
D)The leadership style of channel managers.
E)The many different retail outlets at which customers buy products.
Q3) According to the financial approach, choosing a channel structure is analogous to:
A)Aspinwall's parallel systems approach.
B)An investment decision of capital budgeting.
C)Most of the management science approaches.
D)The Bayesian approach to channel choice.
E)Simulations of channel choice decisions.
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Chapter 7: Selecting the Channel Members
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36 Flashcards
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Sample Questions
Q1) The 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
Q2) According to Pegram, the most frequently used criterion for judging the acceptability of prospective channel members is:
A)Distributor sales strength.
B)Distributors' product lines.
C)Reputation.
D)Credit and financial rating.
E)Market coverage.
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Chapter 8: Target Markets and Channel Design Strategy
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Sample Questions
Q1) By 2010, consumer online sales reached approximately what level of sales?
A)about $1 billion
B)about $10 billion
C)about $50 billion
D)about $100 billion
E)under $175million
Q2) MSA stands for:
A)Measures and Standards of Accuracy.
B)Managerial Statistical Analysis.
C)Management Standards Agency.
D)Metropolitan Statistical Area.
E)Marketing Selection Areas.
Q3) If market geography and market size are both increasing, the average cost of serving buyers is sure to:
A)Increase.
B)Decrease.
C)Remain the same.
D)Cannot be determined with the information provided.
E)Increase at a faster rate than additional revenues.
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Chapter 9: Motivating the Channel Members
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Sample Questions
Q1) Which of the following represents a ranking of channel member support programs from the least comprehensive to the most comprehensive?
A)Partnership, cooperative, distribution programming
B)Distribution programming, partnership, cooperative
C)Cooperative, distribution programming, partnership
D)Partnership, distribution programming, cooperative
E)Cooperative, partnership, distribution programming
Q2) At the beginning stage of managing the marketing channel, it is assumed that:
A)Channel members have already been evaluated.
B)The channel design decision process has already taken place.
C)Channel members have already been motivated.
D)A problem has been identified and needs to be solved.
E)Channel members are ready and willing to cooperate in making changes.
Q3) In the context of the marketing channel, control may be defined as:
A)The ability to predict events or to achieve a desired outcome.
B)The use of power.
C)Not having to accept any direction from the channel members.
D)The use of a legal contract to secure channel member compliance.
E)Setting incentive levels for channel members.
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Page 11
Chapter 10: Product Issues in Channel Management
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Sample Questions
Q1) Channel members judge a product package based on how well it meets their __________ requirements.
A)stock and display
B)size
C)promotion
D)durability
E)recycling
Q2) Acceptance of a new product by channel members __________ its acceptance by final users.
A)effectively guarantees
B)is necessary for C)is unrelated to D)is dependent upon
E)is unconstrained by
Q3) Which of the following would not be considered a differentiated product?
A)Godiva Chocolates
B)Bic pens
C)Rolex watches
D)All-Clad pots and pans
E)Tommy Hilfiger products
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Chapter 11: Pricing Issues in Channel Management
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Sample Questions
Q1) Which of the following statement pertaining to "special pricing deals" is false?
A)Special pricing deals include discounts, enhanced quantity discounts, and free goods.
B)Generally special pricing deals enhance brand equity.
C)Many consumers have been conditioned to expect special pricing deals.
D)The purpose of special pricing deals is to stimulate sales of the manufacturer's products.
E)Often retailers come to view price deals as the normal state of affairs.
Q2) An item cost $20 to produce. The retailer sold the product for $79. It had cost the retailer $50. The wholesaler had paid $34 for the product. The list price of the product was $100. The total of the dollar gross margins received by the manufacturer, wholesaler, and retailer amounts to:
A)$50.
B)$63.
C)$59.
D)$80.
E)$29.
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Chapter 12: Promotion Through the Marketing Channel
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Sample Questions
Q1) Which of the following activities is not usually performed by missionary salespeople calling on retailers?
A)Calling on retailers to inform them of new products
B)Helping to arrange window and in-store displays
C)Conducting customer surveys
D)Checking inventory levels
E)Take orders for merchandise
Q2) In using in-store promotions, the most critical factor for the channel manager to consider in judging the probable effectiveness of the promotion is:
A)The number of stores involved.
B)The amount of salespeople time going into setting up the program.
C)The direct cost of the promotion to the manufacturer.
D)The benefits of the program as perceived by retailers.
E)The number of inquiries received from ultimate consumers about the manufacturer's product.
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14
Chapter 13: Logistics and Channel Management
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Sample Questions
Q1) Physical logistics and distribution are considered to be __________ terms.
A)opposite
B)contradictory
C)complementary
D)symmetrical
E)synonymous
Q2) Which of the following is not usually recommended as a broad-based appeal to be used for convincing channel members of the value of a proposed logistics program?
A)A reduction in out-of-stock occurrences that the logistics program might foster
B)A reduction in channel member inventories that the logistics program might bring about
C)The added manufacturer support that the logistics program might foster
D)The increase in the channel members' sales that a good logistics program can virtually guarantee
E)Identify the benefits to the customer and channel member
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15
Chapter 14: Evaluating Channel Member Performance
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Sample Questions
Q1) All of the following are times when a channel manager may want to evaluate a channel member's reputation except:
A)When there is new ownership of the channel member.
B)When the channel member has had major developments that might affect its sales.
C)Before channel members are selected.
D)When there is a change in the channel member's location.
E)When there are changes in operating policies.
Q2) The degree of control the manufacturer has over its channel members plays __________ in determining the scope and frequency of its evaluation of channel members.
A)a major role
B)a very little role
C)no role at all
D)the most important role
E)the least important role
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Chapter 15: Electronic Marketing Channels
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Sample Questions
Q1) In the year 2009, online sales were ________ percent of retail sales.
A)0.7
B)1.0
C)8.0
D)12.5
E)15.5
Q2) Which of the following was not cited in the text as a disadvantage of electronic marketing channels?
A)Lack of contact with actual products
B)Clutter and confusion on the Internet
C)Nonpurchase motives for shopping not addressed
D)Logistics costs are at least double
E)Security concerns of customers
Q3) With the advent of online shopping, developing __________ marketing strategy has become crucial.
A)a Web based
B)a multi-channel
C)a bricks and mortar
D)a computer based promotional
E)a one-stop shopping
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Chapter 16: Franchise Marketing Channels
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Sample Questions
Q1) As it pertains to the motivation of franchisees, which statement is generally false?
A)Communications between franchisors and franchisees is one-way, performance data that flows from the franchisee to the franchisor.
B)Communications between franchisors and franchisees is two-way, performance data that flows from the franchisee to the franchisor, and information about franchisee needs and problems that flows back to the franchisor
C)The franchisor needs to be aware of the limits of his/her response to franchisee needs imposed by the franchise agreement.
D)Franchisors have limited flexibility to respond to each franchisee issue and problem owing to the nature of the franchise agreement.
E)The franchisor's responses are constrained by the programmed business format and the franchise agreement.
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18
Chapter 17: Marketing Channels for Services
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Sample Questions
Q1) A concert is given for which 5,000 seats remain unsold. The impossibility of saving those seats for sale at another time is related to which characteristic of services?
A)Intangibility
B)Inseparability
C)Standardization
D)Perishability
E)Customer involvement
Q2) The problem of standardizing services is affected mostly by:
A)The high costs involved.
B)The diversity of services.
C)The high degree of labor intensity.
D)The perishability of services.
E)Customer input.
Q3) The involvement of customers in the production of services is usually:
A)Totally absent.
B)The same for product production.
C)Much less than their involvement in product production.
D)Greater than their involvement in product production.
E)Requires input from customers at the development stage.
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Page 19
Chapter 18: International Channel Perspectives
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Sample Questions
Q1) U.S. firms competing in foreign markets are __________ the anti-collusion provisions of the U.S. trade laws.
A)rarely prosecuted for violating
B)exempted from
C)severely restricted by
D)somewhat restricted by
E)U.S. trade law does not apply here.
Q2) ___________ is when one firm uses the international expertise and capabilities of another firm to enter a foreign market.
A)Export management
B)Cooperative arrangement
C)Piggybacking
D)Casual exporting
E)Direct exporting
Q3) U.S. manufacturers are looking to international markets because:
A)Of slower growth in domestic markets.
B)Foreign markets have less political risk.
C)Of government regulations.
D)New customers to buy products.
E)No competition in foreign markets.
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