Industrial Marketing Test Bank
Course Introduction
Industrial Marketing focuses on the strategies and processes involved in marketing products and services to other businesses, government agencies, and institutions rather than individual consumers. The course explores the characteristics of industrial markets, organizational buying behavior, segmentation, and relationship management. It covers topics such as B2B market analysis, product development, pricing strategies, distribution channels, promotional techniques, and the role of digital technologies in industrial marketing. Through case studies and real-world applications, students gain insights into managing complex sales cycles, building long-term partnerships, and adapting to dynamic market environments in the industrial sector.
Recommended Textbook
Marketing Channels 8th Edition by Bert Rosenbloom
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18 Chapters
800 Verified Questions
800 Flashcards
Source URL: https://quizplus.com/study-set/1903
Page 2
Chapter 1: Marketing Channel Concepts
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50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/37934
Sample Questions
Q1) A sustainable competitive advantage is one that
A)lasts at least five years.
B)is based on a superior product feature.
C)usually stresses a lower price.
D)is difficult for competitors to match.
E)stresses heavy promotional spending.
Answer: D
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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Chapter 2: The Channel Participants
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/37935
Sample Questions
Q1) Between 1948 and 2002 for retail establishments:
A)Average sales and numbers of stores increased.
B)Average sales increased and the number of stores decreased.
C)Average sales decreased and the number of stores decreased.
D)Average sales decreased and the number of stores increased.
E)Total sales increased and the number of stores increased.
Answer: B
Q2) In recent years, trends in wholesaling are showing a tendency towards:
A)Consolidation.
B)A decrease in average size.
C)Becoming more like retailers than wholesalers.
D)Operating only in Cyberspace.
E)A decrease in average size.,
Answer: A
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Chapter 3: The Environment of Marketing Channels
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63 Verified Questions
63 Flashcards
Source URL: https://quizplus.com/quiz/37936
Sample Questions
Q1) A wholesaler attempts to secure retailer acceptance for its own brand of guitars. That wholesaler also carries similar guitars from a manufacturer of a nationally known brand. This is an illustration of:
A)Horizontal competition.
B)Vertical competition.
C)Channel system competition.
D)Intertype competition.
E)Multiple channel competition.
Answer: B
Q2) During recessionary periods, channel members at the wholesale and retail levels are likely to:
A)Try to increase their inventory levels.
B)Lose sales volume.
C)Broaden their product line.
D)Increase financial borrowing.
E)Improve product quality.
Answer: B
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Page 5
Chapter 4: Behavioral Processes in Marketing Channels
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53 Verified Questions
53 Flashcards
Source URL: https://quizplus.com/quiz/37937
Sample Questions
Q1) Which of the following is not an input to achieving distribution objectives?
A)Routine calls on a retailer by a wholesaler's sales force
B)Fees paid by a manufacturer to a retailer for handling coupons
C)Wholesalers' warehouse space
D)Consumer demand for products
E)Time and effort of the sales force
Q2) Which of the following is not a useful approach to resolving channel conflict?
A)The use of an authoritarian leadership style by the channel manager.
B)The application of organizational development concepts.
C)Face-to-face meetings.
D)Specialized bargaining and negotiating procedures.
E)Set up a specialized organization for information gathering purposes.
Q3) Franchisors have the right to tell franchisees how to market products because of the franchise contract. In this case, franchisors are emphasizing the use of:
A)Referent power.
B)Reward power.
C)Legitimate power.
D)Coercive power.
E)Expert power.
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Page 6
Chapter 5: Strategy in Marketing Channels
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44 Verified Questions
44 Flashcards
Source URL: https://quizplus.com/quiz/37938
Sample Questions
Q1) The corporate level planning process is concerned with:
A)Communicating corporate guidelines, business definition, and mission.
B)Communicating business guidelines.
C)Communicating the program definition.
D)Integrating functional strategies.
E)Developing a one-year plan and budget for departments.
Q2) Channel design should be viewed as:
A)The most important element for gaining differential advantage.
B)One component in the firm's attempt to gain differential advantage.
C)The only real basis for gaining differential advantage.
D)Of little consequence in gaining differential advantage.
E)The second most important element behind pricing.
Q3) Generally the greater the degree of distribution intensity the __________ will be the closeness of the channel relationship.
A)closer
B)longer
C)looser
D)more intense
E)selective
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Chapter 6: Designing Marketing Channels
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59 Verified Questions
59 Flashcards
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Sample Questions
Q1) According to Michael Dell, founder of Dell Computers, the typical computer retailer:
A)Could not match the extremely low prices he charged for direct sales.
B)Could not provide as rapid product delivery.
C)Provided better instruction and support but higher prices.
D)Had too little inventory to compete.
E)Lacked technical expertise.
Q2) For a producer of computer-based training programs for businesses, all of the following should precipitate a channel design decision except:
A)Development of a new product for the government market.
B)Deleting one training program from the product line.
C)Deciding to sell the current product line in Canada.
D)Merging the firm with another company that manufactures products for the business market.
E)Identifying home-based business owners as a new target market.
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8
Chapter 7: Selecting the Channel Members
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36 Verified Questions
36 Flashcards
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Sample Questions
Q1) The selection of channel members according to the text is __________ the selection of employees.
A)almost as important as B)as important as C)more important than D)of little importance compared with E)much easier than
Q2) Which company in the text advertised in a trade magazine offering a "Category Management Partner" program as an inducement to potential channel members?
A)Gillette
B)Dell Computer
C)Snyder's
D)3M
E)Thermoid
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Chapter 8: Target Markets and Channel Design Strategy
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43 Verified Questions
43 Flashcards
Source URL: https://quizplus.com/quiz/37941
Sample Questions
Q1) Less prime retail locations may be offset somewhat through all of the following except:
A)Close-to-home convenience.
B)Larger selection.
C)Unusual merchandise.
D)Lower prices.
E)Special services.
Q2) 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
Q3) According to the text, the most complex market dimension is:
A)Market geography.
B)Market size.
C)Market coverage.
D)Market behavior.
E)Market price.
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Chapter 9: Motivating the Channel Members
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47 Verified Questions
47 Flashcards
Source URL: https://quizplus.com/quiz/37942
Sample Questions
Q1) Consignment selling, liberal returns allowances, and rebate provisions are examples of __________ in a distribution programming arrangement.
A)financial assistance
B)protective provisions
C)reciprocal arrangements
D)conflict-generating mechanisms
E)price concessions
Q2) A periodic gathering of data on how channel members perceive the manufacturer's marketing program, its component parts, where the relationships are strong and weak, and what is expected of the manufacturer to make the channel relationship viable and optimal, is known as:
A)A cooperative approach to channel analysis.
B)Distribution programming.
C)Channel analysis by outside parties.
D)A marketing channel audit.
E)Distributor advisory council.
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11
Chapter 10: Product Issues in Channel Management
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39 Verified Questions
39 Flashcards
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Sample Questions
Q1) It is fair to say that many retailers have become ___________ about the profitability of the barrage of new products offered to them.
A)delighted
B)thrilled
C)angry
D)hyperskeptical, even cynical
E)happy and enthusiastic
Q2) 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
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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42 Verified Questions
42 Flashcards
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Sample Questions
Q1) Which of the following is most likely to have the effect of moving price points downward for a product category?
A)Inflation
B)Monopoly conditions
C)Shortages
D)Lack of new products
E)Advancing technology
Q2) A product cost a wholesaler $6.80. The wholesaler sold the product to a retailer for $10.00. The percentage gross profit on the wholesaler's cost is:
A)32%.
B)49.3%.
C)52.4%.
D)16.8%.
E)47%.
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Chapter 12: Promotion Through the Marketing Channel
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39 Verified Questions
39 Flashcards
Source URL: https://quizplus.com/quiz/37945
Sample Questions
Q1) Which of the following is not a feature of the Evergreen and Ivy display for candles?
A)It can be used by any kind of retailer.
B)It handles product that comes in one size.
C)Empty slots that need restocking are easily seen.
D)It takes up a minimum of floor space.
E)It is interesting and attractive.
Q2) In order for a cooperative advertising program to work effectively, the channel members must do all of the following except:
A)Have a sufficient inventory of the product.
B)Pass the high cost of print ads to the manufacturer.
C)Provide personal selling support as needed.
D)Offer adequate point of purchase display.
E)Expect the manufacturer to carefully administer the program.
Q3) Which of the following is not an example of displays and/or selling aids?
A)Point-of-purchase material
B)Dealer identification signs
C)Promotional kits
D)Mailing pieces
E)Billboards
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Page 14
Chapter 13: Logistics and Channel Management
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54 Verified Questions
54 Flashcards
Source URL: https://quizplus.com/quiz/37946
Sample Questions
Q1) The process when products are moved from the arriving truck and immediately loaded onto other trucks for delivery to stores is called:
A)Pass through shipping.
B)Cross-docking.
C)Just in time delivery.
D)Efficient transportation.
E)Non-warehousing.
Q2) To learn about channel members' logistics service demands, a channel manager can find all of the following methods helpful except:
A)Use discrete survey research.
B)Present them with alternatives and evaluate their cost-service tradeoffs.
C)Use his/her standard research.
D)Channel audits.
E)Board of directors feedback.
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Chapter 14: Evaluating Channel Member Performance
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41 Verified Questions
41 Flashcards
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Sample Questions
Q1) Evaluating channel members using separate performance evaluations:
A)Is simple and fast.
B)Is most disliked by the channel members themselves.
C)Offers little insight into overall performance.
D)All of the above.
E)Only a and c above.
Q2) A channel member's sales performance usually is compared to all of the following except:
A)That channel member's prior sales.
B)Industry sales.
C)The manufacturer's assigned sales quota.
D)Other channel members' sales.
E)Other channel members' quota attainments.
Q3) If a channel member is not meeting performance standards, the channel manager should:
A)Fire the channel member immediately.
B)Evaluate the evaluation process and criteria.
C)Make an effort to learn about the needs and problems of the channel member.
D)Put the channel member on probation.
E)Demand the channel member make immediate changes in order to improve.
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Chapter 15: Electronic Marketing Channels
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34 Verified Questions
34 Flashcards
Source URL: https://quizplus.com/quiz/37948
Sample Questions
Q1) Which of the following was not cited in the text as an advantage of electronic marketing channels?
A)Global scope and reach
B)Higher customer retention rate
C)Convenience/rapid transaction processing
D)Lower sales and distribution costs
E)Information processing efficiency and flexibility
Q2) Regarding the definition of electronic marketing channels, which of the following statements is <b>false</b>?
A)Involves the use of the Internet.
B)Involves accessibility of products and services to customers
C)The target markets must use some type of technologies that provide access to the Internet.
D)Consumers can shop online but not complete their transactions.
E)Web-enabled devices range from computers to e-readers to the Apple iPad.
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Chapter 16: Franchise Marketing Channels
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29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/37949
Sample Questions
Q1) The difference between single-unit and multi-unit franchises is:
A)Only franchisees operating multi-unit franchisees can own more than a single franchise..
B)In multi-unit franchisees, franchisees receive permission from the franchisor to own and operate more than one unit at the outset of their relationship, whereas single-unit franchises initially only receive permission to operate a single unit.
C)Multi-unit franchises require the franchisor to provide greater operational assistance to their franchisees than do they do for single-unit franchises.
D)There is no difference, they are different labels for the same form of franchise channel.
E)None of the above.
Q2) Which of the following statements best describes franchise channel structure?
A)It is generally structured between domestic and international channels.
B)It has a negative image in marketing
C)It has had a detrimental effect on customer participation
D)It is structured between single-unit and multi-unit franchises.
E)It is the basis for mass merchandising.
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Chapter 17: Marketing Channels for Services
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38 Verified Questions
38 Flashcards
Source URL: https://quizplus.com/quiz/37950
Sample Questions
Q1) Which of the following services would be the least difficult to standardize?
A)Legal advice
B)Psychiatric diagnosis
C)Architectural design
D)Automatic car wash
E)Medical care
Q2) Although standardization of services may be difficult to achieve, firms can attempt to:
A)Achieve standardization through training of employees.
B)Provide high levels of consistency.
C)Rationalize why standardization is not achieved.
D)Develop more franchises in order to achieve standardization.
E)Ignore the impact of lack of standardization of service on customers.
Q3) The service sector of the U.S. economy is approximately:
A)The same size as the manufacturing sector.
B)One-and-one-half times the size of the manufacturing sector.
C)Three times as large as the manufacturing sector.
D)Twice the size of the manufacturing sector.
E)One-half the size of the manufacturing sector.
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Page 19
Chapter 18: International Channel Perspectives
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38 Verified Questions
38 Flashcards
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Sample Questions
Q1) The channel variable of the marketing mix is especially sensitive because it often involves _________________ than the other variables.
A)higher levels of organization.
B)more person-to-person contact.
C)supervision of all channel members.
D)increased levels of evaluation.
E)more careful selection of channel members.
Q2) International variances in the adoption of technological change can especially affect the __________ flow.
A)negotiation
B)product
C)power
D)control
E)hydro
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Page 20