Logistics and Channel Management
Final Test Solutions
Course Introduction
This course provides a comprehensive overview of the principles and practices involved in logistics and channel management, focusing on the movement of goods, services, and information from manufacturers to end consumers. Students will explore topics such as supply chain design, inventory management, transportation strategies, warehousing, and the integration of logistics with marketing channels. Emphasis is placed on the coordination and optimization of channel members, distribution networks, and the use of technology to improve efficiency and customer satisfaction. Real-world cases and current trends such as e-commerce, globalization, and sustainability in logistics are also discussed to equip students with practical skills and strategic insights for managing modern channel systems.
Recommended Textbook
Marketing Channels A Management View 8th Edition by Bert Rosenbloom
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18 Chapters
801 Verified Questions
801 Flashcards
Source URL: https://quizplus.com/study-set/608
Page 2
Chapter 1: Marketing Channel Concepts
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50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/11500
Sample Questions
Q1) In contrast to the development of channel structure,when the channel manager develops ancillary structure,he or she is dealing with facilitating agencies that are:
A) Outside of the channel decision-making process.
B) An integral part of the decision-making process.
C) More committed to the long-term survival of the channel.
D) Able to provide additional cost saving services.
E) Capable of offering new information to the manager.
Answer: A
Q2) According to the text,the most promising avenue for gaining a sustainable competitive advantage today is through an emphasis on:
A) Pricing strategy.
B) Channel strategy.
C) Promotion strategy.
D) Product strategy.
E) Supply strategy.
Answer: B
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Chapter 2: The Channel Participants
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/11501
Sample Questions
Q1) Retailers have been using scanner data to perform all of the following except:
A) Pay and promotion analysis.
B) Promotion and pricing decisions.
C) Shelf management.
D) Direct product profitability.
E) Forecasting.
Answer: A
Q2) 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
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4
Chapter 3: The Environment of Marketing Channels
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63 Verified Questions
63 Flashcards
Source URL: https://quizplus.com/quiz/11502
Sample Questions
Q1) Gift wrapping paper on a grocer's shelf is an example of:
A) Vertical integration.
B) Scrambled merchandise.
C) Retail assortment.
D) Horizontal integration.
E) Channel dysfunction.
Answer: B
Q2) When a supplier requires its channel members to carry a broad group of its products in order to sell any particular product in the supplier's line,the supplier is involved in:
A) Selective distribution.
B) Exclusive dealing.
C) Full-line forcing.
D) Resale restrictions.
E) Price maintenance.
Answer: C
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5
Chapter 4: Behavioral Processes in Marketing Channels
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53 Verified Questions
53 Flashcards
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Sample Questions
Q1) The marketing channel should be viewed as:
A) An economic system only.
B) An economic system affected solely by economic variables.
C) A behavioral system affected only by economic variables.
D) A business environment.
E) An interorganizational social system.
Q2) Conflict between Burger King and its franchisees has occurred because:
A) Increases in Burger King's product line.
B) Burger King raising fees it charges its franchisees.
C) Greater push by Burger King to use online web sites to market its burgers.
D) Burger King franchisees were forced to set low prices for some menu items.
E) Burger King forced improvements of franchisee profit margins.
Q3) All of the following are advantages of using arbitration for resolving channel conflict except:
A) It lessens secrecy.
B) It is less expensive than litigation.
C) It confronts problems in their incipient stages.
D) It is relatively fast.
E) It often involves industry experts.
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Page 6
Chapter 5: Strategy in Marketing Channels
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44 Verified Questions
44 Flashcards
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Sample Questions
Q1) Infiniti's approach to selling cars,according to the company,stresses:
A) Tradition but with more "class".
B) Aims to communicate to its dealers that they must be the best and create high consumer expectations.
C) Extensive use of the Internet.
D) A strict one-price policy.
E) elimination of dealer salespeople to move to a higher technological computer-based approach to car sales.
Q2) The strategic alliance between Procter & Gamble and Wal-Mart is an example of the __________ that can be created between manufacturers and channel members.
A) legal partnerships
B) synergy
C) profit
D) value
E) exclusivity
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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) 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.
Q2) Selective distribution is:
A) The use of as many outlets as possible.
B) Usually preferred for the distribution of industrial operating supplies.
C) The use of one intermediary in a particular market area.
D) When not all available distributors are used, rather a carefully chosen group.
E) Standard practice in the distribution of convenience goods.
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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) In general,the most specific source of information on prospective channel members in a particular industry is:
A) The National Retail Federation.
B) The appropriate trade association.
C) The National Association of Wholesale Distributors.
D) Industrial Distribution magazine.
E) The Census of Wholesale Trade and the Census of Retail Trade.
Q2) 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.
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9
Chapter 8: Target Markets and Channel Design Strategy
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43 Verified Questions
43 Flashcards
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Sample Questions
Q1) Consumers willing to travel somewhat further to gain access to a store with special services are exhibiting:
A) Price sensitivity.
B) Trade-off behavior.
C) Niche market response.
D) Convenience minimization behavior.
E) Service elasticity.
Q2) In terms of market geography,the channel manager's responsibilities are to:
A) Delineate the geographic location of target markets.
B) Measure, track and forecast geographical changes.
C) Achieve high customer service in all locations.
D) Identify where customers make their purchases.
E) Identify costs in high density and low density regions.
Q3) In 2010,it is estimated that about ______ percent of the retail sales were made over the Internet.
A) 1
B) 4
C) 12
D) 17
E) 74
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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/11508
Sample Questions
Q1) In a marketing channel communication system,indirect-flow information media include all of the following except:
A) Product catalogs.
B) Trade journals.
C) Government publications.
D) Marketing research agencies.
E) Advertising agencies.
Q2) Which of the following is a false statement about marketing channel audits?
A) They should be conducted at regular periods.
B) Audits should cross-reference results by type of intermediary, geographic area, sales volume and other relevant variables.
C) Manufacturers can identify emerging issues as well as current perceptions.
D) Audits aid manufacturers in determining what problems have already been solved.
E) Manufacturers can gather information on how channel members perceive the marketing program.
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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) During the decline stage of the product life cycle,it is not unusual to find all of the following except:
A) Some channel members who still carry the product in question.
B) A high proportion of low volume channel members.
C) Small orders by channel members.
D) High costs of servicing channel members.
E) Increased profit margins.
Q2) Large supermarkets have selected small food manufacturers to provide natural food items for their stores because:
A) Customers are demanding products made by small manufacturers.
B) Of the small manufacturer's credibility.
C) Large supermarkets can exert greater control over small manufacturers.
D) Costs to the supermarkets are lower.
E) Small food manufacturers are offering large incentives.
Q3) Product service:
A) Should be considered as an important strategic issue.
B) Is generally outside the area of channel management.
C) Should be in the realm of logistics management.
D) Is the responsibility of the channel members other than the manufacturer.
E) Is really a product management issue.
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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) Gross margins for retailers of __________ are on the average lower than for retailers of ___________.
A) Vending machines; liquor
B) Furniture; fuel oil
C) Gasoline service stations; furniture
D) Household appliances; liquor
E) Groceries: fuel oil
Q2) An item cost a manufacturer $4 to produce.It has a wholesale trade discount of 66% and a retail trade discount of 50%.The list price of the item is $15.Assuming the retailer sold the item for $12,the dollar gross margins received by the manufacturer,wholesaler,and retailer are respectively:
A) $5.90, $2.40, $4.50.
B) $4.50, $1.10, $2.40.
C) $1.10, $2.40, $4.50.
D) $1.40, $2.50, $7.50.
E) $2.64, $2.40, $6.96.
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13
Chapter 12: Promotion through the Marketing Channel
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39 Verified Questions
39 Flashcards
Source URL: https://quizplus.com/quiz/11511
Sample Questions
Q1) It is now easier for manufacturers to measure the effect of promotional allowances because of:
A) Simpler programs and closer administration.
B) More generous allowances.
C) Outside consulting firms.
D) Smartphones.
E) New cash register technology.
Q2) The practice whereby intermediaries,under special promotional deals,buy more inventory than they possibly could sell in a reasonable period of time is known as:
A) Promo dealing.
B) Inventory stocking.
C) Trade loading.
D) Blitz buying.
E) Rebate raking.
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14
Chapter 13: Logistics and Channel Management
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54 Verified Questions
54 Flashcards
Source URL: https://quizplus.com/quiz/11512
Sample Questions
Q1) "The right amount of the right product,in the right place,at the right time and in the right condition" is incomplete; it also is essential to consider:
A) The right levels of service.
B) The right packages.
C) The right managers.
D) The right price.
E) The right size.
Q2) The key elements of customer service described by LaLonde include all of the following except:
A) Product availability.
B) Packaging options available.
C) Order cycle time.
D) Post-sale product support.
E) Distribution system information.
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15
Chapter 14: Evaluating Channel Member Performance
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41 Verified Questions
41 Flashcards
Source URL: https://quizplus.com/quiz/11513
Sample Questions
Q1) One frequently cited ratio is that about __________ percent of the channel members account for about __________ percent of sales.
A) 80; 20
B) 30; 70
C) 70; 30
D) 40; 60
E) 20; 80
Q2) Channel member performance audits:
A) Should be conducted for all channel members at all levels at the same time.
B) Should be conducted for all channel members at one level at the same time.
C) Should be done for all wholesalers or retailers of the same type at the same time.
D) Should be conducted for only one channel member at a time.
E) Should be periodic and comprehensive.
Q3) According to the text,the evaluation of channel member performance is:
A) Of less importance than employee evaluation.
B) More important than employee evaluation.
C) Of equal importance to employee evaluation.
D) Easier to do than employee evaluation.
E) Done far more frequently than employee evaluation.
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Page 16
Chapter 15: Electronic Marketing Channels
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34 Verified Questions
34 Flashcards
Source URL: https://quizplus.com/quiz/11514
Sample Questions
Q1) The reduction in the number of middlemen in marketing channels resulting from the use of Internet-based marketing channels is referred to as:
A) Reintermediation.
B) Disproportion.
C) Disintermediation.
D) Rationalized distribution.
E) Vertical disintegration.
Q2) With regard to channel management,the availability of the Internet means that:
A) Channel management can move to "automatic pilot".
B) Coordinating the marketing mix is not as crucial.
C) Decisions concerning channels will be less complicated.
D) Decisions concerning channels will be more complex.
E) Gaining information about channel members will be easier.
Q3) Autobytel,Inc.,is really a:
A) Broker.
B) Conventional retailer.
C) Auto dealer.
D) Software company.
E) Wholesale auto distributor.
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Page 17
Chapter 16: Franchise Marketing Channels
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29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/11515
Sample Questions
Q1) One downside for franchisors participating in franchise channels is:
A) Increased management flexibility
B) Low expectations among franchisees
C) Increased regulatory scrutiny.
D) Limited independence of the franchisee.
E) All of the above are about equal.
Q2) 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.
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18
Chapter 17: Marketing Channels for Services
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39 Verified Questions
39 Flashcards
Source URL: https://quizplus.com/quiz/11516
Sample Questions
Q1) Service retailers,as opposed to tangible goods retailers,need to recognize all of the following except:
A) Profit after labor costs replaces gross margin as a key financial measure.
B) Personal selling often will be needed.
C) Exact prices can be quoted to customers.
D) Adjustment policies are needed since returns are not possible.
E) Supervisors must be able to assess the quality of service that is provided to customers.
Q2) Complete standardization of a service:
A) Is an effective way to make services more tangible.
B) Tends to decrease the perishability of the service.
C) Is easier for consumer services than for industrial services.
D) Is not possible.
E) Is not recommended.
Q3) The separability of a tangible product from its producer means that:
A) The product itself can counteract poor distribution.
B) Differentiating tangible products is straightforward.
C) Pricing strategies are far easier than for services.
D) Cost efficiencies are easier to achieve.
E) Both products and services require high delivery standards.
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Chapter 18: International Channel Perspectives
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38 Verified Questions
38 Flashcards
Source URL: https://quizplus.com/quiz/11517
Sample Questions
Q1) 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.
Q2) The specific variables that should be considered when choosing a foreign channel should be:
A) Generalized for geographically contiguous foreign countries.
B) Projected from the United States to other Western environments.
C) Universally applied to gain greater efficiency.
D) Considered on a case-by-case basis.
E) Generalized for the market, product, and environmental categories.
Q3) The motivational program most frequently used by U.S.manufacturers for their foreign channel members is:
A) Distribution programming.
B) Partnership.
C) Strategic alliance.
D) Cooperative.
E) Coercive leadership.
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