Marketing Channels
Exam Practice Tests
Course Introduction
This course explores the structure, function, and management of marketing channels through which goods and services move from producers to consumers. Students will examine the critical decisions involved in designing, selecting, and integrating various channel members such as wholesalers, retailers, agents, and brokers. Emphasis is placed on channel strategy, relationships, conflict resolution, logistics, and emerging trends such as omnichannel marketing and digital platforms. The course combines theoretical frameworks with real-world case studies to develop skills in channel analysis, selection, and performance evaluation, preparing students to create effective distribution strategies in a dynamic market environment.
Recommended Textbook
Business Marketing Management B2B EMEA Edition 1st Edition by Thomas Speh
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14 Chapters
1081 Verified Questions
1081 Flashcards
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Chapter 1: A Business Marketing Perspective
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) The method of classifying industrial goods into meaningful categories in the business market centers on this question:
A)How does the industrial good enter the production process and the cost structure of the firm?
B)How much effort are organizational buyers willing to exert in purchasing this industrial good?
C)Will organizational buyers purchase this industrial good from a distributor or directly from a manufacturer?
D)What is the weight and unit value of the industrial good?
E)How many product alternatives are organizational buyers willing to consider before making a choice?
Answer: A
Q2) The intended use of the product and the intended consumer distinguishes business marketing from consumer-goods marketing.
A)True
B)False
Answer: True
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Page 3
Chapter 2: Organizational Buying Behavior
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76 Flashcards
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Sample Questions
Q1) Those buying decisions that involve a large set of choice alternatives and pose little uncertainty,and involve buyers actively searching for information,applying sophisticated analysis techniques,and careful consideration of long-term needs are called:
A)simple modified rebuy.
B)complex modified rebuy.
C)casual purchases.
D)routine low priority purchases.
E)specialty purchases.
Answer: B
Q2) Members of the buying center are generally in agreement concerning the criteria that should be used in evaluating the merits of alternative suppliers.
A)True
B)False
Answer: False
Q3) Key influencers are frequently located outside of the____________________department.
Answer: Purchasing
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Chapter 3: Customer Relationship Management Strategies for Business Markets
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71 Verified Questions
71 Flashcards
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Sample Questions
Q1) Relationship commitment exists when one party has confidence in a partner's reliability and integrity.
A)True
B)False
Answer: False
Q2) On-going transactions in the business market where the customer and the supplier focus only on the timely exchange of standard products at competitive prices could be described as:
A)transactional exchange.
B)a partnership.
C)collaborative exchange.
D)a strategic alliance.
E)a joint venture.
Answer: A
Q3) Buying firms prefer a transactional relationship when there are few alternatives and the complexity of purchase is high.
A)True
B)False
Answer: False
Page 5
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Chapter 4: Segmenting the Business Market and Estimating
Segment Demand
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104 Flashcards
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Sample Questions
Q1) ____________________-focused customers are committed to being first to market with new technologies and seek new-product-development expertise that will attract new customers.
Q2) Your first task as a product manager at Dow Chemical is to evaluate the market segmentation strategy followed by your predecessor.For the past four years,this manager had been dividing the market on the basis of NACE codes and developing a separate marketing strategy for each of 5 different NACE industries.Describe the specific steps that you would follow in evaluating the existing segmentation plan.What factors might prompt you to seriously consider making a change in the existing segmentation approach?
Q3) The information needed for micro level segmentation in the business market can usually be drawn from available secondary sources.
A)True
B)False
Q4) Because a specific industrial good is often used in different ways,the marketer can divide the market using the NACE?
A)True
B)False
Page 6
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Chapter 5: Business Marketing Planning: Strategic Perspectives
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Sample Questions
Q1) The composition of the marketing strategy center is neatly prescribed on the organizational chart.
A)True
B)False
Q2) For a strategy to succeed,individuals in a company must understand and share a common definition of a firm's existing business concept.For example,ask any employee at Dell and they will tell you about the "Dell model" that sets them apart from competitors.A critical component of a business model is the core strategy.Describe the key elements that are involved in setting a core strategy.
Q3) Which of the following describes where the firm competes?
A)The business mission.
B)The product scope.
C)The market scope.
D)All of the above.
E)(b) and (c) only.
Q4) A central challenge for the business marketer during the strategy formulation process is to minimize interdepartmental conflict while fostering shared appreciations of the interdependencies with other functional units.Explain.
Page 7
Q5) The____________________determines how the firm chooses to compete.
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Chapter 6: Business Marketing Strategies for Global Markets
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76 Flashcards
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Sample Questions
Q1) A firm that includes rapidly developing economies (RDEs)in their global cost structures can realize savings of _____ in the landed costs of their products.
A)0 to 20 percent
B)20 to 40 percent
C)40 to 60 percent
D)60 to 80 percent
Q2) _____ is one in which a firm's competitive position in one country is significantly influenced by its position in other countries.
A)A multidomestic industry
B)A differentiated industry
C)A global industry
D)An export-based industry
E)A coordinated industry
Q3) In multidomestic industries,a firm's competitive position in one country is significantly influenced by its position in other countries.
A)True
B)False
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Page 8
Chapter 7: Managing Products for Business Markets
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66 Flashcards
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Sample Questions
Q1) Industrial product lines that are offered only in certain configurations and are produced in anticipation of orders are called:
A)custom-designed items.
B)services.
C)catalogue items.
D)custom-built items.
E)component items.
Q2) The first stage of the quality movement:
A)centers on conformance to standards or success in meeting specifications.
B)emphasized that quality was more than a technical specialty.
C)examines a firm's quality performance relative to competitors.
D)focuses on market-perceived quality and value versus that of competitors.
Q3) A lathe manufacturer that offers a line of products in different sizes,with a range of options (such as different motor sizes)and accessories for different applications is a producer of:
A)custom-designed items. B)services.
C)catalog items.
D)custom-built items.
E)proprietary items.
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Chapter 8: Managing Services for Business Markets
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75 Flashcards
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Sample Questions
Q1) Services are:
A)deeds.
B)processes.
C)performances.
D)all of the above.
E)(b) and (c) only.
Q2) Customer____________________represents teh internal and subjective response a business customer has to any direct or indirect contact with a company.
Q3) Many business offerings are composed of a combination of product and service elements.From the following,choose the correct ordering,from tangible dominant to intangible dominant,of the items listed.
A)industrial grease, executive management seminars, convention hotel
B)executive management seminars, industrial grease, convention hotel
C)convention hotel, industrial grease, executive management seminars
D)convention hotel, executive management seminars, industrial grease
E)industrial grease, convention hotel, executive management seminars
Q4) The more labor-intensive the service,the less uniform will be the output.
A)True
B)False
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Chapter 9: Managing Innovation and New Industrial
Product
Development
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Sample Questions
Q1) Compared with induced strategic behavior,autonomous or____________________initiatives are more likely to involve a communication process that departs from the regular work flow and the hierarchical decision-making channels.
Q2) New products ideas flow from:
A)top management who know the company's strengths and weaknesses.
B)salespersons who are close to customer needs.
C)channel members.
D)all of the above.
E)(a) and (b) only.
Q3) Successful product innovators in the computer industry:
A)emphasize real-time communication within new product development teams and across product teams.
B)do not invest in any version of the future but, instead, use a variety of low-cost probes to create many options for the future.
C)carefully manage the transition between current and future projects.
D)all of the above
E)(a) and (c) only
Q4) Disruptive strategies can take two forms: ____________________ disruptions and ____________________.
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Chapter 10: Managing Business Marketing Channels
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Sample Questions
Q1) Business marketing channels typically include fewer types of intermediaries than consumer-goods channels.
A)True
B)False
Q2) A large consumer goods company recently entered the business market with a new product with broad industrial application.They must develop a channel of distribution through which the product will be sold.Discuss,generally,the key factors the company must evaluate in designing the channel.
Q3) The need to employ more than one type of industrial channel of distribution arises as a result of:
A)different target markets sought by the firm.
B)a geographically concentrated market.
C)different marketing tasks associated with different products produced by the firm.
D)both (a) and (c)
E)all of the above
Q4) A direct sales force is best used for complex sales opportunities.
A)True
B)False
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Chapter 11: Supply Chain Management
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88 Flashcards
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Sample Questions
Q1) Which of the following statements is false regarding the relationship of the Internet and SCM?
A)The Internet promotes efficiency across the supply chain.
B)The Internet promotes effectiveness across the supply chain.
C)The Internet permits suppliers to gain real-time knowledge of their customer's needs for materials and components.
D)The use of the Internet as a part of supply chain management has allowed business marketers develop new products in a more timely manner.
E)The Internet has provided companies the opportunities to increase channel inventories.
Q2) Reasons for having inventories in business channels include the inability of business customers to predict their demand perfectly and operational problems in the logistics system that can cause stockouts.
A)True
B)False
Q3) Innovative approaches to tighten the distribution process,bolstering links with suppliers and customers,and integrating production and marketing is described by the term ____________________management.
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13
Chapter 12: Pricing Strategy for Business Markets
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Sample Questions
Q1) If the business marketer's product input plays an insignificant role in the final product's total cost,demand is likely elastic.
A)True
B)False
Q2) How do conditions differ in hypercompetitive environments as opposed to traditional markets? How can business marketers create and/or use hypercompetitive rivalries to their advantage and how can they predict the reactions of their competitors to their pricing actions?
Q3) Which of the following are questions that must be addressed when determining responses to a competitor's threat?
A)If you respond, is the competitor willing and able to lower their price again?
B)Is our position in other markets at risk if the competitor gains market share?
C)Is there a response that would cost you more than the preventable sales loss?
D)All of the above.
E)Only (a) and (b).
Q4) Because making competitive bids is costly and time-consuming,firms should choose potential bid opportunities with care.
A)True
B)False
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Chapter 13: Business Marketing Communications
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Sample Questions
Q1) Internally mediated rewards are those controlled and offered by managers or customers.
A)True
B)False
Q2) When each industrial salesperson performs all of the selling tasks associated with all of the firm's products,and performs these tasks for all customers in a particular territory,the sales force is organized on:
A)a customer basis.
B)a market-centered basis.
C)a geographical basis.
D)a product basis.
E)a cluster basis.
Q3) The communications process attempts to take potential buyers sequentially from unawareness of a product to____________________,to brand preference,to conviction that a particular purchase will fulfill their requirements,and ultimately to____________________.
Q4) The structure of the buying center in a traditional selling focus is indicated by the ____________________ and a few other individuals are involved in the buying decision.
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Chapter 14: Marketing Performance Measurement
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Sample Questions
Q1) Dell Computer entered into a strategic alliance with Lexmark,a producer of printers and ink cartridges,to provide a more direct challenge to Hewlett-Packard (H-P)-the market leader in printer and cartridge sales.Clearly,this will take time and a well conceived strategy by Dell because H-P has about 50 percent market share in printer sales and a huge installed base of printer customers around the world.For this strategic initiative in the printer business,describe how Dell might use a strategy map to illustrate objectives,targets,and strategies as well as measures it might use to assess its performance in this new business.
Q2) In the balanced scorecard,the ____________________ perspective describes the business processes that have the greatest effect on the chosen strategy,such as customer relationship management,innovation management or supply-chain management.
Q3) The ____________________coupled with the balanced scorecard provides a valuable framework by describing the strategy,detailing objectives for the processes that create value and the organizational assets needed to support them.
Q4) Warehousing costs fit into an activity-based cost system but advertising costs do not.
A)True B)False
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