Marketing Management Set 25
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This set of Marketing Management Multiple Choice Questions & Answers (MCQs) focuses on Marketing Management Set 25
Q1 | A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them.
- possession
- profit
- image
- psychological
Q2 | Through their contacts, experience, specialization, and scale of operation, ______________ usually offer the firm more than it can achieve on its own.
- manufacturers
- producers
- direct marketers
- intermediaries
Q3 | Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms?
- direct marketing channel
- indirect marketing channel
- horizontal channel
- synthetic channel
Q4 | Using manufacturer’s representatives or sales branches is usually a characteristic of whichof the following channel forms?
- business marketing channels
- customer marketing channels
- service marketing channels
- direct marketing channels
Q5 | Transporting and storing goods is part of which of the following marketing channel functions?
- negotiation
- physical distribution
- contact
- matching
Q6 | Who sells to the customers?
- Semi wholesalers
- Wholesalers
- Retailer
- Distributor
Q7 | The benefits of marketing channels are……….
- Cost saving
- Time saving
- Financial support given
- All of above
Q8 | With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel.
- width
- depth
- length
- similarity
Q9 | Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
- Corporate vertical marketing systems
- Contractual vertical marketing systems
- Administered vertical
- None of the above
Q10 | Which of the following statements about the sales force in the 21st century is true?
- Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
- Transactional exchanges no longer occur
- Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
- Salespeople make little use of the Internet because they realize the importance of the personal touch
Q11 | When channel members assume responsibility for one or more of the marketing flows over at least two separate levels of distribution manufacturing and wholesaling, in fact, such systems are synonymous with both forward and backward vertical integration is known as…………
- Corporate vertical marketing systems
- Contractual vertical marketing systems
- Administered vertical marketing systems
- None of the above
Q12 | The difference between transactional selling and relationship selling is
- In transaction, selling buyers must pay cash
- In relationship selling, buyers and sellers must be related
- In transaction selling, sellers provide greater service
- In relationship selling, sellers work to provide value to their customers
Q13 | A ______________ is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.
- retailer
- wholesaler
- distribution channel
- middleman
Q14 | The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as………….
- Selling
- Sales policy
- Sales programme
- Sales planning
Q15 | Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's
- Natural conditions
- Technological feasibility
- Social and cultural norms
- Distribution structure
Q16 | Mr. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all the following EXCEPT
- Human resources
- Financial resources
- Service capabilities
- Social and cultural environment
Q17 | Which is not a strategic role of sales management?
- Tracking
- Reporting
- Delivery
- Optimizes distribution
Q18 | John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
- Determining compensation and incentives
- Equal treatment in hiring and promotion
- Respect for individuals in supervisory and training programs
- Fairness in the assignment of sales territories
Q19 | Market –oriented firms focus on:
- Retailers
- Distributors
- Customers
- Wholesalers
Q20 | Reorder point tells
- When to order
- How much to order
- When the order will reach
- All of the above
Q21 | Which of the following is not an area of responsibility for a logistics manager?
- Inventory
- Marketing
- Information systems
- Warehousing
Q22 | Which of the following should be the first step in designing a marketing channel?
- Exploring international opportunities
- Evaluating intermediaries
- Identifying what consumers want from the channel
- Identifying channel objectives
Q23 | Which type of product might require a more direct marketing channel to avoid delays and too much handling?
- products in their decline stage
- products in their maturity stage
- perishable products
- high-priced products
Q24 | The process of getting goods from manufacturers to customers has traditionally been known as ………….
- Physical Distribution
- Promotion
- Advertising
- Branding
Q25 | Managing both downstream and upstream flows and related information among suppliers, manufacturers, resellers and final consumers is known as ………….
- Supply Chain Management
- Promotion
- Advertising
- Branding