Chapter 15

Question 1

Organizations that assist in moving goods and services from producers to business (B2B) and from business to consumers (B2C)

Answer 1

Marketing Intermediaries

Question 2

A whole set of marketing intermediaries, such as agents, brokers, wholesalers, and retailers, that join together to transport and store goods in their path (or channel) from producers to consumers

Answer 2

Channel of Distribution

Question 3

Marketing intermediaries who bring buyers and sellers together and assist in negotiating an exchange but don’t take title to the goods

Answer 3

Agents/Brokers

Question 4

A marketing intermediary that sells to other organizations

Answer 4

Wholesaler

Question 5

An organization that sells to ultimate consumers

Answer 5

Retailer

Question 6

In economics, the want-satisfying ability, or value, that organizations add to goods or services

Answer 6

Utility

Question 7

Adding value to products by making them available when they’re needed

Answer 7

Time Utility

Question 8

Adding value to products by having them where people want them

Answer 8

Place Utility

Question 9

Doing whatever is necessary to transfer ownership from one party to another, including providing credit, delivery, installation, guarantees, and follow-up service

Answer 9

Possession Utility

Question 10

Adding value to products by opening two-way flows of information between marketing programs

Answer 10

Information Utility

Question 11

Adding value by providing fast, friendly service during and after the sale and by teaching customers how to best use products over time

Answer 11

Service Utility

Question 12

Independently owned firms that take title to the goods they handle

Answer 12

Merchant Wholesalers

Question 13

Wholesalers that furnish racks or shelves full of merchandise to retailers, display products, and sell on consignment

Answer 13

Rack Jobbers

Question 14

Wholesalers that serve mostly smaller retailers with a limited assortment of products

Answer 14

Cash-and-Carry Wholesalers

Question 15

Wholesalers that solicit orders from retailers an shave the merchandise directly shipped from a product to a buyer

Answer 15

Drop Shippers

Question 16

Distribution that puts products into as many retail outlets as possible

Answer 16

Intensive Distribution

Question 17

Distribution that sends products to only a preferred group of retailers in an area

Answer 17

Selective Distribution

Question 18

Distribution that sends products to only one retail outlet in a given geographic area

Answer 18

Exclusive Distribution

Question 19

Selling goods and serves to ultimate customers (e.g. you and me) over the internet

Answer 19

Electronic Retailing

Question 20

The sale of goods and services by telephone

Answer 20

Telemarketing

Question 21

Selling to consumers in their homes or where they work

Answer 21

Direct Selling

Question 22

Any activity that links manufacturers or intermediaries with the ultimate consumer

Answer 22

Direct Marketing

Question 23

A distribution system in which all of the organizations in the channel of distribution are owned by one firm

Answer 23

Corporate Distribution System

Question 24

A distribution system in which members are bound to cooperate through contractual agreements

Answer 24

Contractual Distribution

Question 25

A distribution system in which producers manage all of the marketing functions at the retail level

Answer 25

Administered Distribution System

Question 26

The process of managing the movement of raw materials, parts, work in progress, finished goods, and related information through all the organizations involved in the supply chain; managing the return of such goods, if necessary; and recycling materials when appropriate

Answer 26

Supply-Chain

Question 27

The marketing activity that involves planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit

Answer 27

Logistics

Question 28

The area of logistics that involves bringing raw materials, packaging, other goods and services, and information from suppliers to producers

Answer 28

Inbound Logistics

Question 29

The movement of goods within a warehouse, from warehouses to the factory flow, and from the factory floor to various workstations

Answer 29

Materials Handling

Question 30

The area of logistics that involves bringing goods back to manufacturer because of defects or for recycling materials

Answer 30

Reverse Logistics

Question 31

An organization that puts many small shipments together to create a simple large shipment that can be transported cost-effectively to the final destination

Answer 31

Freight Forwarder

Question 32

The use of multiple modes of transportation to complete a single long-distance movement of freight

Answer 32

Intermodal Shipping