test 3

Question 1

Distribution

Answer 1

Decisions and activities involved in making products available to customers when and where they want to purchase them

Question 2

Supply chain

Answer 2

Activities associated with the flow and transformation of products from raw materials through to the end customer

Question 3

Operations management

Answer 3

Total set of managerial activities used by an organization to transform resource inputs into goods, services, or both

Question 4

Logistics management

Answer 4

a) Planning, implementing, and controlling the efficient and effective flow and storage of products and information from the point of origin to consumption
b) In order to meet customers’ needs and wants

Question 5

Supply management

Answer 5

Processes that enable the progress of value from raw material to final customer and back to redesign and final disposition

Question 6

Supply chain management

Answer 6

Set of approaches used to integrate the functions of operations, logistics, supply, and marketing channel management

Question 7

Marketing channel

Answer 7

Group of individuals and organizations that direct the flow of products from producers to customers within the supply chain

Question 8

Role of Marketing Channels in Supply Chains

Answer 8

a) Primary role is to make products available at the right time at the right place in the right quantities
b) Providing customer satisfaction should be the driving force behind marketing channel decisions

Question 9

Marketing intermediaries

Answer 9

Link producers to other intermediaries or to ultimate consumers through contractual arrangements or through the purchase and resale of products

Play key roles in customer relationship management
Through distribution activities and maintaining databases and information systems

Question 10

Marketing- Information

Answer 10

Analyze sales data and other information in databases and other information systems. Perform or commission marketing research.

Question 11

Marketing Management

Answer 11

Establish strategic and tactical plans for developing customer relationships and organizational productivity

Question 12

Facilitating Exchanges

Answer 12

Choose product assortment that mach the needs of customers. Cooperate with channel members to to develop partnership.

Question 13

Promotion

Answer 13

Set promotional objectives. Coordinate advertizing, personal selling, sales promotion, publicity and packaging.

Question 14

Price

Answer 14

Establish pricing policies and terms of sales.

Question 15

Physical Distribution

Answer 15

Manage transportation, warehousing, materials handling, inventory control and communication.

Question 16

Significance of Marketing Channels

Answer 16

a) Channel decisions determine a product’s Market presence & Accessibility
b) Entail long-term commitments among a variety of firms
c) Difficult to change/undo marketing channel decisions

Question 17

Time utility

Answer 17

Making products available when the customer wants them

Question 18

Place utility

Answer 18

Making products available in locations where customers wish to purchase them

Question 19

Possession utility

Answer 19

Customer has access to the product to use or to store for future use

Question 20

Form utility

Answer 20

Assembling, preparing, or otherwise refining the product to suit customer needs

Question 21

Typical Marketing Channels for Consumer Products

Answer 21

Producers => Agents or Brokers => Wholesalers => Retailers => Consumers

Question 22

Typical Marketing Channels for Business Products

Answer 22

Producers => Agents => Industrial Distributors => Organizational Buyers

Question 23

Industrial distributor

Answer 23

Independent business organization that takes title to industrial products and carries inventories

Question 24

Manufacturers’ agent

Answer 24

Independent businessperson who sells complementary products from several producers in assigned territories and is compensated through commissions

Question 25

Advantages of industrial distributor

Answer 25

a) Perform required selling activities in local markets at a lower cost to a manufacturer b) Provide customers with credit services c) Pass on market information to producers d) Reduce producers’ capital requirements

Question 26

Disadvantages of industrial distributor

Answer 26

a) Difficult to control b) Not dependable to promote brand c) Less likely to handle items that need specialized facilities or extra selling efforts d) Lack specialized knowledge necessary to sell and service technical products

Question 27

Dual distribution

Answer 27

Use of two or more marketing channels to distribute the same products to the same target market

Question 28

Strategic channel alliance

Answer 28

Products of one organization are distributed through the marketing channels of another

Question 29

Intensive distribution

Answer 29

a) Uses all available outlets for distributing a product b) Appropriate for most convenience products c) Multiple channels may be used

Question 30

Selective distribution

Answer 30

a) Uses only some available outlets to distribute a product b) Appropriate for shopping products c) Desirable when a special effort is important to customers

Question 31

Exclusive distribution

Answer 31

a) Uses a single outlet in a fairly large geographic area to distribute a product b) Suitable for products purchased infrequently, consumed over a long period of time, or requiring service and information

Question 32

Strategic issues

Answer 32

a) Competitive priorities in marketing channels b) Channel leadership, cooperation, and conflict c) Channel Integration

Question 33

Competitive Priorities in Marketing Channels

Answer 33

a) Supply chains can provide a competitive advantage for many marketers b) Effective and efficient supply chain can sustain a business in a variety of competitive environments - Inefficient supply chains can lead to increased costs - Integrated supply chains lead to a holistic view of the supply chain

Question 34

Channel cooperation

Answer 34

reduces wasted resources

Question 35

Channel partnerships

Answer 35

can facilitate effective supply-chain management