Question 1

A product differentiation strategy includes all of the following except:

Accepted Answer

A)   It is based on differences in physical characteristics.
B)   It is intended to get consumers to perceive a significant difference.
C)   It can require channel member cooperation in the way the product is displayed, sold and serviced.
D)   Prices to consumers may be higher.
E)   Gross profit margins will increase through the life of the product.F) B) and E)
G) B) and D)

Question 2

The particular mix of products carried by a channel member at the wholesale or retail level is referred to in the text as its:

Accepted Answer

A)   Product line.
B)   Product mix.
C)   Merchandise mix.
D)   Merchandise variety.
E)   Assortment.F) B) and C)
G) A) and D)

Question 3

The main channel management issue in product line expansion and contraction strategies is:

Accepted Answer

A)   To balance trading up and trading down strategies.
B)   Trying to gain channel member support for reshaped product lines.
C)   Getting channel members to participate in product design.
D)   Convincing the channel members to accept a smaller product line.
E)   Speeding up shipments of the new product line so channel members will be able to sell it faster.F) A) and B)
G) A) and C)

Question 4

When dealing with product brand strategy,the most difficult channel management issues arise in connection with:

Accepted Answer

A)   Selling all products under one national brand.
B)   Selling products under several national brands.
C)   Selling all products under a private label.
D)   Selling products under both national and private brands.
E)   Selling all products under generic brands.F) C) and D)
G) A) and D)

Question 5

Acceptance of a new product by channel members __________ its acceptance by final users.

Accepted Answer

A)   effectively guarantees
B)   is necessary for
C)   is unrelated to
D)   is dependent upon
E)   is unconstrained byF) All of the above
G) C) and D)

Question 6

Product line expansion and contraction is becoming even more challenging for channel managers because:

Accepted Answer

A)   Too few new products are being released to support expansion.
B)   Power retailers are emphasizing store-by-store category management.
C)   The number of private label brands is decreasing.
D)   Retailers are requesting the development of new products.
E)   There is too much retail shelf space available.F) A) and C)
G) C) and D)

Question 7

Treating post-sales service as an afterthought is a shortcoming in:

Accepted Answer

A)   Profit management.
B)   Channel management.
C)   Logistics management.
D)   Customer service management.
E)   Training management.F) A) and B)
G) A) and E)

Question 8

Channel members judge a product package based on how well it meets their __________ requirements.

Accepted Answer

A)   stock and display
B)   size
C)   promotion
D)   durability
E)   recyclingF) C) and E)
G) B) and D)

Question 9

Consumer product companies launch more than 45,000 products each year.Yet,just over _______ maintain distribution for more than two years.

Accepted Answer

A)   40%
B)   25%
C)   39%
D)   5%
E)   10%F) A) and B)
G) A) and E)

Question 10

For the channel manager,the most powerful element of the marketing mix for gaining channel member cooperation is:

Accepted Answer

A)   Product.
B)   Price.
C)   Promotion.
D)   Logistics.
E)   It varies.F) A) and E)
G) All of the above

Question 11

It is fair to say that many retailers have become ___________ about the profitability of the barrage of new products offered to them.

Accepted Answer

A)   delighted
B)   thrilled
C)   angry
D)   hyperskeptical, even cynical
E)   happy and enthusiasticF) A) and E)
G) C) and D)

Question 12

K&B Manufacturing,in developing its new products,must recognize that its intermediaries will judge the acceptability of the new products based on:

Accepted Answer

A)   The amount of real innovation in the product.
B)   The cost of the new product relative to the cost of competitive products.
C)   The product's profit potential in terms of meeting established margin structures.
D)   The amount of advertising dollars offered to the intermediaries to support the new product.
E)   The demand by customers.F) A) and D)
G) All of the above

Question 13

Product decisions __________ channel management decisions.

Accepted Answer

A)   affect
B)   are dependent upon
C)   are independent of
D)   are made before
E)   are made afterF) B) and E)
G) A) and B)

Question 14

During the growth stage of the product life cycle,two overriding issues for channel management are:

Accepted Answer

A)   Providing for adequate product availability and considering changes in channel structure.
B)   Monitoring competitive products and dropping poorly performing channel members.
C)   Providing heavy promotional support and changing the channel structure.
D)   Monitoring competitive products and providing for adequate product availability.
E)   Educating channel members and evaluating their performance.F) A) and E)
G) A) and D)

Question 15

Which of the following was a major problem for Jaguar dealers when Ford introduced the X-Type Jaguar?

Accepted Answer

A)   Consumers did not like the color options available to them.
B)   Not enough of the models were produced so dealers had angry customers.
C)   The new technology used in the cars did not perform well.
D)   The leather seat coverings did not wear well.
E)   Ford was careless about quality, which resulted in higher warranty costs.F) B) and C)
G) A) and D)

Question 16

Training for channel members to sell new products successfully:

Accepted Answer

A)   Should be conducted by the manufacturer if the channel members request it.
B)   Is necessary only for industrial products or complex consumer products.
C)   Should be planned as the new product is being developed.
D)   Is useful only during the introductory stage of the product life cycle.
E)   Is unnecessary except for highly technical products.F) C) and D)
G) D) and E)

Question 17

The channel manager's efforts to manage the marketing channels effectively should focus on:

Accepted Answer

A)   Creating synergy among the four components of the marketing mix.
B)   Motivating channel managers.
C)   Understanding advertising and promotions that attract customers.
D)   Developing the firm's marketing objectives.
E)   Using good communication skills with channel members.F) B) and E)
G) A) and B)

Question 18

Which of the following is a false statement about when a manufacturer is developing new products and involvement of channel members?

Accepted Answer

A)   Channel members should have experts at the manufacturer's plant during product development.
B)   Channel members should be consulted to determine whether new products will be acceptable.
C)   Channel members should be asked to react to new product and package prototypes.
D)   Channel members should provide feedback during the test-marketing stage.
E)   Channel members should be asked for new product ideas.F) A) and E)
G) B) and D)

Question 19

Manufacturers have to exert a lot of effort to gain channel member acceptance of new products because of all the following except:

Accepted Answer

A)   There are far more new products than shelf space to hold them.
B)   Channel members have hard data on product profitability.
C)   Shelf space is an asset channel members can "sell" to manufacturers.
D)   Channel members want salable items.
E)   Manufacturers are experts in identifying what customers want.F) D) and E)
G) A) and E)

Exam 10: Product Issues in Channel Management

Which of the following was a major problem for Jaguar dealers when Ford introduced the X-Type Jaguar?

Correct Answer
verified

Manufacturers have to exert a lot of effort to gain channel member acceptance of new products because of all the following except:

Correct Answer
verified

For the channel manager,the most powerful element of the marketing mix for gaining channel member cooperation is:

Correct Answer
verified

K&B Manufacturing,in developing its new products,must recognize that its intermediaries will judge the acceptability of the new products based on:

Correct Answer
verified

Which of the following is a false statement about when a manufacturer is developing new products and involvement of channel members?

Correct Answer
verified

During the growth stage of the product life cycle,two overriding issues for channel management are:

Correct Answer
verified

Training for channel members to sell new products successfully:

Correct Answer
verified

A product differentiation strategy includes all of the following except:

Correct Answer
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Treating post-sales service as an afterthought is a shortcoming in:

Correct Answer
verified

The main channel management issue in product line expansion and contraction strategies is:

Correct Answer
verified

Product line expansion and contraction is becoming even more challenging for channel managers because:

Correct Answer
verified

Consumer product companies launch more than 45,000 products each year.Yet,just over _______ maintain distribution for more than two years.

Correct Answer
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Acceptance of a new product by channel members __________ its acceptance by final users.

Correct Answer
verified

It is fair to say that many retailers have become ___________ about the profitability of the barrage of new products offered to them.

Correct Answer
verified

The channel manager's efforts to manage the marketing channels effectively should focus on:

Correct Answer
verified

Channel members judge a product package based on how well it meets their __________ requirements.

Correct Answer
verified

The particular mix of products carried by a channel member at the wholesale or retail level is referred to in the text as its:

Correct Answer
verified

When dealing with product brand strategy,the most difficult channel management issues arise in connection with:

Correct Answer
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Product decisions __________ channel management decisions.

Correct Answer
verified

Exam 10: Product Issues in Channel Management

Which of the following was a major problem for Jaguar dealers when Ford introduced the X-Type Jaguar?

Correct AnswerverifiedShow Answer

Manufacturers have to exert a lot of effort to gain channel member acceptance of new products because of all the following except:

Correct AnswerverifiedShow Answer

For the channel manager,the most powerful element of the marketing mix for gaining channel member cooperation is:

Correct AnswerverifiedShow Answer

K&B Manufacturing,in developing its new products,must recognize that its intermediaries will judge the acceptability of the new products based on:

Correct AnswerverifiedShow Answer

Which of the following is a false statement about when a manufacturer is developing new products and involvement of channel members?

Correct AnswerverifiedShow Answer

During the growth stage of the product life cycle,two overriding issues for channel management are:

Correct AnswerverifiedShow Answer

Training for channel members to sell new products successfully:

Correct AnswerverifiedShow Answer

A product differentiation strategy includes all of the following except:

Correct AnswerverifiedShow Answer

Treating post-sales service as an afterthought is a shortcoming in:

Correct AnswerverifiedShow Answer

The main channel management issue in product line expansion and contraction strategies is:

Correct AnswerverifiedShow Answer

Product line expansion and contraction is becoming even more challenging for channel managers because:

Correct AnswerverifiedShow Answer

Consumer product companies launch more than 45,000 products each year.Yet,just over _______ maintain distribution for more than two years.

Correct AnswerverifiedShow Answer

Acceptance of a new product by channel members __________ its acceptance by final users.

Correct AnswerverifiedShow Answer

It is fair to say that many retailers have become ___________ about the profitability of the barrage of new products offered to them.

Correct AnswerverifiedShow Answer

The channel manager's efforts to manage the marketing channels effectively should focus on:

Correct AnswerverifiedShow Answer

Channel members judge a product package based on how well it meets their __________ requirements.

Correct AnswerverifiedShow Answer

The particular mix of products carried by a channel member at the wholesale or retail level is referred to in the text as its:

Correct AnswerverifiedShow Answer

When dealing with product brand strategy,the most difficult channel management issues arise in connection with:

Correct AnswerverifiedShow Answer

Product decisions __________ channel management decisions.

Correct AnswerverifiedShow Answer

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