ÔN TẬP SCM 400

QUIZ 1: Introduction to distribution channel management
1. Which of the following choices describes the statements given below?
Statement 1: Distribution channel management aims to bridge the gap between the supplier
to the end user.
Statement 2: Contractual efficiency is concerned with the entire process of starting and
operating the supply chain.
A. Both statements are correct
B. Both statements are incorrect
C. First statement is correct, and second statement is incorrect
D. First statement is incorrect, and second statement is correct
Statement 1: Matching as a function of the distribution channel involves customer

engagements.
Statement 2: The allocation of distribution tasks to intermediaries will result to a higher
distribution efficiency
3. Which among the following statements describe a distribution channel?
A. Group of distributors
B. Shop or other retail outlets
C. Product route through the supply chain
D. An electronic network
4. The marketing channel structure is composed of?
A. Trade barges navigating coastal waters
B. Manufacturers, intermediaries, and end-user
C. Manufacturers, wholesalers, and retailers only
D. Service providers, manufacturers, and advertisers
5. Which among the following functions of marketing channel is focused on developing and
spreading persuasive image about the firm's product offered in the market?
A. Information
B. Communication
C. Distribution
D. Transfer
6. How many levels of intermediaries are there in a direct sales channel?
A. Three
B. Two
C. One
D. Zero
7. Which of the marketing channel flow is completed when the wholesaler provides data
regarding schedule of shipments?
A. Information flow
B. Negotiation flow
C. Ownership flow
D. Promotion flow
8. Which among the 4P's of marketing should be initiated by the manufacturer when the
product is in its introductory stage?
A. Product
B. Promotion
C. Place
D. Price
9. Which among the channel flows describe the interplay of the buying and selling
functions associated with the transfer of ownership?
A. Product flow
B. Negotiation flow
C. Ownership flow
D. Information flow
10. Which among the 4P's of Marketing contributes to the sustainability of the competitive
advantage of manufacturers?
A. Product
B. Promotion
C. Place
D. Process
11. Which among the following statements is true with reference to ancillary structure (cấu
trúc phụ trợ)
A. Institutions and parties that assist channel members in the performance of distribution
tasks
B. Allocated to workers specializing in performing the task
C. Concerned with the entire process of starting and operating the supply chain
D. Level of negotiation efforts between sellers and buyers
12. What ancillary structure helps in the physical distribution of the goods through the
supply chain?
A. Transportation company
B. Insurance company
C. Banks
D. Advertising agency
QUIZ 2: Marketing Channel Participants

1. Which of the following statements describe the choices given below?
Statement 1: Sales contact as a distribution task is executed when the wholesaler provides the
customers with the ability to purchase the quantity they need.
Statement 2: Processing orders as a distribution task of wholesaler is attained when the
wholesaler reach a significant portion of the manufacturers customers.
A. Both statement are correct
C. First statement is correct, second statement is incorrect
D. First statement is incorrect, second statement is correct
2. All of the following are distribution functions of wholesalers for customers, except?
A. Breaking bulk
B. Processing orders
C. Assortment convenience
D. Product availability
3. This function is executed when the wholesalers enjoy a widely dispersed inventories at a
low cost?
A. Storage
B. Divide large quantities
C. Breaking bulk
Statement 1: The retailer accept large shipments of goods then divide in quantity into
consumer lots for the convenience of final users.
Statement 2: The agent and brokers received a salary from the manufacturer when they
execute their function within the interplay of buying and selling.
5. The wholesaler's ability to bring together a variety of products from different

manufacturers is?
A. Breaking bulk
B. Technical support
C. Assortment convenience
D. Product line analysis
6. Who among the marketing channel participants perform the market coverage and sales
contacts for manufacturers?
A. Selling agent
B. Retailers
C. Brokers
D. Manufacturing agents
7. Who among the members of the supply chain engages in extracting and producing
goods?
A. Retailers
B. Manufacturers
C. Wholesalers
D. Supplier
Statement 1: The wholesaler is providing assuring product availability when the wholesaler
conducts personal selling and display of supplier's products.
Statement 2: The wholesaler delivers a proactive and immediate support to customers
anytime is an avenue of showing customer service.
9. Which of the following functions is not a service of retailers for manufacturers?
A. Manpower and physical service
B. Personal assistance
C. Relay customer demand
D. Credit and financial services
10. The use of modern marketing strategies and the application of advanced technology are
part of?
A. Retailers tasks for manufacturers
B. Wholesalers tasks for consumers
C. Power of retailers
D. Retailers tasks for consumers
11. What classification of retailers comprises general merchandise, single line store and
specialty store?
A. Kind of business
B. Ownership of establishment
C. Method of consumer contact
D. Size of establishment
12. Retailers have been using scanner data to perform all the following except?
A. Pay and promotion analysis
B. Shelf management
C. Direct product profitability

D. Forecasting decision
13. Which among the following distribution task is executed when the merchant wholesaler
take title to and usually keep the products of the manufacturer whom they represent?
A. Market coverage
B. Sales contact
C. Holding inventory
D. Breaking bulk
14. Which among the distribution task is executed when the merchant wholesaler provides
customers the ability to buy only the quantity that they need?
A. Assortment services
B. Breaking bulk
C. Customer service
D. Sales contact
15. Which of the functions of wholesalers provides repairs, technical assistance, and
customer requirement set-up?
A. Sales contact
B. Product availability
C. Gathering market information
D. Offering customer support
QUIZ 3: Marketing Channel Environment

1. Who among the facilitating agencies assume the risk-taking functions of the marketing
channel participants?
A. Advertising agencies
B. Insurance companies
C. Financial services
D. Third party logistics

2. Which among the economic environment is experienced by the wholesaler when
corporate spending decline leading to reduced profits?
A. Deflation
B. Recession (Suy thoái)
C. Inflation (Lạm phát)
D. Interest rates
3. What macro-economic forces describes the processes and actions of the government
bodies that can influence the decision of manufacturers?
A. Legal
B. Economic
C. Socio-cultural
D. Political
4. Which among the following socio-cultural factors describe the interaction of networks of
channel members linked together based on common interest?
A. Social networking
B. E-commerce
C. Mobility and connectedness
D. Globalization
5. Which of the facilitating agencies specializes in providing shipping services to firms who
are not capable of performing the distribution task?
A. Marketing research firms
B. Storage agencies
C. Order processing agencies
D. Third party logistics
6. Which among the following distribution task is executed when the merchant wholesaler
takes title to and usually keep the products of the manufacturer whom they represent?
A. Market coverage
B. Sales contact
C. Holding inventory
D. Customer support
7. Which of the facilitating agencies provides services such as discounting and factoring of
credit sales?
A. Order processing agencies
B. Financial services
C. Third party logistics
D. Insurance companies
8. All the following are functions of retailers for consumers, except?
A. Divide large quantities into consumer lots
B. Remove risk by ordering in advance
C. Offer storage
D. Increase in size and buying power
9. This type of competition occurs when a merchant wholesaler competes with a

manufacturer's own sales branches?
A. Channel system
B. Inter-type
C. Vertical
D. Horizontal
10. All the following are distribution functions of wholesaler for the manufacturer, except?
A. Processing orders
B. Offering customer support
C. Product availability
D. Gathering market information
11. The customer support provided by merchant wholesalers to manufacturers is called?
A. Retailer's services
B. Value added services
C. Manufacturers' services
D. Genuine wholesale service
12. This type of channel competition describes the production and marketing facilities
which are owned by the same company.
A. Contractual channel
B. Administered channel
C. Corporate channel
D. Marketing channel
13. What type of competition will emerge when Megamart and Big C sell the same line of
products and engage in the same operation?
A. Vertical
B. Channel system
C. Horizontal
D. Inter-type
14. Which among the type of channel competition is made possible when the channel
members are formed based on formal arrangement?
A. Administered channel
B. Contractual channel
15. What type of competition requires an organized and cohesive organization to be able to
compete with a complete channel?
A. Channel system
B. Inter-type
C. Vertical
D. Horizontal
16. What type of channel competition emerge when channel members show a strong
consumer acceptance and expertise?
A. Contractual channel
B. Administered channel
17. Which of the marketing environment describes the intensity in which marketing
channels struggle for a bigger market share?
A. Legal
B. Competitive
C. Socio-cultural
D. Economie
18. Which of the marketing environment influence the channel members' strategy because
of its economy-wide elfect in the country?
A. Legal
B. Competitive
C. Socio-cultural
D. Economic
19. What type of shopping is available to consumers with access to the Internet?
A. Online shopping
B. Shop at home network
C. Electronic wholesaling
D. Outsourcing
20. Which among the following descriptions applies to agents, brokers, and commission
merchants?
A. Take title to products
B. Do not take title to products
C. Same classification as merchant wholesalers
D. Operate a narrow range of products or services
QUIZ 4: Legal Environment

1. This type of legal issue is commonly experienced by distributors when ABBOT
Manufacturing firm used their own company owned outlets to undercut prices charged
by independent wholesalers?
A. Dual distribution
B. Full line forcing
C. Exclusive dealing
D. Resale restriction
2. A broad range of products is carried by a channel member to discourage picking the

fast-moving inventories in the manufacturer's product line is:
A. Exclusive dealing
B. Refusal to deal
C. Full line forcing
3. Which among the following macro-economic forces describes the processes and actions
of the government bodies that can influence the decision and behaviors of the channel
members?
A. Economic
B. Socio-cultural
C. Legal
D. Political
4. XYZ Manufacturing, makers of leather shoes dictate the price of every pair of shoes to
be sold by the distributors and retailers, such move of XYZ Manufacturing is an
example of?
A. Price maintenance
B. Price discrimination
C. Resale restriction
D. Exclusive dealing
5. A legal environment issue which may be beneficial to both the manufacturer and its
intermediaries because of territorial limitations (giới hạn lãnh thổ) is?
A. Refusal to deal
B. Full line forcing
D. Tying agreement
6. What legal environment issue place the manufacturer in an advantage because of the
arrangement with the channel members to accept tied products to obtain the other
product of the manufacturer?
A. Vertical integration
B. Exclusive dealing
D. Tying agreement
7. Which among the following choices below describes the statements?
Statement 1: Globalization provides flows of products and services among countries.

Statement 2: Mobilization and connectedness allows marketing channel to connect.
Statement 1: Resale restriction forces suppliers to sell a product to a channel member with a
condition
Statement 2: Price discrimination happens when the manufacturer offers different price
ranges to same class of channel members
C. First statement is correct, second statement is incorrect (Đáp án của cô)
9. Which among the legal issues is an arrangement where the manufacturer may gain
unfair competition by using company owned outlets?
A. Dual distribution
B. Exclusive dealing
C. Vertical integration
D. Tying agreement
10. What type of legal issues can give the supplier a substantial degree of market protection
from competitors' products?
A. Resale restriction
B. Price discrimination
C. Exclusive dealing
D. Full line forcing
11. Which of the legal issues is an arrangement that can help manufacturers gain greater
control over the distribution of their products?
A. Price discrimination
B. Price maintenance
C. Refusal to deal
Statement 1: Digital revolution introduced the transformation of shopping that affected the
channel structure.
Statement 2: Cloud computing (Điện toán đám mây) links together the channel members
which provides real time responses.
Statement 1: Full line forcing exist when the manufacturer requires the wholesalers to sell
only its products. (→ Exclusive dealings)
Statement 2: Exclusive dealing exist when the wholesaler carries a broad range of the
manufacturers product. (→ Full line forcing)
Statement 1: Manufacturers' high degree of control can be achieved through vertical

integration.
Statement 2: Tying agreements put the manufacturer in an advantage position with respect to
the channel member with whom the arrangement was made.
15. When the manufacturer thinks that the actions of the wholesaler to prevent the
attainment of the distribution objectives. The manufacturer's view may lead to?
A. Conflict
B. Roles
C. Communication
D. Power
16. Which among the conflicts take place when high volume retailers who are valuable
resource for both the manufacturer and wholesaler but are kept only by the
manufacturers?
A. Role incongruities
B. Decision disagreements
C. Perceptual differences
D. Resource scarcity
17. Which do the following is not a tool to detect a conflict among channel members?
A. Determines its effect on channel efficiency
B. Conduct a regular survey
C. Perform a marketing channel audit
D. Create a distributor advisory council
18. When a manufacturer considers that the point of purchase displays as a significant
promotional tool to move products off but the retailers see it as a useless tool. What type
of conflict may arise from this situation?
A. Goal incompatibilities
D. Communication barrier
19. Which of the conflict happens in a contractual channel system where the arrangements
are explicit and spelled out in the contract but not properly executed?
A. Perceptual differences
C. Goal incompatibilities
20. What conflict will arise when wholesalers desire more shelf spaces for better positioning
of the products in retail stores whereas, the retailers desire more advertising and
promotional efforts from the manufacturers to achieve the desire increase in sales?
A. Expectation differences
B. Perceptual differences
C. Decision disagreements
D. Goal incompatibilities
QUIZ 5: Conflict and Power

1. Which among the conflict settlements generates a fair decision due to the presence of
industry experts?
A. Channel wide executives
B. Arbitration
C. Joint goal setting
D. Distribution executives
2. When the manufacturer thinks that the actions of the wholesaler to prevent the
attainment of the distribution objectives. The manufacturer's view may lead to?
A. Conflict
B. Roles
C. Communication
D. Power
3. Which among the conflicts take place when high volume retailers who are valuable
resource for both the manufacturer and wholesaler but are kept only by the
manufacturers?
A. Role incongruities
Statement 1: Joint goal setting can generate a fair decision due to the presence of the channel
wide executives.
Statement 2: Arbitration can be a tool to settle conflict between and among members of the
distribution channel
5. MegaMart desires to be recognized as the leading supermarket in Da Nang City. This is

an example of?
A. Legitimate power
B. Referent power (want to be/ desire to be...)
C. Coercive power
D. Reward power
6. Which of the following choices describe the statements given below?
Statement 1: Clearly defined roles can foster harmonious relationships among channel
members.
Statement 2: In appraising the effect of the conflict, channel managers may become objective
in their judgment (phán đoán khách quan).
A. Both statements are true
B. Both statements are false
C. First statement is true, and second statement is false
D. First statement is false, and second statement is true
7. When a manufacturer considers that the point of purchase displays as a significant

promotional tool to move products off but the retailers see it as a useless tool. What type
of conflict may arise from this situation?
A. Goal incompatibilities
D. Communication barrier
8. Which of the conflict happens in a contractual channel system where the arrangements
are explicit and spelled out in the contract but not properly executed?
A. Perceptual differences
C. Goal incompatibilities
9. Which among the statements below describe channel efficiency?
A. A regular review of the manufacturer's support for retailers.
B. The use of various resources necessary to attain the distribution objectives
C. Goal setting considers the capabilities of channel members.
D. The alternative way to settle the conflict among channel members.
10. Which among the following scenarios illustrates the reward power among channels
members?
A. The goals of manufacturers to build sales volume and for retailers to achieve gradual
expansion
B. Retailers responsibility in the channel structure
C. Manufacturers provide advertising budgets to wholesalers
D. Wholesalers wants to be identified as the most prestigious wholesalers
QUIZ 6: Channel Strategy

1. Which of the choices below describe the statements?
Statement 1: Sustainable competitive advantage puts the manufacturer in a favorable

situation
compared to its competitors.
Statement 2: Channel position are the actions taken by the manufacturer to get the
cooperation of
the intermediaries.
Statement 1: Channel management is the distinction of the manufacturer for offering superior
products and services.
Statement 2: The modern marketing mix highlights the contribution of distribution in the
marketing channel.
Statement 1: The practice of cooperation in distribution will result to strong working

relationship between manufacturer and the intermediaries.
Statement 2: The modern marketing mix is aimed at meeting the demands of the target
market.
Statement 1: In the modern marketing mix a decision to implement product design will not
influence the other variables of the marketing mix.
Statement 2: The manufacturer used key performance indicators in selecting and maintaining
the
channel members.
Statement 1: The decision of manufacturers to formulate a channel strategy is influence by

the
environment, cost, and capabilities of intermediaries.
Statement 2: Manufacturers can motivate intermediaries by offering a rigid franchise
agreement.
6. Answer the following questions comprehensively. Limit your OWN discussion to 100
words only. Discuss the implication of marketing mix in managing your channel strategy
(5 points)
QUIZ 7: Designing The Marketing Channel

1. What product variable is necessary in evaluating the choice of channel structure because
of the basic requirements and processes in producing the product?
A. Prestige
B. Standardization
C. Unit value
D. Perishability
2. Which among the following concepts is the statement describing the part that
distribution Is expected to play in achieving the firm's overall marketing and corporate
goals?
A. Channel design
B. Recognizing the needs
C. Distribution task
D. Distribution objectives
3. All of the following are situations faced by the manufacturer in making channel design
decisions ЕХСЕРТ:
A. Choose the best channel structure
B. Developing new product line
C. Establishing a new branch
D. Opening a new geographic location
4. Which among the following approaches to channel structure is considered by the

manufacturer as an investment decision?
A. Transaction cost approach
B. Financial approach
C. Management Sclence approach
D. Distributive costing approach
5. Number of levels, intensity, and types of intermediarles at each level are Important
considerations for manufacturer in deciding:
A. Distribution task
B. Distribution objectives
C. Channel structure
D. Channel management
6. All of the following are important market variables influencing the manufacturer's
decision to modify channel structure EXCEPT:
A. Geography
B. Company
C. Density
D. Size
7. Which of the following choices describe he statements given below?
Statement 1: Extensive distribution is applied when the manufacturer of specialty goods have
a
pattern of distribution.
Statement 2: Selective distribution is adopted by the manufacturer when the firm will
Introduce a new product line with compliance to sets of specific criteria
8. What product variable influenced the decision of the channel manager to choose the
Intermediary because of the limited access of the product due to the image it displays?
A. Bulk and weight
B. Prestige
C. Standardization
D. Perishability
9. Which among the following statements is a condition for the manufacturer's distribution
strategy?
A. The firm's distribution strategy should be designed to achieve its objectives
B. The channel members should be selected to meet the firm's distribution objectives.
C. The high degree of vulnerability exists because of the neglect of distribution
D. The marketing channel must be managed to implement the firm's channel strategy
10. Which among the company variables describe the ability of channel managers to
exercise its power in the channel structure?
A. Size
B. Financial capacity
C. Managerial expertise
D. Objectives and strategies

11. Market geography, size, density, and market behavlor are market varlables used to
evaluate the manufacturer's:
A. Channel position
B. Channel structure
C. Channel objectives
D. Channel management
12. The unit value, degree of standardization, perishabllity, bulk, and weight are product
variables which are important considerations in evaluating:
A. Channel management
B. Channel strategy
C. Channel position
D. Channel structure
13. The market variable that describes the number of customers making up the market.
A. Market size
B. Market density
C. Market behavior
D. Market geography
14. When the firm used as many outlets as possible at each level of distribution channel, the
manufacturer is using:
A. Intensive
B. Selective
C. Exclusive
D. Extensive
15. Which among the company variables decribe the ability of channel managers to exercise
Its power in the channel structure?
A. Size
16. The market varlable that describes the number of potential buyers in every land area.
A. Market size
B. Market geography
C. Market density
D. Market behavior
17. Which of the following market varlables describe the market coverage and their
physical location and distance from the manufacturer?
A. Market size
B. Market geography
C. Market density
D. Market behavior
18. Which among the following decisions of the channel manager is focused on the
determination of product market presence and buyer's accessibility to the product?
A. Channel design
B. Channel structure
C. Channel management
D. Channel position
19. What market variables relates to the decision of the buyers relative to the quantity and
time to purchase the product?
A. Market size
B. Market geography
C. Market density
D. Market behavior
20. What company variable is adopted when channel managers have gained experience in
doing the distribution task then it is possible for them to reduce the dependence on
intermediarles?
A. Size
D. Objectives and strategles
21. Which among the following product variables is considered when the manufacturer uses
heavy and large containers for bulky products which will results to extremely high
handling and shipping cost?
A. Unit value
B. Degree of standardization
C. Newness
D. Bulk and weight
22. Which among the following approaches is used when the manufacturer used
mathematical models to choose the best channel structure?
A. Financial approach
B. Distributive costing approach
C. Transaction cost approach
D. Management Science approach
23. Which among the following product variables is described when the firm apply
extensive and aggressive promotion in the introductory stage of the product?
A. Newness
B. Prestige
C. Perishability
D. Degree of standardization
24. What company variable relates to the aggressive promotion of channel managers to
address changing market condition?
A. Size
25. Which of the product varlables must be given attention by channel managers in
choosing the intermediarles because the product produce becomes out of trend?
A. Bulk and weight
B. Prestige
C. Standardization
D. Perishability
26. Essay (Limit your discussion in 75 words only)
Why is it necessary for manufacturers to analyze all the variables confronting is

distribution issues to be able to design the channel structure? (3 points)
QUIZ 8: Selecting the channel member

1. Which among the following company variables describes the greater the capital of the
manufacturer the lower its dependence to intermediaries?
A. Financial capacity
B. Management expertise
C. Size of the company
2. Which among the following approaches is used when the manufacturer makes an
estimate of the cost and revenue from the different channel alternatives and then
compare the results?

C. Distributive costing approach
D. Management Science approach
3. Which among the following approaches is used when the manufacturer is focused on the
cost of gathering information and negotiation?
C. Management Science approach
D. Distributive costing approach
4. Which among the following sources of information can enlighten channel managers
because of their straightforward opinions about the intermediaries in their market
area?
A. Reseller inquiries
B. Field Sales Organization
C. Trade sources
D. Customers
5. When a channel manager makes an assessment the inquiries from intermediaries

interested in managing their product lines, the channel manager is using:
A. Advertising
B. Trade shows
C. Reseller inquiries
D. Trade sources
6. All the following are selection criteria which can be used by channel managers to assess
the prospective channel members, EXCEPT:
A. Customer
B. Sales strength
C. Sales performance
D. Attitude
7. Which among the following sources of prospective channel members are in the best
situation to know potential intermediaries?
A. Customers
B. Trade shows
D. Field Sales Representatives
8. These are associations or groups of intermediaries who share information which can be
helpful for finding prospective channel members.
A. Trade shows
B. Trade sources
C. Field sales organization
D. Customer

Statement 1: Sales performance of intermediaries helps manaufacturer to get the best
territory.
Statement 2: Market segment coverage provides manufacturers with the advantage of
geographical territory.
B. Both statement are incorrect
10. SHORT ESSAY: Limit your discussion in 75 words (3 points)
You owned and produced dried fruit chips in Da Nang. You want to sell the dried fruit
chips using the different intermediaries available. What selection criteria will you apply
to assess possible intermediaries and Why?
QUIZ 9: Targeting and Motivating the Channel members

1. Who among the individuals participating in the buying decisions has the formal
authority for selecting suppliers and arranging the terms of purchase?
A. Buyers
B. Users
C. Approvers
D. Deciders
2. Pricing policies, profit margins, products lines servicing policies and procedures are key
results areas used in?
A. Distributor advisory council
B. Research studies of channel members
C. Research by outside parties
D. Marketing channel audits
3. Who among the individuals participating in the buying decisions have the power to
prevent information from reaching the buying group?
A. Deciders
B. Influencers
C. Gatekeepers
D. Approvers
4. Which among the following statement is TRUE with reference to channel motivation?
A. The trust is to gather data on how channel members perceived the manufacturers'
marketing program.
B. The administration of existing channels to secure the cooperation of channel members.
C. The action taken by manufacturers to foster channel members cooperation in

implementing channel objectives.
D. The agreement between the manufacturer and channel members to maintain cooperation.
5. A sustainable competitive advantage is one that:
A. Last at least five years
B. Is difticult for competitors to match
C. Usually emphasize a lower price
D. Is based on a superior product feature
6. The most promising avenue for manufacturers to gain competitive advantage is through
an emphasis on:
A. Pricing strategy
B. Promotional strategy
C. Channel Management strategy
D. Supply strategy
7. The concepts of when, how, and where customers buy the product related to:
A. Market size
B. Market behavior
C. Market density
D. Market geography
8. Who among the individuals participating in the buying decision can affect purchase
decisions by providing information for evaluating product alienatives?
A. Deciders
B. Users
C. Influencers
9. A concept that gives emplasis on the continuing and mutaly suporie reaionti s
B. Distribution programming
C. Strategic partnership
D. Cooperative arrangement
10. Which among the components of target market analysis is focused on the significance
transportation, storage, and negotiations?
A. Market density
B. Market behavior
C. Market size
D. Market geography
11. Which among the following statement is TRUE with reference to Cooperative
arrangement?
marketing program.
B. The administration of existing channels to secure the cooperation of channel members.
C. The action taken by manufacturers to foster channel members' cooperation.
D. The agreement between the manufacturer and channel members to maintain cooperation
among intermediaries
12. Who among the following individuals participates in the buying decisions and authorizes
the proposed actions of deciders or buyers?
A. Influencers
B. Users
C. Approvers
D. Gatekeepers
13. Which among the following concepts pertains to the comprehensive set policies for the
promotion of a product through the channel members?
B. Distribution programming
C. Strategic partnership
D. Cooperative arangement
14. Who among the individuals participating in the buying decision initiates the buying
proposals and define product specifications?
A. Influencers
B. Users
C. Approvers
D. Gatekeepers
15. Which of the market behavior emphasizes on the quantity of products to buy is
dependent on customer preferences?
A. When do target market buy
B. Where do target market buy
C. Who are the target market
D. How do target market buy
16. Competitive products, compatible products and complementary products are the
manufacturer's selection criteria which is associated with:
A. Sales performance
B. Product lines
C. Market segment coverage
D. Sales strength
17. All the following are selection criteria which can be used by channel managers to assess
the prospective channel members, EXCEPT:
A. Customer
B. Sales strength
C. Sales performance
D. Attitude
18. Which among the following sources of prospective channel members are in the best
situation to know potential intermediaries?
A. Customers
B. Trade shows
D. Field Sales Representatives
19. When a channel manager assesses the inquiries from intermediaries interested in
handling their product lines, the channel manager is using:
A. Advertising
B. Trade shows
D. Trade sources
20. Which among the following statement is TRUE with reference to Channel
Management?
marketing program.
B. The administration of existing channels to gecure the cooperation of channel members.
C. The action taken by manufacturers to foster Channel members' cooperation.
D. The agreement between the manufacturer and channel members to maintain cooperation.
21. Short Essay: Limit your discussion to 75 words.
Information received by the channel manager indicates that the market size is
increasing. Discuss three implications of this information to the channel manager.
QUIZ 10: Product and Distribution Channel

1. Which stage of the product life cycle is affected when the manufacturer eliminates some
of its outlets to avoid further profit erosion?
A. Decline stage
B. Maturity stage
C. Growth stage
D. Introductory stage
2. Which among the following stages of the product life cycles requires a massive
promotional strategy conducted by the channel manager?
A. Decline stage
B. Maturity stage
C. Growth stage
3. Which among the following concepts is focused on the strategy based on brand
awareness that identifies the products apart from countless competitors?
A. Product service
B. Product brand
C. Product positioning
D. Product expansion
4. Which among the following describes the action of the manufacturer when they develop
new products for existing customers and for prospective customers?
A. Product differentiation
B. Product positioning
C. Product branding
D. Product line expansion
5. Which among the following stages of the product life cycle put emphasis on the
desirability of the products for the channel members?
A. Decline stage
B. Maturity stage
C. Growth stage
6. Which among the following strategies is used by the manufacturer to distinguish the
company's product from their competitors?
A. Product differentiation
B. Product positioning
C. Product branding
D. Product line expansion
7. Which of the stages of the product life cycle relates to the decision of the channel
manager to drop the product resulting to an adverse reaction of the channel members?
A. Introduction
B. Growth
C. Maturity
D. Decline
8. What strategy of the channel manager is focused on considering how the target market
understand the manufacturer's product relative to competitor's products?
A. Product positioning
B. Product differentiation
C. Product service
D. Product branding
9. These are the mix of products that is carried out by any given channel member which is
analogous to the manufacturer?
A. Special trainings
B. Assortment
C. Brand equity
10. Which stage of the product life cycle ensures the monitoring of product flows as it move
through the distribution channel?
A. Decline
B. Maturity
C. Growth
D. Introduction
11. What branding is developed in the growth stage of the product life cycle which will
ensure the customer's ability to recognize the manufacturer's product?
A. Brand awareness
B. Brand image
C. Brand loyalty
D. Brand equity
12. Which of the following branding relates to the customer's positive feeling and
continuous patronage on the manufacturer's product?
A. Brand awareness
B. Brand image
C. Brand loyalty
D. Brand equity
13. Which among the product branding strategy points-out the customer's perception about
the channel manager's product?
A. Brand awareness
B. Brand image
C. Brand loyalty
D. Brand equity
14. These are the value premium that the channel manager and channel members generate
from the product?
A. Brand awareness
B. Brand image
C. Brand loyalty
D. Brand equity
15. Which of the stages of product life cycle experience about the decline of sales and turn-
over of the product from most of the channel members?
A. Decline
B. Maturity
C. Growth
D. Introduction
Statement 1: Channel management is focused on selecting and securing the channel

members?
Statement 2: Strategic alliance is one of the strategies that channel manager applies to sustain
the
cooperation of channel members.
Statement 1: Research studies done by research companies can generate unbiased data on the
needs
and problems of intermediaries.
Statement 2: The direction of distributors advisory council is to gather data on the perception
of the
manufacturer's marketing programs.
Statement 1: Cooperative arrangement covers a set of policies that serves as a guide between
the
channel managers and the intermediaries to incorporate the needs of both parties.
Statement 2: Cooperative arrangement is an intermittent interaction among the parties in the
channel structure.
19. SHORT ESSAY: Limit your discussion to 75 words
You were requested by P&G to conduct a performance assessment of their authorized

retailer - MEGAMART. Cite 3 criteria and explain why you have chosen these criteria.
QUIZ 11: Pricing

1. What pricing strategy can be used by the channel manager when he wants to attract a
large number of market share even if the product is already at its mature stage?
A. Competitors based pricing
B. Price skimming
C. Price penetration
D. Cost based pricing
2. Which pricing strategy is set based on analyzing consumer needs and value perception
rather than channel member's perceived value?
A. Cost-based pricing
B. Customer value-based pricing
C. Price skimming
D. Price penetration
3. These set prices are based on the costs of producing, distributing and selling the product
plus a fair rate of return for the entrepreneur's effort and risk?
A. Price skimming
B. Competitors based pricing
C. Cast-based pricing
4. Which of the pricing strategy is used by the entrepreneur when he set high price for his
new product offering?
A. Price skimming
B. Competitors based pricing
C. Cost-based pricing
5. Which of the statements given below relates to channel pricing structure?
A. Manufacturers pricing decisions has an influence on channel member's performance.
B. Channel managers must focus on channel considerations and include them into the firms
pricing decisions
C. Help those involved in pricing decisions to focus more clearly on the channel implications
D. To provide general prescriptions on how to formulate pricing strategies
6. This pricing strategy is set prices according to the relative value created compared to
rivals?
A. Product line pricing
B. Price skimming
C. Cost-based pricing
D. Competitors based pricing
7. Which of the guidelines for channel pricing relates to the kind of support their firms
offer and the level of support they expect from channel members?
A. Special arrangement
B. Rival brands
C. Product variations
D. Margin variations
8. Which of the guidelines for channel pricing reflects the margin structure and its changes
in the usual allocation of distribution tasks between manufacturer and the channel
members?
A. Conventional norms of margins
B. Price points
C. Special arrangements
D. Different classes of resellers
9. Which of the guidelines for channel pricing must indicate prices variations based on the
attractiveness of the product offerings?
A. Special arrangement
B. Rival brands
C. Product variations
D. Margin variations
10. Which of the statements given below describes margin variation on model guideline?
A. Channel members are often amenable on accepting lower margins associated with
promotional products
B. Margins allowed to any type of resellers
C. Margin structure should reflect any changes in the usual allocation of distribution tasks
D. Channel members should attempt to weigh any margin differentials.

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QUIZ 1: Introduction to distribution channel management

1. Which of the following choices describes the statements given below?

2. Which of the following choices describes the statements given below?

Statement 1: Matching as a function of the distribution channel involves customer

3. Which among the following statements describe a distribution channel?

B. Shop or other retail outlets

C. Product route through the supply chain

4. The marketing channel structure is composed of?

A. Trade barges navigating coastal waters

B. Manufacturers, intermediaries, and end-user

C. Manufacturers, wholesalers, and retailers only

D. Service providers, manufacturers, and advertisers

6. How many levels of intermediaries are there in a direct sales channel?

B. Allocated to workers specializing in performing the task

D. Level of negotiation efforts between sellers and buyers

QUIZ 2: Marketing Channel Participants

B. Divide large quantities

4. Which of the following statements describe the choices given below?

5. The wholesaler's ability to bring together a variety of products from different

D. Product line analysis

8. Which of the following statements describe the choices given below?

9. Which of the following functions is not a service of retailers for manufacturers?

A. Manpower and physical service

C. Relay customer demand

D. Credit and financial services

A. Retailers tasks for manufacturers

B. Wholesalers tasks for consumers

D. Retailers tasks for consumers

C. Method of consumer contact

A. Pay and promotion analysis

C. Direct product profitability

C. Gathering market information

D. Offering customer support

QUIZ 3: Marketing Channel Environment

D. Third party logistics

B. Recession (Suy thoái)

C. Inflation (Lạm phát)

C. Mobility and connectedness

A. Marketing research firms

C. Order processing agencies

D. Third party logistics

A. Order processing agencies

C. Third party logistics

8. All the following are functions of retailers for consumers, except?

A. Divide large quantities into consumer lots

B. Remove risk by ordering in advance

D. Increase in size and buying power

9. This type of competition occurs when a merchant wholesaler competes with a

B. Offering customer support

D. Gathering market information

11. The customer support provided by merchant wholesalers to manufacturers is called?

B. Value added services

B. Shop at home network

A. Take title to products

B. Do not take title to products

C. Same classification as merchant wholesalers

D. Operate a narrow range of products or services

QUIZ 4: Legal Environment

B. Full line forcing