MKT 315 WK 9 QUIZ 7 CHAPTER 14
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MKT 315 WK 9 QUIZ 7 CHAPTER 14
MKT 315 WK 9 Quiz 7 Chapter 14 MULTIPLE CHOICE
1. Which of the following is a false statement about the Deere & Company and its independent dealers?
a. John has nearly 3000 independent dealers.
b. John Deere's new CEO, Robert Lane, says its dealers are part of the Deere family and can never be replaced.
c. Dealers need to achieve targeted levels of sales.
d. John Deere dealers are needed to proved technical service to their customers.
e. The Dealers are part of the logistical programs to provide parts to John Deere customers.
2. According to the text, the evaluation of channel member performance is:
a. Of less importance than employee evaluation.
b. More important than employee evaluation.
c. Of equal importance to employee evaluation.
d. Easier to do than employee evaluation.
e. Done far more frequently than employee evaluation.
3. Which of the following is not a factor affecting the scope and frequency of channel member evaluations?
a. The level of expertise of the channel managers
b. Relative importance of channel members
c. Degree of manufacturer’s control over the channel members
d. Nature of the product
e. Number of channel members
4. The degree of control the manufacturer has over its channel members plays __________ in determining the scope and frequency of its evaluation of channel members.
a. a major role
b. a very little role
c. no role at all
d. the most important role
e. the least important role
5. Manufacturers can obtain detailed sales data from channel members more readily if they have:
a. A weak market position.
b. A contractual agreement.
c. EDI.
d. A computer network linking all channel members.
e. A manager with a referent power base.
6. Generally, the greater the degree of control the manufacturer has over the channel member:
a. The more difficult it is to obtain performance data.
b. The easier it is to obtain performance data.
c. The less accurate are the performance data.
d. The less complete are the performance data.
e. The more comprehensive the data and analysis.
7. Retailers can be unwilling to voluntarily provide manufacturers with data on sales to their customers because:
a. They may not view the manufacturer's brand of products as of great importance to them.
b. Withholding information increases their power in the channel.
c. They fear competitive exposure.
d. The information is proprietary.
e. The data may reveal a company’s trade secrets.
8. For the manufacturer who sells all of its output through intermediaries, the evaluation of its channel members is likely to be __________ than for those manufacturers who rely less on intermediaries.
a. much more comprehensive
b. much less comprehensive
c. much quicker
d. of much less importance
e. less of a strategic issue
9. Generally, the more complex the product, the __________ the scope of channel member evaluations.
a. narrower
b. broader
c. less important
d. more limited
e. more technical
10. Manufacturers are more likely to scrutinize channel member performance if their products:
a. Require a high degree of post-sale service.
b. Have a low unit value.
c. Have a high market share.
d. Low after sales servicing.
e. High volume.
11. When a manufacturer thoroughly evaluates only those channel members whose sales figures are unusually out of line, it is using:
a. Marginal evaluation.
b. Evaluation by exception.
c. Comparative evaluation procedures.
d. Outlier evaluation.
e. High variance evaluation.
12. Generally, the less intense is distribution at the various channel levels:
a. The more thorough are channel member evaluations.
b. The less thorough are channel member evaluations.
c. The more difficult are channel member evaluations.
d. The more routine are channel member evaluations.
e. The less informative are channel member evaluations.
13. The channel member audit that is primarily based on sales criteria is called:
a. Focused monitoring.
b. A performance audit.
c. Day-to-day monitoring.
d. A sales audit.
e. Specific audit.
14. Channel member performance audits:
a. Should be conducted for all channel members at all levels at the same time.
b. Should be conducted for all channel members at one level at the same time.
c. Should be done for all wholesalers or retailers of the same type at the same time.
d. Should be conducted for only one channel member at a time.
e. Should be periodic and comprehensive.
15. A channel member performance audit may be described as:
a. A careful day-to-day monitoring of channel member performance.
b. A regular and thorough evaluation of the channel members’ financial status.
c. A periodic and in-depth analysis of a channel member’s sales data.
d. A periodic and comprehensive review of channel member performance.
e. A basic phase of channel design.
16. According to Spriggs, which of the following is not a criterion for measuring channel member performance?
a. Selling capabilities
b. Sales performance
c. Attitudes
d. Inventory maintained
e. Number of customer complaints
17. According to a study by Spriggs, the two categories of performance measures to audit channel members are:
a. Financially based and sales based.
b. Psychologically based and numbers based.
c. Logically based and analytically based.
d. Outcome based and behavior based.
e. Volume based and service based.
18. What type of appraisal does a channel manager conduct to assist in maintaining current operating control of channel members’ efforts to sell the manufacturer’s products?
a. Sales analysis accounting
b. Day-to-day monitoring
c. Channel member performance audit
d. Comprehensive evaluation
e. Standard output assessment
19. The channel manager should evaluate channel member sales data in terms of all of the following except:
a. The channel member’s current sales to historical sales.
b. Cross comparisons of a channel member’s sales with other channel members’ sales.
c. The channel member’s sales with predetermined quotas (if quotas were assigned).
d. The volume of product each salesperson is selling.
e. This year’s sales with last year’s sales.
20. A channel member’s sales performance usually is compared to all of the following except:
a. That channel member’s prior sales.
b. Industry sales.
c. The manufacturer’s assigned sales quota.
d. Other channel members’ sales.
e. Other channel members’ quota attainments.
21. One frequently cited ratio is that about __________ percent of the channel members account for about __________ percent of sales.
a. 80; 20
b. 30; 70
c. 70; 30
d. 40; 60
e. 20; 80
22. If the quota attainment ratio is low for the majority of channel members, the problem is likely to be:
a. Poor selection of channel members.
b. A low level of selling effort by the channel members.
c. Too many channel members.
d. Unrealistically high quotas.
e. A poorly designed channel.
23. A manufacturer dealing with a small number of channel members at the wholesale level likely uses _________ to check its channel members’ inventory levels.
a. A.C. Nielsen Company
b. its own sales force
c. Information Resources, Inc.
d. its inventory control team
e. channel manager
24. A manufacturer should ask questions about all of the following topics in evaluating a channel member’s inventory performance except:
a. How effective is the channel member’s inventory control manager.
b. Shelf or floor space dedicated to competitors’ products.
c. The adequacy of the channel member’s inventory control and recordkeeping system.
d. Shelf or floor space dedicated to the manufacturer’s products.
e. The condition of the inventory.
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