manufacturer and sells them to a retailer.

a) retailer b) manufacturer?s agent c) chain distributor d) wholesaler

12．The optimal channel of distribution is dependent on：

a)the recent performance of the firm b)product characteristics c)advertising d)promotion

l 3．The modes of transportation can include the following except： a)rail b)pipeline c)water d)retailer Fill in Blanks：

1. A payment is made to someone for providing a service or goods．Such a payment is called____________ which is usually a percentage of the total value of the service or goods·

2.The movement of goods to the places where they can be sold is cal led______________.

3.__________________ are routes through which goods are moved from producers to end-users．

4. ____________ purchase goods and then sell them to buyers for resale. 5. ____________ are those who sell merchandise directly to the ultimate consumer．

6. A _______________ or a(n) is a person or an organization that buys goods from the producer and sells them to the customer for a profit． 7.The value of middleman can be time utility, ___________, ownership

utility,_____________________, and _____________________. 8.

Modes

of

transportation

can

include____________,

truck,

______________water and__________

9．Once goods are produced，most of them do not go to the end users directly．Rather they are distributed to the buyers through various channels such as______________ and _______________.

10. Marketing intermediaries, called_______________, match buyers and sellers of products without becoming the owner．

11．Some products have__________________ channels, where two middlemen participate. True/False

1．Railroads are often cheaper than trucks for transporting goods over long distances．

2．Wholesalers may maintain sufficient inventory so that retailers can order small amounts on a frequent basis．

3．The first step in developing a system for distributing products is the selection of the proper form of transportation．

4．When manufacturers sell to customers without using marketing intermediaries，they are using a one-level channel of distribution． 5．One thing that distinguishes agents as they match buyers and sellers of products，is that agents become owners of the products．

6．When the wholesaler purchases the products from the manufacturer and

sells them to retailers on credit, the retailer normally bears the credit risk． Chapter 5 Promotion Multiple Choice

1．Which of the following terms describes the combination of promotion methods that a firm uses to increase the acceptance of its products? a) public relations b) advertising media c) promotional life cycle d) promotion mix

2．All of the following are methods of promotion except：

a) personal selling．b) sales promotion．c) marketing．d) public relations．

3. Effective promotion should：

a ) decrease the need for advertising and personal salespeople． b) increase demand for the product and the value of the firm． c) increase sales volume and decrease production costs，．

d) maximize the number of employees involved in the marketing effort．

4. Which of the following methods of advertising sends catalogs to the homes of potential consumers?

a) telemarketing b) computer online services c) specialty ads d) direct mail

5．To close a sale while the product?s advantages are still in the minds of potential customers, salespeople may offer：

a) incentives to purchase．b) advertising literature． c) publicity on the product． d) personal advice．

6．A11 of the following are steps involved in personal selling except： a) identify the target market． b) contact potential customers．

c) conduct production quality control d) answer customer questions． 7. To create or maintain a favorable public image, firms will use:： a) personal salespeople． b) public legal services． c) public relations． d) industry standards． 8．The promotion mix for a firm includes the following except for

a) target marketing b) personal selling c) sales promotion d) public relations

9 Which of the following describes a non-personal sales presentation intended to influence a large number of consumers?

a) publicity b)production c) public relations d) advertising

l 0. Al l of the following are advertising media except：

a) newspapers． b) magazines． c) radio． d) telemarketing．

1 1．All of the following are means of advertising except：

a) telemarketing．b) government publications．c) Internet． d) outdoor ads