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£º

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£º a)rail b)pipeline c)water d)retailer Fill in Blanks£º

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£º

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

3. Effective promotion should£º

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£º

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£º 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:£º 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£º

a) newspapers£® b) magazines£® c) radio£® d) telemarketing£®

1 1£®All of the following are means of advertising except£º

a) telemarketing£®b) government publications£®c) Internet£® d) outdoor ads