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Chapter 12Global Placement and Distribution ChannelsMultiple Choice Questions1.Lorenzo is assessing the internal factors that impact his channel development in the Middle East. Among other issues, he is considering _. A.market penetration objectives and the financial strength of his firm B.local regulations C.consumer shopping habits and market size D.the stage of the products life cycle 2.Adeena is finalizing her distribution strategy in Indonesia, and is developing statistics regarding local regulations, the competitive climate, and consumer shopping habits there. Adeena is assessing _. A.both internal and external factors B.the stage of the product life cycle C.external factors D.internal factors True / False Questions3.Choosing indirect export as an international market entry mode will provide complete control of the foreign marketing strategy. TrueFalse4.Strategic alliances and franchising agreements allow constant monitoring of sales activities abroad. TrueFalseMultiple Choice Questions5.In Europe, products such as milk, snack foods, and cigarettes are purchased with high frequency, and found in almost every possible outlet. The distribution strategy used for these types of items would be _. A.specialty B.exclusive C.selective D.intensive 6.High end kitchen cookware manufacturer LeCreusets products are widely available through specialized retailers such as Bed, Bath and Beyond, and can also be found at department store chains such as Macys.However, the product is not heavily distributed through other types of retailers such as discount stores. LeCreusets distribution strategy would be considered _. A.intensive B.selective C.exclusive D.dual 7.In an exclusive distribution strategy, _. A.only a limited number of retailers have the right to sell products in their specific territories B.product is made available exclusively through online sales C.competitive products are not allowed to be sold in the same store D.products are sold in every available distribution outlet 8.Rolex watches employs a(n) _ distribution strategy. A.limited B.selective C.intensive D.exclusive 9.Beechwood Gums has identified a high market penetration as one of its key objectives in pursuing the market in Russia. Accordingly, it will require a(n) _ distribution strategy, and a _ financial investment. A.selective, moderate B.exclusive, minimal C.intensive, large D.intensive, minimal True / False Questions10.The intimacy of distributor relationships is more intense as the complexity of the product increases. TrueFalseMultiple Choice Questions11.Mary Kay, Amway, and Avon lost significant sales in China due to the nature of their distribution network and the _ environment. A.sociocultural B.legal/regulatory C.technological D.economic True / False Questions12.The type of distribution outlets used for a specific product in multiple foreign markets is one factor that is easily standardized. TrueFalse13.The stage of the product life cycle in which your product is currently operating is one consideration in distribution strategy development. TrueFalseMultiple Choice Questions14.In Yemen, consumer products are primarily distributed via small, often mobil retail kiosks situated in a local souk, or town marketplace. Residential luxuries such as refrigerators are not as readily available, so food and other items are purchased on a daily basis. This scenario speaks to the dimensions of _ and _ which must be considered when establishing a foreign market distribution strategy. A.consumer shopping habits, outlet preferences B.market size, consumer distribution C.life cycle stage, regulations D.economics, education True / False Questions15.Procter and Gambles venture into rural Chinese consumer products distribution has not produced satisfactory results for the firm. TrueFalse16.In a growing economy it is expected that retail and wholesale institutions becomes larger and more specialized, while less efficient intermediaries exit the market. TrueFalseMultiple Choice Questions17.When Greatlands Beer salespeople sell their products to consumers at holiday events and fairs across the U.K., they are employing this type of distribution. A.intensive B.business to business C.indirect D.direct 18.The food brokers and supermarkets who sell Mertensens salt to the consumer are classified as _. A.distribution centers B.wholesalers C.intermediaries D.principals 19.The number of levels and types of intermediaries which perform some work to bring the product to the final user defines distribution channel_. A.mix B.breadth C.width D.length 20.If Wendy is assessing her distribution network on the basis of the types of retailers to whom she sells; for example, convenience stores, department stores, and discount outlets, she is analyzing channel _. A.width B.length C.directness D.standardization 21.Invotech sells the latest in large scale printing equipment to wallpaper producers, who depend on the firm for continuous service and technical support. Invotechs best option for distribution involves _. A.direct sales through an internal sales force B.indirect sales involving distributors and retailers C.three-tiered distribution D.indirect sales involving distributors True / False Questions22.Online purchases are typically confined to products like books and airline tickets. TrueFalseMultiple Choice Questions23.Intermediaries perform all of these functions except _. A.after-sales service B.selling C.product development D.promotion 24.The benefits of using intermediaries in foreign markets include all of these except _. A.increased control of pricing policy at various channel stages B.reduction in the number of exchanges C.reduction of cultural barriers D.simplification of the selling process 25.A.horizontal B.VMS C.When intermediaries are independent and they act as if they are running a separate business they are participating in a _distribution channel. D.vertical 26.Wal-Mart stores depend in large part on their suppliers to monitor Wal-Marts inventory levels at their various distribution centers. When supplies of a particular product are diminished, it is up to the suppliers themselves to place reorders on behalf of Wal-Mart. This arrangement would reflect the cooperation found in _. A.diagonal marketing system B.traditional marketing system C.horizontal marketing system D.vertical marketing system 27.Royal Crest Sodabottlers around the world, under contract with Royal Crest, are charged with the compounding of ingredients to produce Royal Crest products and subsequently distribute the finished goods. These bottlers are representative of _ VMS. A.corporate B.contractual C.administrative D.integration 28.When manufacturers create sales branches and offices that perform the wholesale function, they are creating a(n) _ VMS system. A.corporate B.contractual C.administrative D.arms length 29.Hampton Road is an exclusive manufacturer and marketer of luxury, high end luggage and travel accessories. As it expands to the Indian market, it is not satisfied with the distribution partners available there, fearing that they do not exhibit the right image for the brand. Hampton Road should consider _. A.direct-to-consumer sales B.contract manufacturing C.forward integration by company-owned stores D.eliminating plans to market in India 30.Hernando works for Global Industrial Sales Corporation. He sells a large number of diverse but related product lines for manufacturers that produce construction-related products. Acting on behalf of the manufacturers, he obtains sales contracts and forwards them directly to his principals without taking title to the goods. Hernando is compensated via commission on sales. Global Industrial Sales Corporation represents a(n) _. A.agent B.wholesaler C.distributor D.retailer 31.When CCD Industries buys cleaning products from KleenRite Chemicals and resells them to the hospitality industry, they are performing a(n) _ function. A.retailer B.wholesaler C.industrial agent D.manufacturers representative 32.Auckland Supply provides purchases and resells on behalf of many industries who manufacture safety equipment for use in production facilities and medical institutions. While the company takes title to the goods, they do not inventory the items, which are drop-shipped directly to the purchasers from the manufacturer. Auckland is an example of a(n) _. A.broker B.agent C.full-service wholesaler D.limited-service wholesaler True / False Questions33.Due to limited income levels in underdeveloped country markets, sales are typically made on a direct basis without the use of wholesalers in order to reduce end-user prices. TrueFalse34.In foreign markets, wholesaler power is concentrated in the hands of a few companies that operate on a nationwide basis. TrueFalseMultiple Choice Questions35.Edgemont has a network of 200 outlets across Europe. The company purchases and inventories products, then resells the items to consumers while providing after sales services. Edgemont is a(n) A.agent B.distributor C.retailer D.wholesaler True / False Questions36.Because of the similarities in geography, culture, and consumer buying behavior, retailing formats for groceries in Europe are congruous from country to country. TrueFalse37.Retailing giant Tesco is successful in global markets primarily due to its ability to standardize retail formats among markets and take advantage of the consequent economies of scale. TrueFalseMultiple Choice Questions38.Helga is conducting extensive research on CoreMark Construction Product Distributorsin Hong Kong. She is dissecting the companys financial statements and credit ratings and reading up on CoreMark brands influence in the marketplace. A.Helga is considering CoreMark as a distributor partner in Hong Kong. B.Helga has signed CoreMark as her new distributor in Hong Kong. C.Helga has decided to terminate her partnership with CoreMark in Hong Kong. D.Helga has recently acquired CoreMark. 39.When Michelin taught its distributors how to promote its new line of tires based on their superior product characteristics, they exhibited the channel management practice of _. A.coverage management B.motivational programs C.performance management D.capability-building programs True / False Questions40.Distributor partners are motivated primarily through the provision of monetary benefits such as higher commissions. TrueFalseChapter 12 Global Placement and Distribution Channels Answer KeyMultiple Choice Questions1.Lorenzo is assessing the internal factors that impact his channel development in the Middle East. Among other issues, he is considering _. A.market penetration objectives and the financial strength of his firm B.local regulations C.consumer shopping habits and market size D.the stage of the products life cycle Correct! 2.Adeena is finalizing her distribution strategy in Indonesia, and is developing statistics regarding local regulations, the competitive climate, and consumer shopping habits there. Adeena is assessing _. A.both internal and external factors B.the stage of the product life cycle C.external factors D.internal factors There are no internal factors included in Adeenas research. True / False Questions3.Choosing indirect export as an international market entry mode will provide complete control of the foreign marketing strategy. FALSEChoosing indirect export as an international market entry mode often forces the company to delegate its distribution choices to a foreign partner. 4.Strategic alliances and franchising agreements allow constant monitoring of sales activities abroad. TRUECorrect! Multiple Choice Questions5.In Europe, products such as milk, snack foods, and cigarettes are purchased with high frequency, and found in almost every possible outlet. The distribution strategy used for these types of items would be _. A.specialty B.exclusive C.selective D.intensive Specialty is not considered a type of distribution strategy, but in dealing with the products noted in the question, it would be clear that these are not specialty items. 6.High end kitchen cookware manufacturer LeCreusets products are widely available through specialized retailers such as Bed, Bath and Beyond, and can also be found at department store chains such as Macys.However, the product is not heavily distributed through other types of retailers such as discount stores. LeCreusets distribution strategy would be considered _. A.intensive B.selective C.exclusive D.dual Because LeCreusets distribution is through specialized retailers it would not be considered intensive. 7.In an exclusive distribution strategy, _. A.only a limited number of retailers have the right to sell products in their specific territories B.product is made available exclusively through online sales C.competitive products are not allowed to be sold in the same store D.products are sold in every available distribution outlet Correct! 8.Rolex watches employs a(n) _ distribution strategy. A.limited B.selective C.intensive D.exclusive The term limited is not one which is used to describe a specific distribution strategy. 9.Beechwood Gums has identified a high market penetration as one of its key objectives in pursuing the market in Russia. Accordingly, it will require a(n) _ distribution strategy, and a _ financial investment. A.selective, moderate B.exclusive, minimal C.intensive, large D.intensive, minimal The goal of high market penetration, and the nature of the product, indicate that selective distribution would be an inappropriate strategy for this product. True / False Questions10.The intimacy of distributor relationships is more intense as the complexity of the product increases. TRUECorrect! Multiple Choice Questions11.Mary Kay, Amway, and Avon lost significant sales in China due to the nature of their distribution network and the _ environment. A.sociocultural B.legal/regulatory C.technological D.economic These firms Chinese sales were limited by new regulations which required their salespeople to pass an exam administered by local authorities. This would not be a sociocultural restriction. True / False Questions12.The type of distribution outlets used for a specific product in multiple foreign markets is one factor that is easily standardized. FALSERefer to Table 12-1 to see how dispersed just one product category can be in terms of distribution strategy in varied global markets. 13.The stage of the product life cycle in which your product is currently operating is one consideration in distribution strategy development. TRUECorrect! Multiple Choice Questions14.In Yemen, consumer products are primarily distributed via small, often mobil retail kiosks situated in a local souk, or town marketplace. Residential luxuries such as refrigerators are not as readily available, so food and other items are purchased on a daily basis. This scenario speaks to the dimensions of _ and _ which must be considered when establishing a foreign market distribution strategy. A.consumer shopping habits, outlet preferences B.market size, consumer distribution C.life cycle stage, regulations D.economics, education Correct! True / False Questions15.Procter and Gambles venture into rural Chinese consumer products distribution has not produced satisfactory results for the firm. FALSESee Box 12-1 in your text for further details. 16.In a growing economy it is expected that retail and wholesale institutions becomes larger and more specialized, while less efficient intermediaries exit the market. TRUECorrect! Multiple Choice Questions17.When Greatlands Beer salespeople sell their products to consumers at holiday events and fairs across the U.K., they are employing this type of distribution. A.intensive B.business to business C.indirect D.direct The strategy would not be considered intensive as it involves only a limited type of retail outlet. 18.The food brokers and supermarkets who sell Mertensens salt to the consumer are classified as _. A.distribution centers B.wholesalers C.intermediaries D.principals Distribution centers are large scale warehouses and not a form of channel partner. 19.The number of levels and types of intermediaries which perform some work to bring the product to the final user defines distribution channel_. A.mix B.breadth C.width D.length See Figure 12-2 for more details. 20.If Wendy is assessing her distribution network on the basis of the types of retailers to whom she sells; for example, convenience stores, department stores, and discount outlets, she is analyzing channel _. A.width B.length C.directness D.standardization Correct! 21.Invotech sells the latest in large scale printing equipment to wallpaper producers, who depend on the firm for continuous service and technical support. Invotechs best option for distribution involves _. A.direct sales through an internal sales force B.indirect sales involving distributors and retailers C.three-tiered distribution D.indirect sales
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