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Question
Goodyear tire dealers were hurt financially when Goodyear made the decision to distribute its tires through retailers such as Sears and Wal-Mart in addition to the exclusive dealerships it had established. The conflict that occurred at the retail level is an example of:a. horizontal conflict
b. trade loading
c. value-added pricing
d. exclusive distribution
e. channel partnering
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
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a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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a. trade allowance
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b. free sample
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c. Sweepstakes are promotions that require participants to exhibit some skill.
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c. trade consumer promotions
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a. air
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
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b. lead times
c. mode of transportation to be used
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
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_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
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a. Arm's Length
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b. Selective
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b. intermediary link
c. physical distribution integration
d. reseller network
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a. intensive
b. multiple
c. exclusive
d. cumulative
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b. conventional channel
c. vertical marketing system
d. reciprocal channel
e. direct channel
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_____ is the efficient and cost-effective forward and reverse flow and storage of goods, services, and related information, into, through, and out of channel member companies.
a. Disintermediation
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a. Marketing facilitators
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e. Channel functionaries
Q:
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
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a. creation
b. temporal
c. assortment
d. spatial
e. ownership
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b. discrepancy of quantity
c. discrepancy of assortment
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