"Pulling" a product through the distribution channel refers to
A. using normal promotional efforts in order to help sell the whole marketing mix to possible channel members
B. getting customers to ask intermediaries (or middlemen) for the product
C. promotion to employees
D. using only one promotion "blend" for all situations
E. using highly expensive and aggressive promotions
Answer: (B) Pulling is getting the consumers to ask the intermediaries for products, thus forcing these channel members to request the product from the manufacturers. (A) is the process of "pushing" a product through the distribution channel and is incorrect. (C) is a type of internal marketing done to get the employees involved in selling specific products, so it is incorrect. (D) is incorrect. There is not one correct promotion mix for all selling situations. (E) is generally used when the intermediaries do not want to help, or cooperate, with the manufacturers.