What activity can detail salespeople be called upon to perform in the business-to-business market?
a. Promote goodwill
b. Providing technical assistance
c. Taking orders for merchandise
d. Checking wholesale and retail
e. Helping arrange window and in store display
Answer: B
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Marketing Channels and Distribution
- Which of these is NOT a foreign production approach?
- In piggybacking, which firm is already involved in exporting?
- A special type of cooperative arrangement for two firms entering foreign markets is __________.
- An export management company ________
- The term _________ means that a firm sells products in foreign markets but does not have any special division within its organization or make any significant effort at international marketing.
- Which of the following is NOT a crucial factor that international marketers stress?
- The _______ can be more important in foreign channels than in domestic channels.
- ________ means that a firm sells products in foreign markets but does not have any special division within its organization or make any significant effort at international marketing.
- Which of the following is NOT a common approach for indirect exporting?
- ______ refers to when a manufacturer itself gets directly involved in exporting rather than delegating all of the tasks to others.
- The ________ consists of all external uncontrollable factors within which the marketing channels exists.
- Trade Intermediaries are domestically based wholesalers, manufacture's representatives, agents, or brokers who specialize in overseas sales and are sometimes referred to as:
- A ________ provides limited functions for an exporter, primarily related to financing.
- A ________________ primarily arranges transportation and documentation, increasingly moving into additional distribution channel functions.
- A special type of cooperative arrangement between two firms for entering foreign markets is called:
- A(n) _______ interacts with and adapts to its environment by changing the structure and process of its components.
- The __________ has the role to arrange transportation and documentation and increasingly moving into additional distribution channel functions.
- If well constructed, ________ can offer the rider an opportunity to gain entry into a foreign markets, while the carrier can obtain a desirable product to sell.
- A ___________ acts as an export commission house with long term continuous contact.
- Which of the following elements is NOT included in the export marketing mix under technical support?
- ______ requires more direct involvement by the manufacturer with channel members in the use of promotional strategies.
- _______ are payments (either in cash or merchandise) by manufacturers to persuade channel members, especially retailers, to stock, display, and support new products.
- What is sponsored by manufacturers to stimulate channel member sales efforts for their products and are another popular form of promotion?
- Which of the following is the training program that is useful mainly for products that still need a significant level of personal sales assistance?
- The sales volumes that manufacturers specify for channel members to generate during a certain time period are called ___________.