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MKTG 329 EXAM 3 QUESTIONS AND ANSWERS
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MKTG 329 EXAM 3 QUESTIONS AND ANSWERSWhat are some of the characteristics of the traditional approach to logistics? - ANSWER
Works on short term of time horizon, doesn't require channel leadership, works upon
warehouse orientation, and joint planning based upon transactions
What are some of the characteristics of the supply chain management approach to
logistics? - ANSWER Works on long term time horizon, requires channel leadership,
works upon distribution center orientation, and joint planning is based on ongoing
process
What are the 4 major areas of interface between channel management and logistics
management? - ANSWER Defining channel member service standards, making sure
standards are met, selling the program, monitor the program
What three methods are utilized to sell the program to channel members? - ANSWER
Minimizing out-of-stock occurrences, reducing channel member inventory
requirements, and strengthening the manufacturer-channel member relationship
What are two ways channel members can obtain sales data? - ANSWER The sales of the
manufacturer to the channel member and the channel member's sale of the
manufacturer's products to consumers
What are the 3 ways to evaluate sales data? - ANSWER Compare channel member's
current sales to historical sales, compare member's sales to other member's sales, and
compare member's sales to preset quotas
What are the 7 questions for evaluating growth prospects? - ANSWER 1. Does past
performance indicate that sales of the manufacturer's products are likely to keep pace
with those projected
2. Has channel member's performance been keeping with gen level of business in the
area?
, 3. Is channel member's org expanding?
4. Are channel member's personnel # growing and becoming higher qualified
5. Is there the possibility for the channel member to be in jeopardy?
6. Does the channel member have capacity to meet market expansion?
7. What are the channel member's est. medium- and long-range outlooks?
What are the advantages/disadvantages of separate performance evaluations? -
ANSWER Allows evaluation of a large number of channel members and is simple/fast.
Offers little insight into overall performance.
What are the advantages/disadvantages of multiple criteria combined informally? -
ANSWER Advantages are simplicity and flexibility. Disadvantages are trade-offs in
performance ratings, making performance comparisons among channel members, and
doesn't offer single quantitative index reflecting performance.
What are the advantages/disadvantages of multiple criteria combined formally? -
ANSWER The advantages are weights are assigned to the criteria and the assc.
operational performance measures are made explicit. The disadvantage is several
criteria categories combined w/several operational measures per criteria can be
cumbersome.
Define electronic marketing channels - ANSWER The use of the Internet to make
products and services available so that the target market with access to computers or
enabling devices can shop and complete the transaction for purchase via interactive
electronic means
What does available mean when used in terms of electronic marketing channels -
ANSWER The definition does not imply physical availability of the product over the
Internet.
What does other enabling devices mean when used in terms of electronic marketing
channels - ANSWER All other technologies that allow access to the Internet besides
desktop and laptop computers
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