Marketing Channel Management St. 7 and Selling St. 8

The ultimate goal of channel management is to move products from producers to 

• middlemen
• intermediaries
• final consumers
• industrial distributors

Channel management benefits consumers by 

• making a variety of products available
• increasing demand for products
• raising quality of products
• lowering price of products

A company that sales to another company could be known as a

• agent
• retailer
• wholesaler
• producer

A vacuum salesman showing a vacuum to a potential customer is an example of 

• advertising
• personal selling
• B2B
• wholesaler

The activities and benefits provided by businesses in order to satisfy customers is known as 

• customer service
• profit
• marketing
• insurance

Bart's customer doesn't have all the money he needs to pay for a purchase.  If he pays in monthly installments, what aspect of customer service does this situation illustrate?

• warranty issues
• credit/financing
• shipping and delivery
• maintenance and repair

Brenda ordered a new fridge, and it arrive damaged.  She called the salesperson and they told her a new one would be sent within 2 days.  What aspect of customer service is this situation illustrating?

• customer training
• technical assistance
• shipping and delivery
• credit/finance

If our company has an exclusive feature that is not offered by similar products on the market, it provides a

• comparable value
• absolute advantage
• irresistible bargain
• unique benefit

A skilled salesperson can discover a customers needs and wants by 

• watching and waiting
• talking and arguing
• questioning and listening
• coaxing and persuading

What should salespeople be ready to do after determining customers' needs or wants?

• reach closure
• offer solutions
• question the customer
• reassure the customer