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2. In the terminology of multilevel marketing, which statement about the relationship between upliners and downliners is most accurate? In multilevel marketing, upliners are intermediaries who deal directly with final customers, while downliners are intermediaries who coordinate the transportation and storage services the upliners need to move the goods they sell through the channel of distribution. B. In multilevel marketing, upliners use intensive distribution strategies to sell a good, while downliners use either a selective or exclusive distribution strategy to sell the same type of good. C. In multilevel marketing, upliners sell through electronic retailing arrangements, while downliners use more traditional methods of retail selling. D. In multilevel marketing, upliners are salespeople who act as independent contractors, earning commissions on their own sales and also on the sales of downliners, who are additional salespeople that they recruit. 3. means selling goods and services to ultimate consumers over the Internet. A. Wholesaling B. Online retailing C. B2B distribution D. Brokering 4. Which statement provides the most accurate distinction between an agent and a broker? A. Agents develop a long-term relationship with the people they represent, while brokers are usually hired on a temporary basis. B. Agents represent one manufacturer in a large sales area, while brokers represent several different manufacturers in a smaller area. C. Agents represent final buyers while brokers represent marketing intermediaries. D. Agents take title to the goods they help distribute, while brokers never assume ownership of the products they distribute. 5. What is X? manufacturer X retailer -consumer A. Agent B. Wholesaler C. Broker D. Customer 6. Mario brings together buyers and sellers of used farm implement equipment and helps them negotiate the terms of the sale. However, he never takes title to any of the equipment himself, nor does he provide any financing for the buyer. Mario is acting as a A) logistics specialist. B) channel captain. C) broker. D) wholesaler. 7. Rob is convinced that his product idea has tremendous potential. He has decided to produce the product himself but plans to use other firms who specialize in storing and transporting to help him move the product along its path to the final consumer. These specialists Rob uses will be part of his A) focus group. B) franchise system. C) market network. D) channel of distribution. 8. Which scenario is the best example of a broker? A. Sanjay Driscoll helps buyers and sellers of used highway construction equipment negotiate the terms and conditions of their transactions, but does not actually take title to any of the equipment, nor does he develop long-term relationships with the buyers or sellers. B. Porter Pipe Supply does not actually store, handle, or deliver pipes, but rather solicits orders from retail hardware and home improvement stores, takes title to the pipes, then arranges for them to be shipped directly from manufacturers to the retail stores. C. Corinne Hadley is employed by a gutter replacement company and goes door-to-door selling products produced by her company. D. Marcus Gowan is not an employee of Serve and Volley Tennis Corp., but he solicits sales for their products at tennis and sporting goods stores in a fairly large sales territory. 9. Mall owners like to have because they create a marketplace-type atmosphere. A) banks B) vending machines C) kiosks D) minimarts A) Luxury cars B) Magazines C) Computers D) Men's suits located along the walkways of their malls, 10. are typically distributed using an intensive strategy. utility adds value to goods by having them available where people. want them. A) Demographic B) Form C) Place D) Possession 12. The characteristic that all forms of direct marketing have in common is that they A. are carried out by agents or brokers. B. involve face-to-face or teleconferencing sessions with the customer. C. include some type of activity that directly links manufacturers to the ultimate consumer. D. make use of exclusive distribution systems with a network of traditional "brick and mortar" stores. 13. Creating a positive brand image by using all the promotional tools in a comprehensive, unified promotional strategy is achieved through A) demographic analysis. B) brand awareness. C) the marketing mix. D) integrated marketing communication. 11. 14. The management at Avenue Apparel Inc. designed a strategy that unifies advertising, personal selling, public relations, and sales promotion activities creating a consistent message. This effort to promote a positive brand image represents a(n) program. A) supply chain B) interactive promotion C) global marketing D) integrated marketing communication 15. Gemini Manufacturing has recently revamped its promotional strategy. Gemini now utilizes a system that combines all the elements of their promotion mix to create a more responsive organization providing a consistent message. Gemini Manufacturing has adopted a(n) A) integrated marketing communication system. B) internal marketing program. C) corporate distribution system. D) personal selling plan. 16. A retailer... A buys from other retailers B. sells a service or products to customers C. sells a service or products to other sellers D. buys products and keeps them 17. Marketing intermediaries, such as FedEx, add value to the distribution of goods and services. This added value is known as A utility. B. marketing. C. distribution. D. logistics. E. competition 18. Integrated marketing communication is the tool marketers use to determine the best price for a product. A. true B. false 19. The traditional promotion mix for a firm consists of the A. strategic mix of price, product, place, and advertising. B. various types of advertising media the firm selects to reach each specific target market. C. marketing intermediaries employed by the firm to create a supply value chain. D. advertising, personal selling, public relations, and sales promotion used to reach a target market. 20. Clicks and bricks is... a. an online shop b. a shop in a mall c. a physical shop d. a physical shop linked with an online shop Write your answers in the table below: 1. 2. 3. 4. 5. 6. 7. 10. 11. 12. 13. 14. 15. 16. 17. 8. 18. 9. 19. 20