IDIS 240 VESTAL COMPREHENSIVE EXAM 2026/2027
QUESTIONS AND SOLUTIONS RATED A+
✔✔Manufacturer's Responsibility - ✔✔-Producing quality products
-Maintaining consistent lead-times
-Creating markets
-Printed or electronic catalogs
-Provide technical information and training
-Protect the channel (Design Wins)
-Understand value and compensate channel partners
✔✔Manufacturer Sales Representative (Factory Rep) - ✔✔-Responsible for sales in a
given territory
-May call on end users, distributors, specifiers, or agents
-Titles include
---Manufacturer Representative
---Outside Sales Representative
---Sales Representative
---Account Manager
---Sales Engineer
---Field Application Engineer
---Etc.
-Skills required
---Product knowledge
---Market knowledge
---Negotiation skills
---Teaching skills
---Understanding of relationships and partnerships
-Position Development
✔✔What is an agent? - ✔✔-Similar responsibilities, customer base, duties, and required
skills as Manufacture Sales Representative previously discussed (may even refer to
themselves as 'Manufacturer Rep').
-Usually represents multiple companies each of which whose sales in a given territory
do not support a full salaried employee
-May call on distributors, end users, specifiers, and manufacturers
-Usually complimentary products
-Do not stock inventory; typically
✔✔Non-factory Owned Distributor - ✔✔-Full service with all functions of a distributor
-More independent than manufacturer
✔✔3rd Party Logistics - ✔✔-Transportation
-Warehousing
-Providing information such as tracking and PODs
-Complete logistic function
, -Global Shipping
✔✔OEM - ✔✔Orignal equipment manufacturer
✔✔wholesaler - ✔✔A type of business that buys goods in large amounts and resells
them to other businesses in smaller lots, or retailers.
✔✔distributor - ✔✔A business that does not manufacture its own products, but
purchases and resells these products. Such a business usually maintains a finished
goods inventory, usually a wholesaler.
✔✔"buying direct" - ✔✔Procuring goods or services straight from the manufacturer or
supplier, and by-passing all intermediaries such as distributors, wholesalers, and
retailers.
✔✔supply chain management - ✔✔A management system that coordinates and
integrates all the activities performed by supply chain members into a seamless
process, from the source to the point of consumption, resulting in enhanced customer
and economic value.
✔✔consumer channel design - ✔✔manufacturer->wholesaler->retailer->consumer
✔✔industrial channel design - ✔✔manufacturer->master distributor->distributor->end
user
✔✔OEM - ✔✔original equipment manufacturer
✔✔MRO - ✔✔maintenance, repair & operations
✔✔consignment - ✔✔selling it for me for a % of the profit
✔✔logistics - ✔✔Breaking Bulk, Packaging, Assortment, Local Access, Purchase Time,
Wait Time, Delivery Time, Local Delivery, Reverse Logistics
✔✔financing - ✔✔traditional lending, consignment, extending credit
✔✔up-stream - ✔✔part of production process involves searching for and extracting raw
materials.
✔✔down-stream - ✔✔part of production process involves processing the materials
collected during the upstream stage into a finished product.
✔✔end user - ✔✔does not resale product in present form
QUESTIONS AND SOLUTIONS RATED A+
✔✔Manufacturer's Responsibility - ✔✔-Producing quality products
-Maintaining consistent lead-times
-Creating markets
-Printed or electronic catalogs
-Provide technical information and training
-Protect the channel (Design Wins)
-Understand value and compensate channel partners
✔✔Manufacturer Sales Representative (Factory Rep) - ✔✔-Responsible for sales in a
given territory
-May call on end users, distributors, specifiers, or agents
-Titles include
---Manufacturer Representative
---Outside Sales Representative
---Sales Representative
---Account Manager
---Sales Engineer
---Field Application Engineer
---Etc.
-Skills required
---Product knowledge
---Market knowledge
---Negotiation skills
---Teaching skills
---Understanding of relationships and partnerships
-Position Development
✔✔What is an agent? - ✔✔-Similar responsibilities, customer base, duties, and required
skills as Manufacture Sales Representative previously discussed (may even refer to
themselves as 'Manufacturer Rep').
-Usually represents multiple companies each of which whose sales in a given territory
do not support a full salaried employee
-May call on distributors, end users, specifiers, and manufacturers
-Usually complimentary products
-Do not stock inventory; typically
✔✔Non-factory Owned Distributor - ✔✔-Full service with all functions of a distributor
-More independent than manufacturer
✔✔3rd Party Logistics - ✔✔-Transportation
-Warehousing
-Providing information such as tracking and PODs
-Complete logistic function
, -Global Shipping
✔✔OEM - ✔✔Orignal equipment manufacturer
✔✔wholesaler - ✔✔A type of business that buys goods in large amounts and resells
them to other businesses in smaller lots, or retailers.
✔✔distributor - ✔✔A business that does not manufacture its own products, but
purchases and resells these products. Such a business usually maintains a finished
goods inventory, usually a wholesaler.
✔✔"buying direct" - ✔✔Procuring goods or services straight from the manufacturer or
supplier, and by-passing all intermediaries such as distributors, wholesalers, and
retailers.
✔✔supply chain management - ✔✔A management system that coordinates and
integrates all the activities performed by supply chain members into a seamless
process, from the source to the point of consumption, resulting in enhanced customer
and economic value.
✔✔consumer channel design - ✔✔manufacturer->wholesaler->retailer->consumer
✔✔industrial channel design - ✔✔manufacturer->master distributor->distributor->end
user
✔✔OEM - ✔✔original equipment manufacturer
✔✔MRO - ✔✔maintenance, repair & operations
✔✔consignment - ✔✔selling it for me for a % of the profit
✔✔logistics - ✔✔Breaking Bulk, Packaging, Assortment, Local Access, Purchase Time,
Wait Time, Delivery Time, Local Delivery, Reverse Logistics
✔✔financing - ✔✔traditional lending, consignment, extending credit
✔✔up-stream - ✔✔part of production process involves searching for and extracting raw
materials.
✔✔down-stream - ✔✔part of production process involves processing the materials
collected during the upstream stage into a finished product.
✔✔end user - ✔✔does not resale product in present form
