IDIS 240 VESTAL EXAM SCRIPT 2026/2027 QUESTIONS
AND SOLUTIONS RATED A+
✔✔Define "counter-sales", "inside sales", and "outside sales." - ✔✔-Counter-sales -
interaction with a counter and display
-Inside-sales - no face to face interaction; difficult to sell
-Outside-sales - going to the customers place of business
✔✔When is a sale completed? - ✔✔A sale is completed once the product is bought and
utilized.
✔✔Define "order filling." - ✔✔Fulfilling an order once the ticket is printed; should be
done in an efficient manner
✔✔Define "buy-out." - ✔✔When a distributor sells out of something, they must go to a
local dealer and buy it and sell for a loss in order to keep future business
✔✔What are responsibilities of the manufacturer? (3) - ✔✔-producing quality products
-creating markets
-understand and protect the industrial channel
✔✔What are the responsibilities of a sales representative? (2) - ✔✔-sale in a certain
area of assignment
-skills of knowledge, negotiation, etc.
✔✔What is an agent?` - ✔✔-a sales representative that will represent multiple
companies
-usually do not store inventory
✔✔"Contact costs" and "contact efficiency." - ✔✔
✔✔What are the differences in 1) "factory-owned distributorship" and 2) "non-factory-
owned distributorship?" - ✔✔1) -started because of a lack of other channels
-best way to get representation
-must sell other products to be of full service
2) -more independent than manufacturer
-full service with all the functions of a distributor
✔✔What is an end user? - ✔✔Does not resell the product in the present form
✔✔Required Services fall into at least 1 of what 3 components of Distribution? - ✔✔-
Knowledge
-Logistics
-Financing
, ✔✔Required Services fall in to at least one of what 3 components of Distribution? - ✔✔-
Knowledge
-Logistics
-Financing
✔✔Knowledge - ✔✔-Product Knowledge
-Product Application
-Vendor Knowledge
-Customer Knowledge
-Financing Knowledge
-Logistical Knowledge
✔✔Financing - ✔✔-Traditional Lending
-Consignment
-Extending Credit
✔✔Logistics - ✔✔-Wait time
-Delivery time
-Local delivery
-Reverse Logistics
-Breaking bulk
-Packaging
-Assortment
-Local Access
-Purchase time
✔✔Consumer Channel Design - ✔✔Manufacturer---------------------->Consumer
Manufacturer----->Retailer--------->Consumer
Manufacturer-->Wholesaler-->Retailer-->Consumer
✔✔If you're a manufacturer, why not sell direct to end user? - ✔✔...
✔✔Industrial Channel Design - ✔✔Manufacturer------------------------>End User
Manufacturer----->Distributor---->End User
Manufacturer-->Master Distributor-->Distributor-->End User
✔✔If you are a manufacturer of industrial goods why not sell direct to the end user? -
✔✔...
✔✔What is an end user? - ✔✔Does not resell in present form
✔✔Required Services fall in to at least one of what 3 components of customer value? -
✔✔-Form
-Place
AND SOLUTIONS RATED A+
✔✔Define "counter-sales", "inside sales", and "outside sales." - ✔✔-Counter-sales -
interaction with a counter and display
-Inside-sales - no face to face interaction; difficult to sell
-Outside-sales - going to the customers place of business
✔✔When is a sale completed? - ✔✔A sale is completed once the product is bought and
utilized.
✔✔Define "order filling." - ✔✔Fulfilling an order once the ticket is printed; should be
done in an efficient manner
✔✔Define "buy-out." - ✔✔When a distributor sells out of something, they must go to a
local dealer and buy it and sell for a loss in order to keep future business
✔✔What are responsibilities of the manufacturer? (3) - ✔✔-producing quality products
-creating markets
-understand and protect the industrial channel
✔✔What are the responsibilities of a sales representative? (2) - ✔✔-sale in a certain
area of assignment
-skills of knowledge, negotiation, etc.
✔✔What is an agent?` - ✔✔-a sales representative that will represent multiple
companies
-usually do not store inventory
✔✔"Contact costs" and "contact efficiency." - ✔✔
✔✔What are the differences in 1) "factory-owned distributorship" and 2) "non-factory-
owned distributorship?" - ✔✔1) -started because of a lack of other channels
-best way to get representation
-must sell other products to be of full service
2) -more independent than manufacturer
-full service with all the functions of a distributor
✔✔What is an end user? - ✔✔Does not resell the product in the present form
✔✔Required Services fall into at least 1 of what 3 components of Distribution? - ✔✔-
Knowledge
-Logistics
-Financing
, ✔✔Required Services fall in to at least one of what 3 components of Distribution? - ✔✔-
Knowledge
-Logistics
-Financing
✔✔Knowledge - ✔✔-Product Knowledge
-Product Application
-Vendor Knowledge
-Customer Knowledge
-Financing Knowledge
-Logistical Knowledge
✔✔Financing - ✔✔-Traditional Lending
-Consignment
-Extending Credit
✔✔Logistics - ✔✔-Wait time
-Delivery time
-Local delivery
-Reverse Logistics
-Breaking bulk
-Packaging
-Assortment
-Local Access
-Purchase time
✔✔Consumer Channel Design - ✔✔Manufacturer---------------------->Consumer
Manufacturer----->Retailer--------->Consumer
Manufacturer-->Wholesaler-->Retailer-->Consumer
✔✔If you're a manufacturer, why not sell direct to end user? - ✔✔...
✔✔Industrial Channel Design - ✔✔Manufacturer------------------------>End User
Manufacturer----->Distributor---->End User
Manufacturer-->Master Distributor-->Distributor-->End User
✔✔If you are a manufacturer of industrial goods why not sell direct to the end user? -
✔✔...
✔✔What is an end user? - ✔✔Does not resell in present form
✔✔Required Services fall in to at least one of what 3 components of customer value? -
✔✔-Form
-Place
