GMS 522 ACTUAL COMPREHENSIVE EXAMS
QUESTIONS AND ANSWERS SURE A+
✔✔Product Experience - ✔✔-understanding of the market
-technical product knowledge
-geographic coverage
-years in business
-# of past and current clients
✔✔Financial & Physical resources - ✔✔-financial health
-quality of physical facilities
-IT and communication capabilities
-other specialized physical resources
✔✔Human Resources - ✔✔-# of sales people
-quality of management
✔✔Network contacts - ✔✔-relationships with gov't officials
-relationships with retailers & wholesalers
-other industry contacts
-reputation in the industry
, ✔✔Channel Management - ✔✔in order for the relationship between manufacturer and
foreign intermediary to be successful, it is imperative that both parties commit to a set of
shared objectives and be willing to work together to achieve them
✔✔Leadership - ✔✔the channel leader is the entity that brings other channel members
together and has a strong voice in the managing channel activities and behaviors
✔✔Power - ✔✔the channel leader has the ability to alter the behavior of other channel
members and urge them to take actions that they otherwise would not. Bases of this
power are: reward, coercive, expertise, legitimate and referent.
✔✔Monitoring and control - ✔✔procedures must be establishes for ongoing monitoring
and control of the channel relationship. Trust in the channel relationships may reduce
the need for monitoring and control
✔✔Goodwill trust - ✔✔a moral obligation and responsibility to demonstrate concern for
the interests of other members of the marketing channel
✔✔Competence trust - ✔✔a belief that channel partners have the requisite expertise to
achieve the objectives established for the relationship
✔✔Conflict - ✔✔channel members perceive each other as opponents instead of
partners working towards a common goal. Excessive and persistent conflict may result
in dissolution of the partnership
✔✔International Logistics - ✔✔the firm needs to ensure the smooth and efficient
movement of its products to the final consumer.
✔✔Materials management - ✔✔movement of raw materials and parts into the firm
✔✔Physical distribution - ✔✔the movement of the firm's finished products to the final
consumer
✔✔Differences between domestic & international logistics - ✔✔-environment
-complex decisions
-# of intermediaries
-risks involved
-currency fluctuations and non-payment risks
-terms of trade
✔✔Distribution activities - ✔✔-transportation
-documentation requirements
-facilitation
-packaging
-inventory management
QUESTIONS AND ANSWERS SURE A+
✔✔Product Experience - ✔✔-understanding of the market
-technical product knowledge
-geographic coverage
-years in business
-# of past and current clients
✔✔Financial & Physical resources - ✔✔-financial health
-quality of physical facilities
-IT and communication capabilities
-other specialized physical resources
✔✔Human Resources - ✔✔-# of sales people
-quality of management
✔✔Network contacts - ✔✔-relationships with gov't officials
-relationships with retailers & wholesalers
-other industry contacts
-reputation in the industry
, ✔✔Channel Management - ✔✔in order for the relationship between manufacturer and
foreign intermediary to be successful, it is imperative that both parties commit to a set of
shared objectives and be willing to work together to achieve them
✔✔Leadership - ✔✔the channel leader is the entity that brings other channel members
together and has a strong voice in the managing channel activities and behaviors
✔✔Power - ✔✔the channel leader has the ability to alter the behavior of other channel
members and urge them to take actions that they otherwise would not. Bases of this
power are: reward, coercive, expertise, legitimate and referent.
✔✔Monitoring and control - ✔✔procedures must be establishes for ongoing monitoring
and control of the channel relationship. Trust in the channel relationships may reduce
the need for monitoring and control
✔✔Goodwill trust - ✔✔a moral obligation and responsibility to demonstrate concern for
the interests of other members of the marketing channel
✔✔Competence trust - ✔✔a belief that channel partners have the requisite expertise to
achieve the objectives established for the relationship
✔✔Conflict - ✔✔channel members perceive each other as opponents instead of
partners working towards a common goal. Excessive and persistent conflict may result
in dissolution of the partnership
✔✔International Logistics - ✔✔the firm needs to ensure the smooth and efficient
movement of its products to the final consumer.
✔✔Materials management - ✔✔movement of raw materials and parts into the firm
✔✔Physical distribution - ✔✔the movement of the firm's finished products to the final
consumer
✔✔Differences between domestic & international logistics - ✔✔-environment
-complex decisions
-# of intermediaries
-risks involved
-currency fluctuations and non-payment risks
-terms of trade
✔✔Distribution activities - ✔✔-transportation
-documentation requirements
-facilitation
-packaging
-inventory management
