Business Essentials, 12e (Ebert/Griffin)
Chapter 13 Distributing and Promoting Products
1) Which of the following refers to the combination of channels that a firm selects to get a
product to end users?
A) Distribution mix
B) Transportation strategy
C) Merchandising system
D) Marketing plan
E) Retail system
Answer: A
Difficulty: Easy
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
2) Which distribution channel is used by companies that distribute their goods through their own
system of outlets?
A) Direct distribution
B) Retail distribution
C) Wholesale distribution
D) Distribution by agents
E) Distribution by brokers
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
3) Which of the following intermediaries matches numerous sellers and buyers as needed, often
without knowing in advance who they will be?
A) Producer representative
B) Retailer
C) Syndicated seller
D) Sales agent
E) Broker
Answer: E
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
1
Copyright © 2019 Pearson Education, Inc.
,4) Choosing a distribution network is a strategic decision in that the decision determines the
amount and cost of what?
A) Channel conflict
B) Market coverage
C) Online retailing
D) Retail coverage
E) Channel leadership
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
5) Convenience stores utilize which kind of distribution?
A) Direct distribution
B) Retail distribution
C) Wholesale distribution
D) Distribution by agents
E) Distribution by brokers
Answer: C
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
6) Which of the following helps producers distribute goods from sellers to customers?
A) Intermediaries
B) Sales agents
C) Direct wholesalers
D) Retailers
E) Brokers
Answer: A
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
2
Copyright © 2019 Pearson Education, Inc.
,7) In what type of distribution process does the product move from producer to consumer
without the use of intermediaries?
A) Wholesale
B) Direct channel
C) Agency
D) Brokerage
E) Retail
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
8) Which of the following acts as an intermediary by selling products to other businesses, who
then sells them to the final consumer?
A) Brokers
B) Agents
C) Wholesalers
D) Intermediaries
E) Retailers
Answer: C
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
9) Which of the following is an advantage to nondirect distribution?
A) They reduce the cost of items by making bulk purchases.
B) They do not charge commissions or markups.
C) They provide added value to the producers by preordering services.
D) They work with related product lines of very few producers.
E) They provide added value by saving buyers time.
Answer: E
Difficulty: Moderate
AACSB: Analytical Thinking
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
3
Copyright © 2019 Pearson Education, Inc.
, 10) Which type of market distribution strategy places low cost goods at as many distribution
points as possible?
A) Selective
B) Conflicted
C) Exclusive
D) Intensive
E) Channel captains
Answer: D
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
11) If a producer wants a product to have promotional advantage and increased attention in the
sales effort, what distribution process should they pursue?
A) Selective
B) Conflicted
C) Exclusive
D) Intensive
E) Channel captains
Answer: A
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
12) What is the potential result when one member of a channel receives preferential treatment?
A) Channel reward
B) Channel conflict
C) Channel leadership
D) Channel captain
E) Channel alienation
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Application
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
4
Copyright © 2019 Pearson Education, Inc.
Chapter 13 Distributing and Promoting Products
1) Which of the following refers to the combination of channels that a firm selects to get a
product to end users?
A) Distribution mix
B) Transportation strategy
C) Merchandising system
D) Marketing plan
E) Retail system
Answer: A
Difficulty: Easy
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
2) Which distribution channel is used by companies that distribute their goods through their own
system of outlets?
A) Direct distribution
B) Retail distribution
C) Wholesale distribution
D) Distribution by agents
E) Distribution by brokers
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
3) Which of the following intermediaries matches numerous sellers and buyers as needed, often
without knowing in advance who they will be?
A) Producer representative
B) Retailer
C) Syndicated seller
D) Sales agent
E) Broker
Answer: E
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
1
Copyright © 2019 Pearson Education, Inc.
,4) Choosing a distribution network is a strategic decision in that the decision determines the
amount and cost of what?
A) Channel conflict
B) Market coverage
C) Online retailing
D) Retail coverage
E) Channel leadership
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
5) Convenience stores utilize which kind of distribution?
A) Direct distribution
B) Retail distribution
C) Wholesale distribution
D) Distribution by agents
E) Distribution by brokers
Answer: C
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
6) Which of the following helps producers distribute goods from sellers to customers?
A) Intermediaries
B) Sales agents
C) Direct wholesalers
D) Retailers
E) Brokers
Answer: A
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
2
Copyright © 2019 Pearson Education, Inc.
,7) In what type of distribution process does the product move from producer to consumer
without the use of intermediaries?
A) Wholesale
B) Direct channel
C) Agency
D) Brokerage
E) Retail
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
8) Which of the following acts as an intermediary by selling products to other businesses, who
then sells them to the final consumer?
A) Brokers
B) Agents
C) Wholesalers
D) Intermediaries
E) Retailers
Answer: C
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
9) Which of the following is an advantage to nondirect distribution?
A) They reduce the cost of items by making bulk purchases.
B) They do not charge commissions or markups.
C) They provide added value to the producers by preordering services.
D) They work with related product lines of very few producers.
E) They provide added value by saving buyers time.
Answer: E
Difficulty: Moderate
AACSB: Analytical Thinking
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
3
Copyright © 2019 Pearson Education, Inc.
, 10) Which type of market distribution strategy places low cost goods at as many distribution
points as possible?
A) Selective
B) Conflicted
C) Exclusive
D) Intensive
E) Channel captains
Answer: D
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Concept
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
11) If a producer wants a product to have promotional advantage and increased attention in the
sales effort, what distribution process should they pursue?
A) Selective
B) Conflicted
C) Exclusive
D) Intensive
E) Channel captains
Answer: A
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Analytical
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
12) What is the potential result when one member of a channel receives preferential treatment?
A) Channel reward
B) Channel conflict
C) Channel leadership
D) Channel captain
E) Channel alienation
Answer: B
Difficulty: Moderate
AACSB: Application of Knowledge
Quest. Category: Application
LO: 13.1: Explain the meaning of distribution mix and identify the different channels of
distribution.
4
Copyright © 2019 Pearson Education, Inc.
