SAN JOSE COMMUNITY COLLEGE

San Jose Malilipot, Albay

Mid-Term Examination:
Distribution management
MM104 Score:_________
NAME:________________________ Course/yr.__________ Date:__________
Identification:
I; Direction: Read the following question and write your answer on the Blank spaces below.
(20 Marks)

1.__________________ is the or the route a company’s product and services take from the point
of production to the end-user.
2.__________________ enables us to let go of our blinding preconceptions and to simply be silent,
open to new possibilities and experience and experiences of meaning.
3.__________________ is the level of the effort in the negotiation process between the sellers as
well as buyer for achieving the objectives in relative to the process of distribution.
4._________________ this concept is the oldest of the concepts in business.

5.__________________ Where products are marketed and sold directly to consumers without a
fixed retail location.
6.__________________ Where products move from the customer back to the Manufacturer.

7.__________________involves in selling through marketing channels (also known as

distribution channels) have relationships with channels partners (local
resellers, retailers, field agents, etc.) that sell products or service to
services to the end-customers.
8.________________ Introduce a seminal marketing principle to the business world: The
marketing concept.
9._________________ The marketing concept proved a logical precursor to the Total Quality
Management (TQM) Philosophy espouse.
10.________________ is characterized by a fundamental shift from a customer voices to a customer dialogue.

11._________________ is a group of interrelated intermediaries who direct products to customers.

12._________________ are the final or ultimate user of a finished product.

13._________________ it plays a very special role in marketing a product.

14._________________ companies who buy an inventory of product.

15._________________ companies that buy ingredients in large quantities.

16._________________ it is selling of millions of units to the buyers by offering huge incentives.

17._________________ the process of holding and preserving goods.

18._________________ it is somewhere in the middle between a trade show or exhibition. Is open

to the public, but focuses on business networking as well, especially export opportunities.
19._________________ is an event to collectively display different art, product or skills.

20.________________ are devoted to conservation of valuable scientific, artistic, cultural and

historical objects.

II. Multiple choice: Encircle the letter of the correct answer.

21._______is a group of interrelated intermediaries who direct products to customers. It can be a

salesman, broker, agent, retailer, wholesaler etc.
A. marketing channel C. Trade channel
B. channel of distribution D. all of the above

22. Which of the functions describes that the making and assortment of goods and services desired
by the channel member’s customers.
 A. Matching C. Service
B. Finance D. None of the above

23. Which of the following functions focuses on the transport and storage of goods?
A. Finance C. Physical Distribution
B. Matching D. Warehousing

24. A marketing channel performs the work of ______goods from producers to consumers,
overcoming the time, place, and possession gaps that separate goods and services from those
who need or want them.
A. Moving C. Inventoring
B. Producing D. Creating

25. ______are best described by the number of channel levels or it can be stated that the number
of channel levels determines the type of distribution channel that a company adapts.
A. Marketing Channels C. Distribution Channels
B. Retailing Channels D. None of the above

26. Which of the following terms discuss the set various interdependent organizations involved
in the process of developing a product or service allotted for use or consumption by the
consumer or business user?
A. Marketing Channels C. Sales Channels
B. Distribution Channels D. All of the above

27. The functions of distribution channels are as follows EXCEPT

A. Warehousing C. Financing
B. Transportation D. None of the above

28. Full-service wholesalers provide complete service like carrying stock, using a Salesforce,
Offering credit, making deliveries, and providing _______assistance.
A. marketing C. management
B. production D. None of the above

29. Merchant Middlemen are those who take title to the goods they handle. Examples are ______
A. wholesalers C. jobbers
B. retailers D. all of the above

30. Intensive distribution is a strategy in which they stock their products in as many ______ as
possible. These products must be available where in when consumers want them.
A. store C. outlets
B. head office D. None of the above

III. Matching Type

Direction: Match column A with column B by writing the letter of the correct answer.
Column A Column B

_____31. the transport and storage goods A. Finance

_____32. the assortment of goods and services B. Service
desired by the channel member’s customers C. Matching
_____33. making them available at the time and in the D. Time and place
place desired by the customers and consumers E. Transferring title
_____34. finances the first three functions F. Support services
_____35. ensuring the legal and ownership passes to G. Promotion and selling
the final buyer H. Physical distributions
_____36. bearing part of the risk inherent in business I. Risk-taking
_____37. finding out what potential buyers want J. Research and prospecting
_____38. persuading potential buyers to buy
_____39. pre- and after- sales service
_____40. insurance, documentation, management
IV. Essay Question:

Essay question: 5 Marks each

41-45.) Explain the importance of Marketing Channel and Cite an Example.

46-50. Explain why services must be done on pre and after sales. Cite an examples.
51.-55.) What are the cause of channel conflict? Cite an example. (10 marks)

41-45. ans. Marketing channels allow you to promote your products in different places and carry inventory
in those places too. For example, someone can buy the same product directly through Instagram, straight
from a Google Shopping ad, or on Amazon, depending on which channels you use to include your inventory.
46-50. ans. The pre-sale takes care of the attraction of customers and conversion, while after-sales is dedicated to optimizing the customer's
shopping experience and, in the medium and long run, to building customer loyalty and retention. These are some examples of the
processes that make up after-sales service in an online store:
1. Returns, exchanges, warranties
Returns, exchanges, and warranties are some elements that affect the after-sales service and, although online stores
may not want to admit this, returns, exchanges, and warranties are an unavoidable part of any eCommerce business.
2. Shipping-issue resolution
Another key moment for online customers is the shipping process and the arrival of the parcel.
3. Customer support regarding doubts and problems
Another reason why customers may contact an online store is to solve their doubts and problems regarding a product
they have purchased.
4. Notifications about the status and location of the order
On the other hand, if everything went well processing the order and shipping it, your customers will certainly be willing
to know about it!
5. Management of product feedback
Another part of the post-sales process is the management of feedback from customers.
6. Cross-selling and upselling campaigns
Another important touchpoint in the after-sales service is the promotion of related products.
7. Loyalty programs
Loyalty programs are strategic moves that a company can do in order to maximize the profits that come from satisfied
customers.

51.-55.) Channel conflict often arises when the same brand offers identical products through multiple distribution
channels. For example, when a manufacturer (brand) intermediates its channel partner such as wholesaler, retailer, and
sales representatives by selling their product or services directly to the consumer

Thank you and Good luck.

Prepared by:
Junnel A. Sabaupan