CHAPTER 5 T OR F Flashcards
In managing its intermediaries the firm must decide how much effort to devote to push vs pull strategy.
TRUE
Push strategy involves the manufacturer using advertising and promotion to induce customers to ask intermediaries for the product
FALSE (PULL STRATEGY)
pull strategy is appropriate where there is brand loyalty, people choose the brand before they go to the store ex: Two wheeler, car
TRUE
Inside order-takers are retail sales assistants (like sales assistants in Vishal Megamart) customer has full freedom to choose products without the presence of a salesperson.
TRUE
Channel of distribution decisions play a vital role to all types of firms
TRUE
Pull strategy is appropriate where there is low brand loyalty, brand choice is made in the store.
FALSE (PUSH STRATEGY)
FACTORS AFFECTING CHANNEL CHOICE ARE MARKET FACTOR, PRODUCT FACTOR AND MANUFACTURER FACTOR
TRUE
Pull strategy is appropriate where there is low brand loyalty, brand choice is made in the store.
FALSE (PUSH STRATEGY)
Missionary salespeople they are required to acquire new businesses for the company and negotiate with new prospects
FALSE (ORDER-GETTERS/FRONT-LINE SALESPEOPLE
In big markets the firm might sell directly to retailers, distributors
FALSE (SMALL MARKETS)
Order-Creators help in increasing goodwill of the company and educate customers about the product. They do not call the ultimate buyers but approach to those who make advices to the buyer about the product
TRUE
Service Salespeople interacts with customers after sale is complete.
TRUE
Order takers should be accurate and should provide accurate information to the company and customer about booking of orders and date of delivery
TRUE
A old firm typically starts as a local intermediaries (agents, retailers, whole - sales,)
FALSE (NEW FIRM)
push strategy involves the manufacturers using its sales force, promotion money to induce intermediaries to carry, promote and sell the product to end users.
TRUE
The Delivery salespeople’s task is primarily concerned with delivering the product.
TRUE
Technical support salespeople is type of salesperson provide sales support to front-line salespeople
TRUE
Merchandisers are responsible for product appearance and supply in various stores throughout their designated geographic area
TRUE
Outside order-takers are salespeople visit customers, but their primary function is to respond to customer requests rather than persuading the customer.
TRUE
Missionary salespeople are best order creators and they do take purchase orders
FALSE (DO NOT TAKE PURCHASE ORDERS)
Order-creators do not have the responsibility to persuade customers to buy products and increase the sales.
FALSE (ORDER TAKERS)
Trade Salespeople spend much time helping customers, especially in retail stores, restock the shelves, set up displays.
TRUE
functions performed by wholesaler, retailers, dealers and called intermediaries who connect producers to end users
TRUE
Order creators are the salespeople who help in pushing the customer towards product
FALSE (pulling the customers)
there are 5 factors affecting channel choice
FALSE (3)
