国际营销渠道 简述

True / False Questions

1 The distribution process includes promotion of goods and services by sellers and resellers.

2 The distribution channel process includes all activities, beginning with the manufacturer and ending with the retailer.

3 In the context of distribution patterns, wholesaling shows a greater diversity in its structure than does retailing.

4 In the traditional distribution structure, independent agencies that provide facilitating functions are nonexistent or underdeveloped.

5 As traditional channel structures are changing, importers and retailers are also becoming involved in new product development.

6 One of the trends of modern channel structure is that more and more traditioanal retailers become e-commerce retailers.

Ture

7 Domestic middlemen offer many advantages for companies with large international sales volume.

8 Domestic middlemen are most likely to be used when the marketer desires to minimize financial and management investment.

9 Using foreign-country middlemen moves the manufacturer away from the market and the company becomes less involved with problems of language, physical distribution, communications, and financing.

10 An export management company functions as a low-cost, independent marketing department with direct responsibility to the parent firm.

11 Agent middlemen work on commission and do not take title to the merchandise.

12 Merchant middlemen tend to be more controllable than agent middlemen because they take title to manufacturers’goods.

Multiple Choice Questions

13、Most middlemen have little loyalty to their vendors. They handle brands in good times when the line is making money but quickly reject such products within a season or a year if they fail to produce during that period. This is an example of problems associated with which of the following six Cs of distribution channel strategy?

A. Character

B. Continuity

C. Control

D. Cost

E. Capital requirement

Essay Questions

14、What are the various techniques that can be used to motivate middlemen?

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