Electrobar, a European manufacturer of industrial kitchenware, sells to industrial canteens, restaurants, hotels, and so forth. The company provides a one-year warranty on all products and also allows customers to pay in installments — they pay 50 percent on delivery and the rest as equal installments. This refers to which element in the "trade-relations mix"?
A. price policy
B. conditions of sale
C. distributors' territorial rights
D. exclusive dealings
E. mutual services and responsibilities
查看答案
Which of the following channels is associated with the lowest cost per transaction?
A. Internet
B. telemarketing
C. retail stores
D. distributor
E. sales force
Which marketing channel is associated with the highest value added per sale?
A. retail stores
B. sales force
C. distributors
D. Internet
E. telemarketing
Which of the following problems is most likely when a company chooses to use a sales agency instead of company salespeople?
A. The company will find it difficult to control the sales process.
B. They do not take title to goods or negotiate purchases or sales.
C. The value-added per sale is the lowest for sales agencies.
D. Agencies will pay less attention to customers who buy the most or in large volumes.
E. Sales agencies are often difficult to access due to strict contractual obligations.
Who will most likely be willing to pay for high-value-added channels?
A. early buyers of a product
B. internal customers of a company
C. small and matured buyers of an industry
D. consumers of low involvement products
E. repeat customers of a product
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