Trắc nghiệm Marketing B2B Tiếng Anh có đáp án - Chương 12
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Câu 1:
What is the primary characteristic of a 'direct' distribution channel in B2B marketing?
💡 Lời giải chi tiết:
According to standard B2B marketing theory, a direct channel is characterized by the manufacturer maintaining full responsibility for all sales and marketing activities without involving external middlemen. Kết luận Lý giải: The producer sells directly to the customer without using independent intermediaries
Câu 2:
Which type of intermediary in the B2B sector typically takes legal title to the products they handle?
💡 Lời giải chi tiết:
In B2B logistics, merchant wholesalers such as industrial distributors are distinguished by their practice of purchasing and taking legal ownership of goods before reselling them. Kết luận Lý giải: Industrial distributors
Câu 3:
What is a major advantage of using manufacturers' representatives instead of a direct sales force?
💡 Lời giải chi tiết:
Manufacturers' representatives provide a cost-effective alternative for firms because they operate on a commission-only basis, effectively shifting sales costs from fixed to variable. Kết luận Lý giải: Reduced fixed costs because reps are paid based on commission
Câu 4:
In the context of B2B channel design, what is the first step in the process?
💡 Lời giải chi tiết:
Effective B2B channel strategy must begin with a thorough analysis of what the end customer requires in terms of delivery, support, and technical assistance. Kết luận Lý giải: Analyzing the customer's service needs and preferences
Câu 5:
Which term describes a conflict between two industrial distributors competing in the same geographic territory?
💡 Lời giải chi tiết:
Horizontal conflict occurs between intermediaries of the same type at the same level of the distribution channel. Kết luận Lý giải: Horizontal conflict
Câu 6:
What is the core focus of 'Supply Chain Management' (SCM) compared to traditional logistics?
💡 Lời giải chi tiết:
While logistics focuses on the movement of goods, SCM encompasses the strategic integration of business processes from original suppliers through to end users. Kết luận Lý giải: Integration and coordination across all firms in the value chain
Câu 7:
Which of the following is a characteristic of 'Manufacturers' Representatives'?
💡 Lời giải chi tiết:
According to the common industry model, manufacturers' reps are independent agents who specialize in selling complementary but non-competing products from different firms. Kết luận Lý giải: They represent several non-competing product lines
Câu 8:
The 'Total Cost of Ownership' (TCO) in B2B logistics includes which of the following?
💡 Lời giải chi tiết:
TCO provides a comprehensive view of all costs associated with the acquisition and use of a product throughout its life cycle, including logistics and maintenance. Kết luận Lý giải: Purchase price plus transportation, inventory, and storage costs
Câu 9:
Which logistical system aims to deliver products exactly when they are needed for production, minimizing inventory?
💡 Lời giải chi tiết:
The JIT system is designed to increase efficiency and decrease waste by receiving goods only as they are needed in the production process. Kết luận Lý giải: Just-In-Time (JIT)
Câu 10:
What does '3PL' stand for in the context of B2B distribution?
💡 Lời giải chi tiết:
A 3PL provider is an external firm that performs all or part of a company's material management and product distribution functions. Kết luận Lý giải: Third-Party Logistics
Câu 11:
A 'Value-Added Reseller' (VAR) is best described as an intermediary that:
💡 Lời giải chi tiết:
VARs play a critical role in B2B markets by bundling products with additional services or features to create a complete solution for the customer. Kết luận Lý giải: Enhances a product by adding customized hardware or software solutions
Câu 12:
Which factor most likely encourages a firm to use an 'indirect' distribution channel?
💡 Lời giải chi tiết:
Indirect channels are typically more efficient when a large number of customers buy in small quantities, as distributors can consolidate orders and reduce shipping costs. Kết luận Lý giải: Fragmented customer base with small individual purchase volumes
Câu 13:
What is 'Vertical Conflict' in a B2B channel?
💡 Lời giải chi tiết:
Vertical conflict occurs when members at different levels of the distribution chain, like a producer and its distributors, have clashing goals or perceptions. Kết luận Lý giải: Disagreement between different levels of the same channel, such as manufacturer and wholesaler
Câu 14:
Which concept involves the electronic exchange of business documents like invoices and purchase orders between companies?
💡 Lời giải chi tiết:
EDI is a foundational technology in B2B supply chains that allows for the automated, standardized transfer of data between trading partners. Kết luận Lý giải: Electronic Data Interchange (EDI)
Câu 15:
What is the primary goal of 'Physical Distribution' in B2B marketing?
💡 Lời giải chi tiết:
The objective of physical distribution management is to balance the trade-off between providing high customer service levels and minimizing the associated logistical costs. Kết luận Lý giải: To provide the required level of customer service at the lowest total cost
Câu 16:
In B2B, what does 'Disintermediation' refer to?
💡 Lời giải chi tiết:
Disintermediation occurs when a producer bypasses traditional channel members and interacts directly with the end-user, often facilitated by digital technology. Kết luận Lý giải: Eliminating intermediaries to sell directly to customers via the internet
Câu 17:
Which logistics activity involves the management of products returning from the customer back to the producer?
💡 Lời giải chi tiết:
Reverse logistics covers all operations related to the reuse of products and materials, including returns, recycling, and hazardous waste disposal. Kết luận Lý giải: Reverse logistics
Câu 18:
What is 'Cross-docking' in a B2B supply chain?
💡 Lời giải chi tiết:
Cross-docking is a logistical practice that streamlines the distribution process by transferring products directly from arrival to departure docks, reducing storage time and costs. Kết luận Lý giải: Moving goods from an incoming truck directly to an outgoing truck with minimal storage
Câu 19:
Which factor is a common cause of channel conflict in B2B markets?
💡 Lời giải chi tiết:
Conflict often arises when the objectives of a manufacturer, such as market share growth, clash with the profit maximization goals of its distributors. Kết luận Lý giải: Goal incompatibility between the manufacturer and the distributor
Câu 20:
What is 'Lead Time' in the context of B2B procurement?
💡 Lời giải chi tiết:
Lead time is a critical performance metric in distribution that measures the speed and reliability of the fulfillment process. Kết luận Lý giải: The time elapsed between placing an order and receiving the goods
Câu 21:
When a manufacturer uses 'Selective Distribution', they are:
💡 Lời giải chi tiết:
Selective distribution involves using more than one, but fewer than all, available intermediaries to ensure better control and support for the product. Kết luận Lý giải: Limiting the number of intermediaries to those who meet specific criteria
Câu 22:
What is the primary role of a 'Broker' in B2B transactions?
💡 Lời giải chi tiết:
Brokers act as facilitators who do not take title to goods but earn a commission for connecting buyers and sellers for specific deals. Kết luận Lý giải: Bringing buyers and sellers together and assisting in negotiation
Câu 23:
Which of the following is considered an 'inventory carrying cost'?
💡 Lời giải chi tiết:
Inventory carrying costs include all expenses related to holding goods in stock, such as capital costs, storage space, and risk-related costs. Kết luận Lý giải: Costs associated with insurance, taxes, and obsolescence
Câu 24:
What is the benefit of 'Collaborative Planning, Forecasting, and Replenishment' (CPFR)?
💡 Lời giải chi tiết:
CPFR is a business practice that combines the intelligence of multiple trading partners to improve the accuracy of demand forecasts and replenishment. Kết luận Lý giải: Improving supply chain visibility and reducing inventory levels
Câu 25:
The 'Bullwhip Effect' in B2B supply chains refers to:
💡 Lời giải chi tiết:
The bullwhip effect describes how small variations in demand at the consumer level can result in progressively larger fluctuations at the wholesale and manufacturing levels. Kết luận Lý giải: Increasing fluctuations in inventory in response to customer demand changes
