Trắc nghiệm Marketing B2B Tiếng Anh có đáp án - Chương 9
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Câu 1:
In the B2B context, which channel structure is typically preferred when the product is highly technical and requires extensive after-sales service?
💡 Lời giải chi tiết:
According to common B2B marketing principles, direct channels are favored for complex or technical products because they allow for better control over technical support and service. Kết luận Lý giải Direct channel from manufacturer to user
Câu 2:
What is the primary distinguishing characteristic of industrial distributors compared to manufacturers' representatives?
💡 Lời giải chi tiết:
Industrial distributors are merchant intermediaries that buy products from manufacturers and take legal ownership of the inventory. Kết luận Lý giải They take title to the goods they sell
Câu 3:
Manufacturers' representatives (agents) are most likely to be used by a B2B firm under which of the following conditions?
💡 Lời giải chi tiết:
Manufacturers' reps operate on commission, making them a cost-effective choice for reaching markets where the sales potential does not justify a full-time direct sales force. Kết luận Lý giải The firm wants to avoid fixed costs of a direct sales force in a thin market
Câu 4:
The first step in the B2B channel design process should always focus on which of the following?
💡 Lời giải chi tiết:
Effective channel design begins with understanding what the customer requires in terms of delivery speed, lot size, and technical support. Kết luận Lý giải Analyzing the service output needs of target customers
Câu 5:
Which concept suggests that a firm should evaluate the trade-offs between transportation, warehousing, and inventory costs to minimize the overall expense?
💡 Lời giải chi tiết:
The total cost approach in B2B logistics aims to find the optimal balance between different logistical costs rather than just minimizing one in isolation. Kết luận Lý giải Total cost approach
Câu 6:
Which term describes a situation where a manufacturer uses both its own direct sales force and independent distributors to reach the same customer segment, potentially leading to conflict?
💡 Lời giải chi tiết:
Multi-channel distribution involves using different paths to reach customers, which can create friction if the channels compete for the same business. Kết luận Lý giải Multi-channel distribution
Câu 7:
What is the main advantage of using Third-Party Logistics (3PL) providers in B2B marketing?
💡 Lời giải chi tiết:
By outsourcing logistics to 3PLs, B2B firms can leverage the provider's specialized scale and technology to improve efficiency. Kết luận Lý giải It allows firms to focus on core competencies while experts handle distribution
Câu 8:
Which of the following is a key reason why B2B firms are increasingly adopting E-commerce channels?
💡 Lời giải chi tiết:
Digital channels streamline the procurement process for standardized products, reducing administrative time and costs for both buyer and seller. Kết luận Lý giải To reduce transaction costs for routine, repeat purchases
Câu 9:
In B2B logistics, the 'Bullwhip Effect' refers to which phenomenon?
💡 Lời giải chi tiết:
The bullwhip effect occurs when small changes in consumer demand cause larger variations in orders up the supply chain. Kết luận Lý giải Increasing fluctuations in inventory levels as one moves up the supply chain
Câu 10:
Which type of B2B intermediary typically provides a wide range of functions including credit, delivery, and local technical support?
💡 Lời giải chi tiết:
Full-service distributors act as local partners that add value through various logistics and financial services for the buyer. Kết luận Lý giải Full-service industrial distributor
Câu 11:
When a B2B marketer decides to bypass existing distributors to sell directly to large accounts, this is known as:
💡 Lời giải chi tiết:
Disintermediation occurs when a manufacturer removes a layer of the distribution channel to deal more directly with customers. Kết luận Lý giải Disintermediation
Câu 12:
Which logistics metric measures the percentage of orders filled completely and on time?
💡 Lời giải chi tiết:
The order fill rate is a critical B2B service metric that reflects how reliably the supplier meets customer demand from stock. Kết luận Lý giải Order fill rate
Câu 13:
What is the primary role of a 'Commission Merchant' in B2B markets?
💡 Lời giải chi tiết:
Commission merchants physically handle goods and negotiate sales but do not take legal title to the products they manage. Kết luận Lý giải Handling and selling goods on a consignment basis without taking title
Câu 14:
Supply Chain Management (SCM) focuses on which of the following to gain a competitive advantage?
💡 Lời giải chi tiết:
SCM aims to optimize the entire flow of goods and information across all partners in the chain to provide superior value. Kết luận Lý giải Integrating processes from raw material suppliers to the final customer
Câu 15:
Which factor most influences the choice of transportation mode in B2B logistics for high-value electronic components?
💡 Lời giải chi tiết:
For high-value items, the high cost of holding inventory often justifies more expensive, faster transportation like air freight. Kết luận Lý giải The need for speed and low inventory carrying costs
Câu 16:
In B2B channel management, 'Reward Power' refers to the manufacturer's ability to:
💡 Lời giải chi tiết:
Reward power is based on the belief that the manufacturer can provide benefits to a channel member for complying with requests. Kết luận Lý giải Provide financial incentives or better margins to cooperative partners
Câu 17:
What is 'Reverse Logistics' in a B2B context?
💡 Lời giải chi tiết:
Reverse logistics involves the flow of goods back from the customer to the manufacturer for service, return, or recycling. Kết luận Lý giải The management of product returns, recycling, and disposal
Câu 18:
A 'Just-in-Time' (JIT) delivery system in B2B marketing requires:
💡 Lời giải chi tiết:
JIT systems aim to reduce inventory by ensuring materials arrive exactly when needed, which demands high precision in logistics. Kết luận Lý giải Extremely reliable and frequent small shipments
Câu 19:
Which of these is a potential disadvantage of using industrial distributors?
💡 Lời giải chi tiết:
Using intermediaries creates a barrier between the producer and the customer, potentially hindering the flow of market information. Kết luận Lý giải The manufacturer may lose direct contact with the end-user
Câu 20:
Channel conflict between a manufacturer and its distributor over how to promote a product is an example of:
💡 Lời giải chi tiết:
Vertical conflict occurs between different levels within the same distribution channel, such as between a producer and a wholesaler. Kết luận Lý giải Vertical conflict
Câu 21:
What does 'Inventory Carrying Cost' include in B2B logistics?
💡 Lời giải chi tiết:
Inventory carrying costs encompass all expenses associated with holding and maintaining stored goods over a period. Kết luận Lý giải Costs of storage, insurance, taxes, and capital tied up in stock
Câu 22:
Which B2B distribution strategy involves selling through every available qualified intermediary in a market?
💡 Lời giải chi tiết:
Intensive distribution aims for maximum market coverage by placing products in as many outlets as possible. Kết luận Lý giải Intensive distribution
Câu 23:
A 'Strategic Alliance' in B2B channels is best defined as:
💡 Lời giải chi tiết:
Strategic alliances involve partners committing resources and coordinating activities to achieve mutual competitive advantages. Kết luận Lý giải A long-term formal relationship to achieve shared strategic goals
Câu 24:
How does an 'Economic Order Quantity' (EOQ) model help B2B managers?
💡 Lời giải chi tiết:
EOQ is a formula used to find the balance between ordering costs and inventory holding costs to find the most cost-effective order quantity. Kết luận Lý giải It identifies the optimal order size that minimizes total inventory costs
Câu 25:
What is the primary function of a 'Distribution Center' (DC) in a B2B network?
💡 Lời giải chi tiết:
Distribution centers are designed for the rapid movement and throughput of goods rather than long-term storage. Kết luận Lý giải To efficiently receive, sort, and ship products to customers
