Unit 4 of 5
Study guide for CLEP CLEP Principles of Marketing — Unit 4: Distribution and Promotion. Practice questions, key concepts, and exam tips.
34
Practice Questions
12
Flashcards
7
Key Topics
Try these 5 questions from this unit. Sign up for full access to all 34.
Which promotional tool is most likely to be used in a push strategy?
Advertising
Sales promotions
Public relations
Personal selling
Direct marketing
Answer: D — Personal selling is correct because personal selling is often used to push products.
A company is introducing a new product to the market. The marketing manager needs to decide on the most effective distribution channel. Which of the following channels would be most suitable for a company that wants to have direct control over the sales process and build strong relationships with customers?
Direct marketing
Indirect marketing through wholesalers
Online marketing through social media
Marketing through mass media advertising
Marketing through retail partners
Answer: A — Direct marketing allows companies to have direct control over the sales process and build strong relationships with customers.
A pharmaceutical manufacturer sells prescription medications through both hospital supply chains and independent pharmacy networks. When the manufacturer offers steeper discounts to hospital systems, independent pharmacies threaten to stock competing brands. Which distribution challenge does this scenario best illustrate?
Vertical integration
Channel conflict
Selective distribution
Exclusive dealing
Predatory pricing
Answer: B — Channel conflict occurs when different intermediaries in the same distribution system compete or have conflicting interests, as shown by independent pharmacies threatening to stock competitors in response to preferential pricing. Vertical integration "Vertical integration" refers to ownership consolidation, not intermediary tension. Selective distribution "Selective distribution" involves limiting outlets but doesn't inherently create conflict. Exclusive dealing "Exclusive dealing" restricts intermediaries from carrying competitors' products but isn't the core issue here. Predatory pricing "Predatory pricing" involves illegally undercutting competitors, not differential channel pricing.
Which promotion strategy involves paying for media space?
Personal selling
Sales promotion
Public relations
Advertising
Direct marketing
Answer: D — Advertising is correct because advertising involves paying for media space to promote a product or service.
What is the primary goal of a logistics manager?
Increase sales
Build brand awareness
Enhance product quality
Reduce costs and improve distribution efficiency
Develop new products
Answer: D — Reduce costs and improve distribution efficiency is correct because logistics managers focus on reducing costs and improving efficiency, not A which is a broader marketing goal.
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