Question 1

The network marketing sales system works by recruiting independent businesspeople who act as distributors.

Accepted Answer

A) True 
 B)False

Question 2

Because shelf space is scarce, many supermarkets now charge a ________ for accepting a new brand, to cover the cost of listing and stocking it.

Accepted Answer

A)  retainer 
B)  slotting fee 
C)  residual fee 
D)  contingent fee 
E)  royalty 
A)  retainer 
B)  slotting fee 
C)  residual fee 
D)  contingent fee 
E)  royalty

Question 3

Accepting telephone and mail orders is an example of the ancillary services that a retailer offers.

Accepted Answer

A) True 
 B)False

Question 4

Electronic shopping is a type of ________.

Accepted Answer

A)  direct selling 
B)  network marketing 
C)  multilevel selling 
D)  corporate selling 
E)  direct marketing 
A)  direct selling 
B)  network marketing 
C)  multilevel selling 
D)  corporate selling 
E)  direct marketing

Question 5

In ________, a salesperson goes to the home of a host who has invited friends, demonstrates the products and takes orders.

Accepted Answer

A)  catalog marketing 
B)  franchising 
C)  direct-response selling 
D)  network marketing 
E)  direct marketing 
A)  catalog marketing 
B)  franchising 
C)  direct-response selling 
D)  network marketing 
E)  direct marketing

Question 6

JGB manufactures the K-Nine brand of dog food that is carried in supermarkets across the country. The company has always used wholesalers instead of selling directly to the retailers. However, recently, the sales team at JGB has noticed that wholesalers don't aggressively promote JGB's product line. They often don't carry enough inventory and therefore don't fill customers' orders fast enough. However, the marketing team insists that the wholesaling route is the best. What reasons can the marketing team offer to justify this?

Accepted Answer

Student answers may vary.
Wholesalers' s

Question 7

Mal's father and grandfather ran Reynold's, a general store in the town of Bayswater. When Mal inherited the store, the town was expanding rapidly and a number of multinational franchisors showed interest in entering the town. Mal wants to turn Reynold's into a franchise of Blue Sun, a fast-food chain. What benefits can Mal gain from this move?

Accepted Answer

Student answers may vary.
As the franchi

Question 8

Optimal order quantities exist when the curves for the order-processing cost per unit and inventory-carrying cost per unit ________.

Accepted Answer

A)  are collinear 
B)  are diagonal to each other 
C)  intersect 
D)  are parallel to each other 
E)  equal zero 
A)  are collinear 
B)  are diagonal to each other 
C)  intersect 
D)  are parallel to each other 
E)  equal zero

Question 9

A ________ is a retail firm owned by its customers. Members contribute money to open their
Own store, vote on its policies, elect a group to manage it, and receive dividends.

Accepted Answer

A)  retailer cooperative 
B)  voluntary chain 
C)  consumer cooperative 
D)  merchandising conglomerate 
E)  franchise organization 
A)  retailer cooperative 
B)  voluntary chain 
C)  consumer cooperative 
D)  merchandising conglomerate 
E)  franchise organization

Question 10

Reynold's, a supermarket chain, carries the K-Nine range of dog food manufactured by JGB. However, the chain does not interact directly with JGB, but obtains stocks from wholesalers. It has been suggested that Reynold's save costs by sourcing products directly from JGB. However, Mal, the CEO of the Reynold's, insists that wholesalers are the most hassle-free option for Reynold's. What can Mal say to justify this?

Accepted Answer

Student answers may vary.
Mal can justif

Question 11

In the corporate headquarters of a supermarket chain, ________ are responsible for developing brand assortments and listening to salespersons' presentations.

Accepted Answer

A)  central buyers 
B)  brokers 
C)  specialist buyers 
D)  agents 
E)  specialized wholesalers 
A)  central buyers 
B)  brokers 
C)  specialist buyers 
D)  agents 
E)  specialized wholesalers

Question 12

HCN recently introduced a product that the distributor considers a "bottleneck" item. What is the risk/opportunity relationship for bottleneck items?

Accepted Answer

A)  low risk, mediocre opportunity 
B)  low risk, high opportunity 
C)  low risk, low opportunity 
D)  high risk, mediocre opportunity 
E)  high risk, low opportunity 
A)  low risk, mediocre opportunity 
B)  low risk, high opportunity 
C)  low risk, low opportunity 
D)  high risk, mediocre opportunity 
E)  high risk, low opportunity

Question 13

In ________ retailing, salespeople are ready to assist in every phase of the "locate-compare-select" process.

Accepted Answer

A)  self-service 
B)  self-selection 
C)  full-service 
D)  limited service 
E)  limited-selection 
A)  self-service 
B)  self-selection 
C)  full-service 
D)  limited service 
E)  limited-selection

Question 14

E&OE is trying to minimize its inventory costs, which are extremely high. The company has realized that it can achieve this by maintaining a near-zero inventory and producing only once a product is ordered. Which of the following will be true for E&OE?

Accepted Answer

A)  Short production runs will be more expensive than longer ones. 
B)  Setup and order-processing costs will be high. 
C)  The order point will be high. 
D)  Order-processing costs will be lower than the inventory-carrying costs. 
E)  E&OE can reduce the average cost per unit by producing a long run. 
A)  Short production runs will be more expensive than longer ones. 
B)  Setup and order-processing costs will be high. 
C)  The order point will be high. 
D)  Order-processing costs will be lower than the inventory-carrying costs. 
E)  E&OE can reduce the average cost per unit by producing a long run.

Question 15

Growth in the retail market is centered firmly in the middle market, leaving luxury retailers and discounting specialists struggling.

Accepted Answer

A) True 
 B)False

Question 16

Electronic shelf labeling allows retailers to ________.

Accepted Answer

A)  check inventory levels instantaneously 
B)  order electronically from suppliers 
C)  run continual promotional messages 
D)  advertise sales and special offers 
E)  change price levels instantaneously 
A)  check inventory levels instantaneously 
B)  order electronically from suppliers 
C)  run continual promotional messages 
D)  advertise sales and special offers 
E)  change price levels instantaneously

Question 17

In the ________ type of retailing, customers usually find their own goods, although they can ask salespeople for assistance.

Accepted Answer

A)  self-service 
B)  self-selection 
C)  full-service 
D)  limited service 
E)  limited-selection 
A)  self-service 
B)  self-selection 
C)  full-service 
D)  limited service 
E)  limited-selection

Question 18

Which of the following is a postpurchase service offered by retailers?

Accepted Answer

A)  accepting orders over the telephone 
B)  advertising and window displays 
C)  delivery to the customer's doorstep 
D)  general information 
E)  interior decoration of the retail outlet 
A)  accepting orders over the telephone 
B)  advertising and window displays 
C)  delivery to the customer's doorstep 
D)  general information 
E)  interior decoration of the retail outlet

Question 19

In supermarkets and other retail outlets, RFID is used to ________.

Accepted Answer

A)  change prices instantaneously 
B)  check for spoilage or damage to goods 
C)  advertise special offers and discounts 
D)  run continual promotional messages 
E)  monitor inventory and track goods 
A)  change prices instantaneously 
B)  check for spoilage or damage to goods 
C)  advertise special offers and discounts 
D)  run continual promotional messages 
E)  monitor inventory and track goods

Question 20

Electronic shopping is a form of direct marketing.

Accepted Answer

A) True 
 B)False

The network marketing sales system works by recruiting independent businesspeople who act as distributors.

Because shelf space is scarce, many supermarkets now charge a ________ for accepting a new brand, to cover the cost of listing and stocking it.

Accepting telephone and mail orders is an example of the ancillary services that a retailer offers.

Electronic shopping is a type of ________.

In ________, a salesperson goes to the home of a host who has invited friends, demonstrates the products and takes orders.

Optimal order quantities exist when the curves for the order-processing cost per unit and inventory-carrying cost per unit ________.

A ________ is a retail firm owned by its customers. Members contribute money to open their Own store, vote on its policies, elect a group to manage it, and receive dividends.

In the corporate headquarters of a supermarket chain, ________ are responsible for developing brand assortments and listening to salespersons' presentations.

HCN recently introduced a product that the distributor considers a "bottleneck" item. What is the risk/opportunity relationship for bottleneck items?

In ________ retailing, salespeople are ready to assist in every phase of the "locate-compare-select" process.

E&OE is trying to minimize its inventory costs, which are extremely high. The company has realized that it can achieve this by maintaining a near-zero inventory and producing only once a product is ordered. Which of the following will be true for E&OE?

Growth in the retail market is centered firmly in the middle market, leaving luxury retailers and discounting specialists struggling.

Electronic shelf labeling allows retailers to ________.

In the ________ type of retailing, customers usually find their own goods, although they can ask salespeople for assistance.

Which of the following is a postpurchase service offered by retailers?

In supermarkets and other retail outlets, RFID is used to ________.

Electronic shopping is a form of direct marketing.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Competitive Dynamics

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

Filters

Exam 16: Managing Retailing, Wholesaling, and Logistics

The network marketing sales system works by recruiting independent businesspeople who act as distributors.

Because shelf space is scarce, many supermarkets now charge a ________ for accepting a new brand, to cover the cost of listing and stocking it.

Accepting telephone and mail orders is an example of the ancillary services that a retailer offers.

Electronic shopping is a type of ________.

In ________, a salesperson goes to the home of a host who has invited friends, demonstrates the products and takes orders.

Optimal order quantities exist when the curves for the order-processing cost per unit and inventory-carrying cost per unit ________.

A ________ is a retail firm owned by its customers. Members contribute money to open their Own store, vote on its policies, elect a group to manage it, and receive dividends.

In the corporate headquarters of a supermarket chain, ________ are responsible for developing brand assortments and listening to salespersons' presentations.

HCN recently introduced a product that the distributor considers a "bottleneck" item. What is the risk/opportunity relationship for bottleneck items?

In ________ retailing, salespeople are ready to assist in every phase of the "locate-compare-select" process.

E&OE is trying to minimize its inventory costs, which are extremely high. The company has realized that it can achieve this by maintaining a near-zero inventory and producing only once a product is ordered. Which of the following will be true for E&OE?

Growth in the retail market is centered firmly in the middle market, leaving luxury retailers and discounting specialists struggling.

Electronic shelf labeling allows retailers to ________.

In the ________ type of retailing, customers usually find their own goods, although they can ask salespeople for assistance.

Which of the following is a postpurchase service offered by retailers?

In supermarkets and other retail outlets, RFID is used to ________.

Electronic shopping is a form of direct marketing.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Competitive Dynamics

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

Filters