Exam 13: Retailers, Wholesalers, and Direct Marketers

How do wholesalers create place utility?

A specialty store handles only part of a single product line; however, it offers consumers increased depth and variety.

Why has the importance of selling agents been declining in many markets?

Which of the following are NOT ways that wholesaling intermediaries can impact the marketing of products?

The goal of customer service is to attract and retain target customers, thereby increasing sales and profits.

Beauty consultants at department store cosmetic counters will perform makeovers on customers. In addition to makeup, the consultants discuss skin care products to improve skin texture so that the makeup looks better. This type of interaction is called suggestion selling.

Match each item to the statement or sentence listed below. a.stock-keeping unit (SKU) b.markup c.markdown d.retail convergence e.scrambled merchandising f.atmospherics g.broker h.general merchandise retailer i.category killer j.rack jobber k.supercentre l.auction house m.specialty store n.retailers o.mass merchandiser p.truck jobber q.direct marketing r.drop shipper s.planned shopping centre t.wheel of retailing -is the amount by which a retailer reduces the original selling price of a product.

Lifestyle centres are targeted to affluent, professional individuals who have little time for shopping.

Many grocery stores practise scrambled merchandising, offering garden plants, toys, and even lawn mowers as seasonal items to broaden their opportunity to make a sale.

What are hypermarkets?

Customers that cannot afford to pay cash for purchases made directly from the manufacturer are granted credit from a wholesale intermediary to purchase those same products from its warehouse. What marketing function is the wholesaler performing?

Match each item to the statement or sentence listed below. a.stock-keeping unit (SKU) b.markup c.markdown d.retail convergence e.scrambled merchandising f.atmospherics g.broker h.general merchandise retailer i.category killer j.rack jobber k.supercentre l.auction house m.specialty store n.retailers o.mass merchandiser p.truck jobber q.direct marketing r.drop shipper s.planned shopping centre t.wheel of retailing -The physical characteristics and amenities of a store that attract customers and satisfy their shopping needs are referred to as _____.

Merchant wholesalers take title to the goods they handle, while agents and brokers do not.

Match each item to the statement or sentence listed below. a.stock-keeping unit (SKU) b.markup c.markdown d.retail convergence e.scrambled merchandising f.atmospherics g.broker h.general merchandise retailer i.category killer j.rack jobber k.supercentre l.auction house m.specialty store n.retailers o.mass merchandiser p.truck jobber q.direct marketing r.drop shipper s.planned shopping centre t.wheel of retailing -A(n) _____ is an agent wholesaling intermediary whose primary function is to bring together buyers and sellers.

Explain the roles of agents and brokers, and define the categories of each.

Identify and describe four types of limited-function merchant wholesalers.

Match each item to the statement or sentence listed below. a.stock-keeping unit (SKU) b.markup c.markdown d.retail convergence e.scrambled merchandising f.atmospherics g.broker h.general merchandise retailer i.category killer j.rack jobber k.supercentre l.auction house m.specialty store n.retailers o.mass merchandiser p.truck jobber q.direct marketing r.drop shipper s.planned shopping centre t.wheel of retailing -A(n) _____ is a large store that combines groceries with discount store merchandise.

Once a retailer has identified a target market, it can then apply a standard merchandising strategy to attract customers to its stores.

Which of the following retailers follows scrambled merchandising to the greatest degree?

A drop shipper accepts orders from customers, accepts title and possession of the product, and then ships the product directly to customers.