Exam 15: Retailing, Direct Marketing and Wholesaling

Direct-response marketing is the performance of marketing-related activities by telephone.

Brianna owns and operates a gift and interior store called The Gingerbread House. She works hard to put together beautiful arrangements and displays throughout the store and always features a burning scented candle and light music. She hopes these efforts will encourage her customers to buy more. Brianna is focusing on

New store formats and advances in _______________ are making the retail environment highly dynamic and competitive.

Scenario 15.2 Use the following to answer the questions. Lands' End offers clothing and accessories for all members of the typical household. For many years, the products were sold only through catalogs. Later, they were available through the company on its Internet website. In the past few years, Lands' End has partnered with Sears to offer selected Lands' End products inside of Sears retail stores. This move by Lands' End has been criticized by some marketers because it was thought that the Lands' End products were superior in quality to those that are available in Sears stores. Additionally, the products available in Sears stores include Craftsman tools, lawn care equipment, and household appliances, which are not Lands' End types of product lines. This may create mixed messages about Lands' End to prospective customers. Refer to Scenario 15.2. In comparison to Lands' End, Sears has a product mix that is most likely

A merchant wholesaler

New store formats and technological advances are making the retail environment highly dynamic and competitive.

Many cities are revitalizing their downtown areas by bringing in new retail establishments. They are building new civic structures, passing ordinances that encourage the restoration of historic buildings, and developing mixed-use structures that include retail, residential, and other uses. These areas are best described as

As discount stores improve their services and atmosphere as well as raise their prices, the distinction between discount stores and ____ is becoming blurred.

Scenario 15.2 Use the following to answer the questions. Lands' End offers clothing and accessories for all members of the typical household. For many years, the products were sold only through catalogs. Later, they were available through the company on its Internet website. In the past few years, Lands' End has partnered with Sears to offer selected Lands' End products inside of Sears retail stores. This move by Lands' End has been criticized by some marketers because it was thought that the Lands' End products were superior in quality to those that are available in Sears stores. Additionally, the products available in Sears stores include Craftsman tools, lawn care equipment, and household appliances, which are not Lands' End types of product lines. This may create mixed messages about Lands' End to prospective customers. Refer to Scenario 15.2. When Lands' End sells its products through a catalog or the Internet, it is most likely a(an) ____, selling through ____.

Most factory outlet shopping centers seek to locate in prime retail, metropolitan areas.

Hutton Industries wants to hire an intermediary to help with the distribution of its products. Management needs an intermediary that will represent the company as sellers, but also wants to retain control over pricing and promotion decisions. It should most likely hire a

Sydney decides to start her own coffee shop. After finding a supplier of coffee beans and hiring baristas to brew the coffee, Sydney feels she is ready to go. She opens up her shop with much fanfare from the local community. Sydney is acting as a

Off-price retailers and category killers are both

You are part of an investment group that is planning to open a warehouse club in your hometown. There are a number of considerations that you will have to address in order for this venture to be successful. Which of the following statements is true regarding warehouse clubs?

Shawn helps negotiate purchases and sales for wholesaling organizations in the agricultural industry. He receives goods on consignment from sellers and then uses his expertise to negotiate sales in large markets. His services are in high demand because Shawn is especially adept at obtaining the best price possible under market conditions. Shawn is most likely a

A large retailer selling food and most routinely purchased consumer products is a

Warehouse clubs are able to offer a broad range of merchandise because their product lines are shallow and their sales volumes high.

What are the three types of nonstore retailing, and what are some examples of each?

All of the following are types of limited-service merchant wholesalers except

Scenario 15.2 Use the following to answer the questions. Lands' End offers clothing and accessories for all members of the typical household. For many years, the products were sold only through catalogs. Later, they were available through the company on its Internet website. In the past few years, Lands' End has partnered with Sears to offer selected Lands' End products inside of Sears retail stores. This move by Lands' End has been criticized by some marketers because it was thought that the Lands' End products were superior in quality to those that are available in Sears stores. Additionally, the products available in Sears stores include Craftsman tools, lawn care equipment, and household appliances, which are not Lands' End types of product lines. This may create mixed messages about Lands' End to prospective customers. Refer to Scenario 15.2. By locating in the Sears' stores, Lands' End can do all of the following, except