Question 1

What wholesaling activities do selling agents and brokers perform?

Accepted Answer

Selling agents market either all of a sp

Question 2

Some purchasing by consumers is an end in itself-for example, when it is done to escape boredom.

Accepted Answer

A) True 
 B)False

Question 3

What is a potential disadvantage of direct selling?

Accepted Answer

A)  Commissions for salespeople are usually low. 
B)  Some customers view direct selling negatively. 
C)  Personal attention tends to be lacking. 
D)  Product demonstrations are difficult in this type of selling. 
E)  Consumers must go out of their way. 
A)  Commissions for salespeople are usually low. 
B)  Some customers view direct selling negatively. 
C)  Personal attention tends to be lacking. 
D)  Product demonstrations are difficult in this type of selling. 
E)  Consumers must go out of their way.

Question 4

Appliances are an example of a major product line commonly carried by discount stores.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is not an advantage of franchising for the franchisee?

Accepted Answer

A)  The franchisee can capitalize on the business experience of others. 
B)  When problems arise, the franchisee can obtain guidance and advice from the franchisor. 
C)  Franchised outlets are usually more successful than independently-owned businesses with respect to long-term survival. 
D)  The franchisee can participate in national promotional campaigns sponsored by the franchisor. 
E)  The franchisee gives up a certain amount of control when participating in a franchise agreement. 
A)  The franchisee can capitalize on the business experience of others. 
B)  When problems arise, the franchisee can obtain guidance and advice from the franchisor. 
C)  Franchised outlets are usually more successful than independently-owned businesses with respect to long-term survival. 
D)  The franchisee can participate in national promotional campaigns sponsored by the franchisor. 
E)  The franchisee gives up a certain amount of control when participating in a franchise agreement.

Question 6

Kelly Cramer sees a lovely pair of earrings on a television network and calls a toll-free number to order them, paying with her credit card. This is an example of

Accepted Answer

A)  online retailing. 
B)  television home shopping. 
C)  telemarketing. 
D)  direct-response marketing. 
E)  catalog marketing. 
A)  online retailing. 
B)  television home shopping. 
C)  telemarketing. 
D)  direct-response marketing. 
E)  catalog marketing.

Question 7

Merchant wholesalers can be divided into two basic categories:

Accepted Answer

A)  general merchandise and general-line. 
B)  rack jobbers and cash-and-carry. 
C)  commission and fee-based. 
D)  goods and services. 
E)  full-service and limited-service. 
A)  general merchandise and general-line. 
B)  rack jobbers and cash-and-carry. 
C)  commission and fee-based. 
D)  goods and services. 
E)  full-service and limited-service.

Question 8

Which of the following is not a factor used to classify wholesalers?

Accepted Answer

A)  Whether the wholesaler is owned by the producer 
B)  Whether the wholesaler takes title to the products it handles 
C)  The range of services offered by the wholesaler 
D)  The price range of the products carried by the wholesaler 
E)  The breadth and depth of the product lines carried by the wholesaler 
A)  Whether the wholesaler is owned by the producer 
B)  Whether the wholesaler takes title to the products it handles 
C)  The range of services offered by the wholesaler 
D)  The price range of the products carried by the wholesaler 
E)  The breadth and depth of the product lines carried by the wholesaler

Question 9

Selling agents perform every wholesaling activity except

Accepted Answer

A)  transporting goods. 
B)  setting prices. 
C)  financing the products. 
D)  taking title to products. 
E)  inventory control. 
A)  transporting goods. 
B)  setting prices. 
C)  financing the products. 
D)  taking title to products. 
E)  inventory control.

Question 10

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. The move to sell Lands' End products inside of Sears' stores may lead to potential problems with the customer's perception of Lands' End quality, in part due to the functional and psychological picture in the consumer's mind of Sears' stores. This picture is called the ____ of Sears.

Accepted Answer

A)  store location 
B)  atmospherics 
C)  product depth 
D)  store image 
E)  interior persona 
A)  store location 
B)  atmospherics 
C)  product depth 
D)  store image 
E)  interior persona

Question 11

Kevin is talking with Peter about purchasing a Wendy's franchise. Peter tells Kevin that one of the major advantages of franchising for him to consider is the

Accepted Answer

A)  higher start-up costs. 
B)  greater freedom it provides. 
C)  individuality it offers. 
D)  higher success rate for franchises. 
E)  gross margin it provides. 
A)  higher start-up costs. 
B)  greater freedom it provides. 
C)  individuality it offers. 
D)  higher success rate for franchises. 
E)  gross margin it provides.

Question 12

Taylor works for a company that buys snacks such as chips, cookies, and candy in bulk from manufacturers. Taylor's company then repackages them and sells them to vending companies that have vending machines at government institutions. Taylor most likely works for a(an) ___, while the vending machine company is a(an) _____.

Accepted Answer

A)  wholesaler; retailer 
B)  wholesaler; broker 
C)  broker; retailer 
D)  broker; agent 
E)  agent; retailer 
A)  wholesaler; retailer 
B)  wholesaler; broker 
C)  broker; retailer 
D)  broker; agent 
E)  agent; retailer

Question 13

Lucas is planning a distribution strategy for his business. He is considering using direct marketing, direct selling, and automatic vending, which are all examples of ____ retailing.

Accepted Answer

A)  off-premise 
B)  portfolio 
C)  nonstore 
D)  off-price 
E)  direct 
A)  off-premise 
B)  portfolio 
C)  nonstore 
D)  off-price 
E)  direct

Question 14

Category killers compete primarily on the basis of

Accepted Answer

A)  enormous product selection and sales expertise. 
B)  low prices and enormous product availability. 
C)  convenient locations and customer services. 
D)  rock-bottom prices and moderate selections. 
E)  one-stop shopping and product availability. 
A)  enormous product selection and sales expertise. 
B)  low prices and enormous product availability. 
C)  convenient locations and customer services. 
D)  rock-bottom prices and moderate selections. 
E)  one-stop shopping and product availability.

Question 15

Sherri McRae wants to establish a fashion wholesaling firm. Because of the risks involved in the rapid obsolescence of high-fashion items, Sherri does not want to establish an organization in which she has title to the garments. Which of the following types of wholesale establishments has she ruled out?

Accepted Answer

A)  Merchant wholesaler 
B)  Agent 
C)  Broker 
D)  Functional middleman 
E)  Commission merchant 
A)  Merchant wholesaler 
B)  Agent 
C)  Broker 
D)  Functional middleman 
E)  Commission merchant

Question 16

The use of multiple distribution channels that complement organizations' brick-and-mortar stores with websites, catalogs, and apps where consumers can research products, read other buyers' reviews, and make actual purchases is known as

Accepted Answer

A)  multichannel retailing. 
B)  dual retailing. 
C)  multimedia retailing. 
D)  dual distribution. 
E)  multi-wholesaling. 
A)  multichannel retailing. 
B)  dual retailing. 
C)  multimedia retailing. 
D)  dual distribution. 
E)  multi-wholesaling.

Question 17

What is a store's image, and how does it affect retailing strategy decisions?

Accepted Answer

Atmospherics, the physical elements in a

Question 18

Which of the following wholesalers never take actual possession of the goods?

Accepted Answer

A)  Drop shippers 
B)  Cash-and-carry wholesalers 
C)  Truck jobbers 
D)  Mail-order wholesalers 
E)  Rack jobbers 
A)  Drop shippers 
B)  Cash-and-carry wholesalers 
C)  Truck jobbers 
D)  Mail-order wholesalers 
E)  Rack jobbers

Question 19

Matt's girlfriend tells him she wants a cashmere sweater for Christmas. Matt decides to go to a store that provides the best possible selection of sweaters. His best choice would be to shop at a ____ store.

Accepted Answer

A)  department 
B)  catalog 
C)  discount 
D)  traditional specialty 
E)  convenience 
A)  department 
B)  catalog 
C)  discount 
D)  traditional specialty 
E)  convenience

Question 20

Which type of retail outlet can have up to 200,000 square feet?

Accepted Answer

A)  Superstores 
B)  Supermarkets 
C)  Discount stores 
D)  Department stores 
E)  Category killers 
A)  Superstores 
B)  Supermarkets 
C)  Discount stores 
D)  Department stores 
E)  Category killers

What wholesaling activities do selling agents and brokers perform?

Some purchasing by consumers is an end in itself-for example, when it is done to escape boredom.

What is a potential disadvantage of direct selling?

Appliances are an example of a major product line commonly carried by discount stores.

Which of the following is not an advantage of franchising for the franchisee?

Kelly Cramer sees a lovely pair of earrings on a television network and calls a toll-free number to order them, paying with her credit card. This is an example of

Merchant wholesalers can be divided into two basic categories:

Which of the following is not a factor used to classify wholesalers?

Selling agents perform every wholesaling activity except

Kevin is talking with Peter about purchasing a Wendy's franchise. Peter tells Kevin that one of the major advantages of franchising for him to consider is the

Lucas is planning a distribution strategy for his business. He is considering using direct marketing, direct selling, and automatic vending, which are all examples of ____ retailing.

Category killers compete primarily on the basis of

The use of multiple distribution channels that complement organizations' brick-and-mortar stores with websites, catalogs, and apps where consumers can research products, read other buyers' reviews, and make actual purchases is known as

What is a store's image, and how does it affect retailing strategy decisions?

Which of the following wholesalers never take actual possession of the goods?

Matt's girlfriend tells him she wants a cashmere sweater for Christmas. Matt decides to go to a store that provides the best possible selection of sweaters. His best choice would be to shop at a ____ store.

Which type of retail outlet can have up to 200,000 square feet?

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters

Exam 15: Retailing, Direct Marketing and Wholesaling

What wholesaling activities do selling agents and brokers perform?

Some purchasing by consumers is an end in itself-for example, when it is done to escape boredom.

What is a potential disadvantage of direct selling?

Appliances are an example of a major product line commonly carried by discount stores.

Which of the following is not an advantage of franchising for the franchisee?

Kelly Cramer sees a lovely pair of earrings on a television network and calls a toll-free number to order them, paying with her credit card. This is an example of

Merchant wholesalers can be divided into two basic categories:

Which of the following is not a factor used to classify wholesalers?

Selling agents perform every wholesaling activity except

Kevin is talking with Peter about purchasing a Wendy's franchise. Peter tells Kevin that one of the major advantages of franchising for him to consider is the

Lucas is planning a distribution strategy for his business. He is considering using direct marketing, direct selling, and automatic vending, which are all examples of ____ retailing.

Category killers compete primarily on the basis of

The use of multiple distribution channels that complement organizations' brick-and-mortar stores with websites, catalogs, and apps where consumers can research products, read other buyers' reviews, and make actual purchases is known as

What is a store's image, and how does it affect retailing strategy decisions?

Which of the following wholesalers never take actual possession of the goods?

Matt's girlfriend tells him she wants a cashmere sweater for Christmas. Matt decides to go to a store that provides the best possible selection of sweaters. His best choice would be to shop at a ____ store.

Which type of retail outlet can have up to 200,000 square feet?

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters