Question 1

Every store has a "look" and a physical layout that makes it hard or easy to move around.These elements constitute a store's ________.

Accepted Answer

A)  layout 
B)  transition zone 
C)  atmosphere 
D)  brands 
E)  none of the above 
A)  layout 
B)  transition zone 
C)  atmosphere 
D)  brands 
E)  none of the above

Question 2

Today,stronger demands for logistical support from large customers will increase suppliers' costs.What are the demands that retailers are requiring of manufacturers

Accepted Answer

Customers want more frequent deliveries

Question 3

________ consists of putting goods in boxes or trailers that are easy to transfer between two transportation modes.

Accepted Answer

A)  Containerization 
B)  Private labeling 
C)  Inventory carrying 
D)  Order processing 
E)  Warehousing 
A)  Containerization 
B)  Private labeling 
C)  Inventory carrying 
D)  Order processing 
E)  Warehousing

Question 4

Nonstore retailing has not been growing as fast as traditional store retailing.

Accepted Answer

A) True 
 B)False

Question 5

The growth of "house brands" has skyrocketed in recent years.Why do intermediaries bother to sponsor their own brands

Accepted Answer

First,these brands can be more profitabl

Question 6

In what ways does franchising benefit the franchisor In what ways does it benefit the franchisee

Accepted Answer

Franchising benefits both the franchisor

Question 7

According to A.C.Nielsen Company,when considering whether to stock a new product,store mangers are most influenced by ________.

Accepted Answer

A)  generous financial incentives to the trade 
B)  a well-designed advertising and sales promotion plan 
C)  attractive packaging that will catch consumers' attention 
D)  strong evidence of customer acceptance 
E)  none of the above 
A)  generous financial incentives to the trade 
B)  a well-designed advertising and sales promotion plan 
C)  attractive packaging that will catch consumers' attention 
D)  strong evidence of customer acceptance 
E)  none of the above

Question 8

An off-price retailer is one in which the retailer has a broad selection of high-markup,fast-moving,brand-name goods in stock.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is true of brokers

Accepted Answer

A)  Brokers represent buyers or sellers on a semipermanent basis. 
B)  Most brokers are small businesses with a few skilled salespeople. 
C)  Brokers bring buyers and sellers together and assist in negotiation . 
D)  Selling brokers have contractual authority to sell a manufacturer's entire output. 
E)  Purchasing brokers make purchases for buyers and often receive, inspect, warehouse, and ship merchandise. 
A)  Brokers represent buyers or sellers on a semipermanent basis. 
B)  Most brokers are small businesses with a few skilled salespeople. 
C)  Brokers bring buyers and sellers together and assist in negotiation . 
D)  Selling brokers have contractual authority to sell a manufacturer's entire output. 
E)  Purchasing brokers make purchases for buyers and often receive, inspect, warehouse, and ship merchandise.

Question 10

Using direct product profitability analysis,many users are learning,to their surprise,that the gross margin on a product ________ the direct product profit.

Accepted Answer

A)  is highly correlated with 
B)  is negligible compared to 
C)  often bears little relation to 
D)  is often significantly less than 
E)  is exactly the same as 
A)  is highly correlated with 
B)  is negligible compared to 
C)  often bears little relation to 
D)  is often significantly less than 
E)  is exactly the same as

Question 11

One of the advantages of corporate retailing is that corporate retail organizations achieve economies of scale,greater purchasing power,and ________.

Accepted Answer

A)  wider brand recognition 
B)  more locations 
C)  branded merchandise 
D)  "fresh" merchandise 
E)  more advertising 
A)  wider brand recognition 
B)  more locations 
C)  branded merchandise 
D)  "fresh" merchandise 
E)  more advertising

Question 12

As part of your internship with a marketing research firm,you have been asked to evaluate the relationship between high traffic and high rents for a retailer client who is thinking about moving his location.What methods for evaluating this relationship are available to you

Accepted Answer

You can use a variety of methods to asse

Question 13

The services mix afforded to retailers is a key tool for differentiating one store from another.Briefly explain the three services mixes available to retailers.

Accepted Answer

The three services mixes to offer custom

Question 14

Agricultural assemblers,petroleum bulk plants and terminals,and auction companies are examples of ________.

Accepted Answer

A)  full-service wholesalers 
B)  specialized wholesalers 
C)  limited-service wholesalers 
D)  merchant wholesalers 
E)  brokers 
A)  full-service wholesalers 
B)  specialized wholesalers 
C)  limited-service wholesalers 
D)  merchant wholesalers 
E)  brokers

Question 15

Choosing a market-logistics system calls for examining the total cost (M)associated with different proposed systems and selecting the system that minimizes it,where T (total freight costs)+ FW (total fixed warehouse cost)+ VW (total variable warehouse costs)is expressed as M = T + FW + VW.

Accepted Answer

A) True 
 B)False

Question 16

Retailers can position themselves as offering one of four levels of service.However,self-selection and self-service are the same in discount retailers.

Accepted Answer

A) True 
 B)False

Question 17

Explain why the market-logistics strategies must be derived from business strategies,rather than solely from cost considerations.

Accepted Answer

The logistics system must be information

Question 18

In the past,retailers secured customer loyalty by offering convenient locations,special or unique assortments of goods,greater or better services than competitors,and store credit cards.How has this changed

Accepted Answer

Retail-store assortments have grown more

Question 19

When retailers study the economics of buying and selling individual products,they typically find that ________ of their square footage is tied up in products that don't make an economic profit for them.

Accepted Answer

A)  half 
B)  a quarter 
C)  almost all 
D)  none 
E)  a third 
A)  half 
B)  a quarter 
C)  almost all 
D)  none 
E)  a third

Question 20

In the pursuit of higher sales volume,retailers are studying their store environments for ways to improve the shopper's experience.According to Paco Underhill,one of his suggestions for fine-tuning retail space is to ________.

Accepted Answer

A)  make the store "fun" and "interesting" but move the shoppers through it quickly 
B)  honor the "transition zone" and allow the shopper time to "sort out" the stimuli 
C)  place the checkouts in the rear of the store 
D)  make the store more receptive to "men" shoppers 
E)  make them "hunt" for it 
A)  make the store "fun" and "interesting" but move the shoppers through it quickly 
B)  honor the "transition zone" and allow the shopper time to "sort out" the stimuli 
C)  place the checkouts in the rear of the store 
D)  make the store more receptive to "men" shoppers 
E)  make them "hunt" for it

Exam 16: Managing Retailing, Wholesaling, and Logistics

Every store has a "look" and a physical layout that makes it hard or easy to move around.These elements constitute a store's ________.

Today,stronger demands for logistical support from large customers will increase suppliers' costs.What are the demands that retailers are requiring of manufacturers

________ consists of putting goods in boxes or trailers that are easy to transfer between two transportation modes.

Nonstore retailing has not been growing as fast as traditional store retailing.

The growth of "house brands" has skyrocketed in recent years.Why do intermediaries bother to sponsor their own brands

In what ways does franchising benefit the franchisor In what ways does it benefit the franchisee

According to A.C.Nielsen Company,when considering whether to stock a new product,store mangers are most influenced by ________.

An off-price retailer is one in which the retailer has a broad selection of high-markup,fast-moving,brand-name goods in stock.

Which of the following is true of brokers

Using direct product profitability analysis,many users are learning,to their surprise,that the gross margin on a product ________ the direct product profit.

One of the advantages of corporate retailing is that corporate retail organizations achieve economies of scale,greater purchasing power,and ________.

As part of your internship with a marketing research firm,you have been asked to evaluate the relationship between high traffic and high rents for a retailer client who is thinking about moving his location.What methods for evaluating this relationship are available to you

The services mix afforded to retailers is a key tool for differentiating one store from another.Briefly explain the three services mixes available to retailers.

Agricultural assemblers,petroleum bulk plants and terminals,and auction companies are examples of ________.

Choosing a market-logistics system calls for examining the total cost (M)associated with different proposed systems and selecting the system that minimizes it,where T (total freight costs)+ FW (total fixed warehouse cost)+ VW (total variable warehouse costs)is expressed as M = T + FW + VW.

Retailers can position themselves as offering one of four levels of service.However,self-selection and self-service are the same in discount retailers.

Explain why the market-logistics strategies must be derived from business strategies,rather than solely from cost considerations.

In the past,retailers secured customer loyalty by offering convenient locations,special or unique assortments of goods,greater or better services than competitors,and store credit cards.How has this changed

When retailers study the economics of buying and selling individual products,they typically find that ________ of their square footage is tied up in products that don't make an economic profit for them.

In the pursuit of higher sales volume,retailers are studying their store environments for ways to improve the shopper's experience.According to Paco Underhill,one of his suggestions for fine-tuning retail space is to ________.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Gathering Information and Scanning the Environment

Conducting Marketing Research and Forecasting Demand

Creating Customer Value, Satisfaction, and Loyalty

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Dealing with Competition

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing

Designing and Managing Integrated Marketing Communications

Managing Mass Communications:

Managing Personal Communications:

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization

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