Question 1

A wholesaler that carries a wide product mix but offers only limited depth within product lines is called a

Accepted Answer

A) specialty-line wholesaler. 
B) limited-service wholesaler. 
C) rack jobber. 
D) general merchandise wholesaler. 
E) general-line wholesaler. 
A) specialty-line wholesaler. 
B) limited-service wholesaler. 
C) rack jobber. 
D) general merchandise wholesaler. 
E) general-line wholesaler.

Question 2

By using Johnson Wholesale Co.for its distribution needs,the Apex Production has a distinct competitive advantage because the services performed by Johnson allow Apex to

Accepted Answer

A) provide quality merchandise to consumers. 
B) focus on increasing production capacity. 
C) focus on increasing working capital. 
D) reduce manufacturing costs to retailers. 
E) focus on producing products that meet consumers' needs. 
A) provide quality merchandise to consumers. 
B) focus on increasing production capacity. 
C) focus on increasing working capital. 
D) reduce manufacturing costs to retailers. 
E) focus on producing products that meet consumers' needs.

Question 3

In franchising,which of the following is not a benefit that the franchiser gains?

Accepted Answer

A) The franchiser can gain more rapid product distribution. 
B) The franchiser can acquire capital more quickly for expanding production. 
C) The franchiser gains more control over how the franchisees operate the establishments. 
D) The franchiser benefits from the fact that franchisees tend to be highly motivated to succeed,which in turn leads to higher sales and higher royalties. 
E) All of these are benefits for the franchiser. 
A) The franchiser can gain more rapid product distribution. 
B) The franchiser can acquire capital more quickly for expanding production. 
C) The franchiser gains more control over how the franchisees operate the establishments. 
D) The franchiser benefits from the fact that franchisees tend to be highly motivated to succeed,which in turn leads to higher sales and higher royalties. 
E) All of these are benefits for the franchiser.

Question 4

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

Accepted Answer

A) atmospherics. 
B) retail positioning. 
C) location. 
D) scrambled merchandising. 
E) value-pricing. 
A) atmospherics. 
B) retail positioning. 
C) location. 
D) scrambled merchandising. 
E) value-pricing.

Question 5

Jack gets a shopping list from his wife.On the list are a potted plant,fresh salmon,motor oil,bread,milk,and a birthday cake.To make just one stop to save time,Jack should go to a(n)

Accepted Answer

A) convenience store. 
B) category killer. 
C) specialty store. 
D) specialty retailer. 
E) supermarket. 
A) convenience store. 
B) category killer. 
C) specialty store. 
D) specialty retailer. 
E) supermarket.

Question 6

Customers rely on ____ for product availability,breaking larger quantities into smaller ones,technical advice and service,financial assistance,and suitable assortments.

Accepted Answer

A) full-line retailers 
B) limited-service wholesalers 
C) full-service wholesalers 
D) commission merchants 
E) cash-and-carry wholesalers 
A) full-line retailers 
B) limited-service wholesalers 
C) full-service wholesalers 
D) commission merchants 
E) cash-and-carry wholesalers

Question 7

In the Sunday paper,Caitlin sees a flyer for a collector's edition Nativity set that is available to purchase by filling out and mailing in a form or by calling a 1-800 number.This is an example of

Accepted Answer

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

Question 8

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

Accepted Answer

A) hypermarket. 
B) supermarket. 
C) discount store. 
D) Warehouse club 
E) Superstore 
A) hypermarket. 
B) supermarket. 
C) discount store. 
D) Warehouse club 
E) Superstore

Question 9

Intermediaries owned by manufacturers that sell products and provide support services to the manufacturers' sales forces are known as

Accepted Answer

A) manufacturers' agents. 
B) sales branches. 
C) selling agents. 
D) sales offices. 
E) commission merchants. 
A) manufacturers' agents. 
B) sales branches. 
C) selling agents. 
D) sales offices. 
E) commission merchants.

Question 10

Scenario 16.2
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 16.2.In comparison to Lands' End,Sears has a product mix that is most likely

Accepted Answer

A) wider but not deeper. 
B) deeper but not wider. 
C) wider and deeper. 
D) narrower and deeper. 
E) narrower,but not deeper. 
A) wider but not deeper. 
B) deeper but not wider. 
C) wider and deeper. 
D) narrower and deeper. 
E) narrower,but not deeper.

Question 11

Alison lives in a remote area of Montana,where few good roads exist.She runs a small retail store specializing in western attire.Due to her remote location,Alison is most likely to obtain the merchandise for her store from

Accepted Answer

A) rack jobbers. 
B) general-line wholesalers. 
C) mail-order wholesalers. 
D) truck wholesalers. 
E) specialty-line wholesalers. 
A) rack jobbers. 
B) general-line wholesalers. 
C) mail-order wholesalers. 
D) truck wholesalers. 
E) specialty-line wholesalers.

Question 12

An open-air shopping center that features upscale specialty,dining,and entertainment stores,usually owned by national chains,is generally called a(n)

Accepted Answer

A) regional shopping center. 
B) neighborhood shopping center. 
C) community shopping center. 
D) lifestyle shopping center. 
E) outlet shopping center. 
A) regional shopping center. 
B) neighborhood shopping center. 
C) community shopping center. 
D) lifestyle shopping center. 
E) outlet shopping center.

Question 13

After shopping in the same store for nearly two hours,Chelsea goes to Burger King for a Whopper,while Cynthia goes to the optical shop to see if her contacts are ready.They engage in these activities without leaving the store in which they have been shopping.They are most likely in a

Accepted Answer

A) superstore. 
B) hypermarket. 
C) department store. 
D) general merchandise retailer. 
E) discount store. 
A) superstore. 
B) hypermarket. 
C) department store. 
D) general merchandise retailer. 
E) discount store.

Question 14

The use of the telephone and other nonpersonal media to introduce products to consumers,who then can purchase the products through the mail,telephone,or the Internet is called

Accepted Answer

A) direct marketing. 
B) telemarketing. 
C) remote purchasing. 
D) direct-response marketing. 
E) direct selling. 
A) direct marketing. 
B) telemarketing. 
C) remote purchasing. 
D) direct-response marketing. 
E) direct selling.

Question 15

Which of the following best describes wholesalers?

Accepted Answer

A) Organizations that buy products from producers and sell them to retailers. 
B) Individuals or organizations that purchase products and then resell them to other businesses and consumers. 
C) Organizations or individuals who buy products for resale to government,reseller,producer,and institutional users. 
D) Organizations or entities that buy products from government,reseller,and producer users and sell them to customers in bulk. 
E) Companies that make products that have a general appeal and are resold to retailers for a profit. 
A) Organizations that buy products from producers and sell them to retailers. 
B) Individuals or organizations that purchase products and then resell them to other businesses and consumers. 
C) Organizations or individuals who buy products for resale to government,reseller,producer,and institutional users. 
D) Organizations or entities that buy products from government,reseller,and producer users and sell them to customers in bulk. 
E) Companies that make products that have a general appeal and are resold to retailers for a profit.

Question 16

A merchant wholesaler

Accepted Answer

A) arranges for transfer of goods directly to business and retail customers. 
B) takes title to goods,assumes risk associated with ownership,and buys and resells products. 
C) takes title and possession of goods and sells only to retailers. 
D) does not take title or possession of goods but facilitates exchanges between any parties. 
E) deals exclusively with business products. 
A) arranges for transfer of goods directly to business and retail customers. 
B) takes title to goods,assumes risk associated with ownership,and buys and resells products. 
C) takes title and possession of goods and sells only to retailers. 
D) does not take title or possession of goods but facilitates exchanges between any parties. 
E) deals exclusively with business products.

Question 17

Karen has been a buyer for Ocean Mist,a large cranberry processor,for several years.Believing that she knows a great deal about cranberries,their growers,and processors,she decides to go into business for herself.Karen wants to assume no risks of spoilage or price fluctuations.She sees herself as simply bringing the growers and processors together.Her new company would be a

Accepted Answer

A) sales agent. 
B) commission merchant. 
C) broker. 
D) sales branch. 
E) sales office. 
A) sales agent. 
B) commission merchant. 
C) broker. 
D) sales branch. 
E) sales office.

Question 18

Scenario 16.2
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 16.2.The move to sell Land's 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 19

Brad accesses Overstock.com's' site on the Internet and purchases a business laptop case.This is an example of

Accepted Answer

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

Question 20

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

A wholesaler that carries a wide product mix but offers only limited depth within product lines is called a

By using Johnson Wholesale Co.for its distribution needs,the Apex Production has a distinct competitive advantage because the services performed by Johnson allow Apex to

In franchising,which of the following is not a benefit that the franchiser gains?

Jack gets a shopping list from his wife.On the list are a potted plant,fresh salmon,motor oil,bread,milk,and a birthday cake.To make just one stop to save time,Jack should go to a(n)

Customers rely on ____ for product availability,breaking larger quantities into smaller ones,technical advice and service,financial assistance,and suitable assortments.

In the Sunday paper,Caitlin sees a flyer for a collector's edition Nativity set that is available to purchase by filling out and mailing in a form or by calling a 1-800 number.This is an example of

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

Intermediaries owned by manufacturers that sell products and provide support services to the manufacturers' sales forces are known as

Alison lives in a remote area of Montana,where few good roads exist.She runs a small retail store specializing in western attire.Due to her remote location,Alison is most likely to obtain the merchandise for her store from

An open-air shopping center that features upscale specialty,dining,and entertainment stores,usually owned by national chains,is generally called a(n)

After shopping in the same store for nearly two hours,Chelsea goes to Burger King for a Whopper,while Cynthia goes to the optical shop to see if her contacts are ready.They engage in these activities without leaving the store in which they have been shopping.They are most likely in a

The use of the telephone and other nonpersonal media to introduce products to consumers,who then can purchase the products through the mail,telephone,or the Internet is called

Which of the following best describes wholesalers?

A merchant wholesaler

Brad accesses Overstock.com's' site on the Internet and purchases a business laptop case.This is an example of

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

Developing and Managing Products

Services Marketing

Branding and Packaging

Marketing Channels and Supply-Chain Management

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters

Exam 16: Retailing, direct Marketing, and Wholesaling

A wholesaler that carries a wide product mix but offers only limited depth within product lines is called a

By using Johnson Wholesale Co.for its distribution needs,the Apex Production has a distinct competitive advantage because the services performed by Johnson allow Apex to

In franchising,which of the following is not a benefit that the franchiser gains?

Jack gets a shopping list from his wife.On the list are a potted plant,fresh salmon,motor oil,bread,milk,and a birthday cake.To make just one stop to save time,Jack should go to a(n)

Customers rely on ____ for product availability,breaking larger quantities into smaller ones,technical advice and service,financial assistance,and suitable assortments.

In the Sunday paper,Caitlin sees a flyer for a collector's edition Nativity set that is available to purchase by filling out and mailing in a form or by calling a 1-800 number.This is an example of

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

Intermediaries owned by manufacturers that sell products and provide support services to the manufacturers' sales forces are known as

Alison lives in a remote area of Montana,where few good roads exist.She runs a small retail store specializing in western attire.Due to her remote location,Alison is most likely to obtain the merchandise for her store from

An open-air shopping center that features upscale specialty,dining,and entertainment stores,usually owned by national chains,is generally called a(n)

After shopping in the same store for nearly two hours,Chelsea goes to Burger King for a Whopper,while Cynthia goes to the optical shop to see if her contacts are ready.They engage in these activities without leaving the store in which they have been shopping.They are most likely in a

The use of the telephone and other nonpersonal media to introduce products to consumers,who then can purchase the products through the mail,telephone,or the Internet is called

Which of the following best describes wholesalers?

A merchant wholesaler

Brad accesses Overstock.com's' site on the Internet and purchases a business laptop case.This is an example of

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

Developing and Managing Products

Services Marketing

Branding and Packaging

Marketing Channels and Supply-Chain Management

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters