Question 1

The marketing of products to ultimate consumers through face-to-face sales presentations either at home or the workplace is called

Accepted Answer

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

Question 2

Cash and Carry is a store that carries food,clothing,and household goods at lower price margins than other nearby stores.There is little service provided and customers have to bag their own purchases.Cash and Carry is most likely an example of a(an)_

Accepted Answer

A) department store. 
B) category killer. 
C) discount store. 
D) supermarket. 
E) warehouse showroom. 
A) department store. 
B) category killer. 
C) discount store. 
D) supermarket. 
E) warehouse showroom.

Question 3

Fiona is employed by Hallmark Cards,Inc. ,where her responsibilities include maintaining displays of greeting cards in drugstores and discount stores.Her daily activities include straightening the cards,pulling outdated or slow sellers,and installing new cards.Fiona is called a(n)_____.

Accepted Answer

A) specialty-line wholesalers. 
B) full-service stockers. 
C) in-store maintainers. 
D) assemblers. 
E) rack jobbers. 
A) specialty-line wholesalers. 
B) full-service stockers. 
C) in-store maintainers. 
D) assemblers. 
E) rack jobbers.

Question 4

A difference between manufacturers' agents and selling agents is that

Accepted Answer

A) selling agents have little control over the marketing mix of the manufacturers they represent. 
B) selling agents represent retailers. 
C) manufacturers' agents do not offer retailers aid in advertising or promotional material. 
D) selling agents do not have the territorial restrictions that manufacturers' agents do. 
E) selling agents represent wholesalers. 
A) selling agents have little control over the marketing mix of the manufacturers they represent. 
B) selling agents represent retailers. 
C) manufacturers' agents do not offer retailers aid in advertising or promotional material. 
D) selling agents do not have the territorial restrictions that manufacturers' agents do. 
E) selling agents represent wholesalers.

Question 5

Self-service,general merchandise stores such as Kmart are known as

Accepted Answer

A) discount stores. 
B) warehouse showrooms. 
C) catalog showrooms. 
D) superstores. 
E) specialty retailers. 
A) discount stores. 
B) warehouse showrooms. 
C) catalog showrooms. 
D) superstores. 
E) specialty retailers.

Question 6

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

Accepted Answer

The answer of What is a store's image,and how does...

Question 7

What role does wholesaling play in the marketing channel? Is this role necessary?

Accepted Answer

The answer of What role does wholesaling play in the...

Question 8

What is the primary difference between an agent and a broker?

Accepted Answer

A) An agent gets compensated based on commission while a broker generally charges fees for his services. 
B) A broker works only for a seller whereas an agent can represent a buyer or a seller. 
C) An agent represents a company on a permanent basis while a broker is employed temporarily. 
D) An agent has much more extensive knowledge about the products he deals with than a broker does. 
E) Brokers have long-term relationships with their customers while an agent's relationships are generally short-lived. 
A) An agent gets compensated based on commission while a broker generally charges fees for his services. 
B) A broker works only for a seller whereas an agent can represent a buyer or a seller. 
C) An agent represents a company on a permanent basis while a broker is employed temporarily. 
D) An agent has much more extensive knowledge about the products he deals with than a broker does. 
E) Brokers have long-term relationships with their customers while an agent's relationships are generally short-lived.

Question 9

All of the following are types of direct marketing except

Accepted Answer

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

Question 10

What wholesaling activities do selling agents and brokers perform?

Accepted Answer

The answer of What wholesaling activities do selling agents and...

Question 11

What situations would benefit from using a selling agent?

Accepted Answer

Situations that would benefit from using

Question 12

Location is important to a retailer because

Accepted Answer

A) suppliers charge more to service stores in certain trading areas. 
B) a desirable location appeals to consumers' emotions. 
C) location is the major determinant of store image. 
D) location determines the trading area from which the store must draw its customers. 
E) convenient location is an essential customer service element. 
A) suppliers charge more to service stores in certain trading areas. 
B) a desirable location appeals to consumers' emotions. 
C) location is the major determinant of store image. 
D) location determines the trading area from which the store must draw its customers. 
E) convenient location is an essential customer service element.

Question 13

Advo Systems is an organization that mails product brochures and coupons to potential consumers who can then purchase these products by mail or by phone.Advo Systems illustrates which of the following methods of selling retail products?

Accepted Answer

A) Direct-response marketing 
B) Party plan 
C) Catalog marketing 
D) Specialty retailing 
E) Direct selling 
A) Direct-response marketing 
B) Party plan 
C) Catalog marketing 
D) Specialty retailing 
E) Direct selling

Question 14

Direct selling,direct marketing,and vending machines are all examples of

Accepted Answer

A) producing. 
B) advertising. 
C) promoting. 
D) retailing. 
E) wholesaling. 
A) producing. 
B) advertising. 
C) promoting. 
D) retailing. 
E) wholesaling.

Question 15

Select the true statement about wholesaling.

Accepted Answer

A) Wholesaling activities must be performed during distribution of all goods,whether or not a wholesaling institution is involved. 
B) Warehouses are necessary in order for the wholesaling function to be completed. 
C) Only wholesaling establishments can perform wholesaling activities. 
D) Wholesaling is an inefficient process that should be eliminated from the marketing channel. 
E) The biggest problem with the wholesaling process is that inefficient wholesalers can thrive,at the expense of consumers. 
A) Wholesaling activities must be performed during distribution of all goods,whether or not a wholesaling institution is involved. 
B) Warehouses are necessary in order for the wholesaling function to be completed. 
C) Only wholesaling establishments can perform wholesaling activities. 
D) Wholesaling is an inefficient process that should be eliminated from the marketing channel. 
E) The biggest problem with the wholesaling process is that inefficient wholesalers can thrive,at the expense of consumers.

Question 16

Why is a store's location one of the most important strategic retailing decisions?

Accepted Answer

The answer of Why is a store's location one of...

Question 17

Discuss some of the functions that full-service wholesalers provide.How do these differ from those that limited-service wholesalers provide?

Accepted Answer

The answer of Discuss some of the functions that full-service...

Question 18

The primary purpose of a(n)____ is to bring buyers and sellers together.

Accepted Answer

A) commission merchant 
B) selling agent 
C) manufacturers' agent 
D) intermediary 
E) broker 
A) commission merchant 
B) selling agent 
C) manufacturers' agent 
D) intermediary 
E) broker

Question 19

The target market of a regional shopping center typically includes at least ____ people.

Accepted Answer

A) 25,000 
B) 50,000 
C) 100,000 
D) 150,000 
E) 250,000 
A) 25,000 
B) 50,000 
C) 100,000 
D) 150,000 
E) 250,000

Question 20

With respect to inventory,wholesalers can help retailers with all of the following except

Accepted Answer

A) selection. 
B) storage. 
C) inventory control. 
D) transportation. 
E) production. 
A) selection. 
B) storage. 
C) inventory control. 
D) transportation. 
E) production.

Exam 16: Retailing, direct Marketing, and Wholesaling

The marketing of products to ultimate consumers through face-to-face sales presentations either at home or the workplace is called

Cash and Carry is a store that carries food,clothing,and household goods at lower price margins than other nearby stores.There is little service provided and customers have to bag their own purchases.Cash and Carry is most likely an example of a(an)_

Fiona is employed by Hallmark Cards,Inc. ,where her responsibilities include maintaining displays of greeting cards in drugstores and discount stores.Her daily activities include straightening the cards,pulling outdated or slow sellers,and installing new cards.Fiona is called a(n)_____.

A difference between manufacturers' agents and selling agents is that

Self-service,general merchandise stores such as Kmart are known as

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

What role does wholesaling play in the marketing channel? Is this role necessary?

What is the primary difference between an agent and a broker?

All of the following are types of direct marketing except

What wholesaling activities do selling agents and brokers perform?

What situations would benefit from using a selling agent?

Location is important to a retailer because

Advo Systems is an organization that mails product brochures and coupons to potential consumers who can then purchase these products by mail or by phone.Advo Systems illustrates which of the following methods of selling retail products?

Direct selling,direct marketing,and vending machines are all examples of

Select the true statement about wholesaling.

Why is a store's location one of the most important strategic retailing decisions?

Discuss some of the functions that full-service wholesalers provide.How do these differ from those that limited-service wholesalers provide?

The primary purpose of a(n)____ is to bring buyers and sellers together.

The target market of a regional shopping center typically includes at least ____ people.

With respect to inventory,wholesalers can help retailers with all of the following except

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