Question 1

_____ are the retail stores that incur relatively high operating costs because of the wide range of services they offer.

Accepted Answer

A)  Department stores 
B)  Industrial distributing shops 
C)  Merchandise marts 
D)  Warehouses 
A)  Department stores 
B)  Industrial distributing shops 
C)  Merchandise marts 
D)  Warehouses

Question 2

Scrambled merchandising is a retailing practice of:

Accepted Answer

A)  offering similar merchandise across multiple retail outlets at the same price. 
B)  providing different hours of operation at different outlets. 
C)  combining dissimilar product lines to boost sales volume. 
D)  offering similar merchandise at different prices at different outlets. 
A)  offering similar merchandise across multiple retail outlets at the same price. 
B)  providing different hours of operation at different outlets. 
C)  combining dissimilar product lines to boost sales volume. 
D)  offering similar merchandise at different prices at different outlets.

Question 3

_____ describes a situation in which similar merchandise is available from multiple retail outlets distinguished by price more than any other factor.

Accepted Answer

A) stock-keeping unit (SKU) 
B) markup 
C) markdown 
D) retail convergence 
E) scrambled merchandising
F)atmospherics
G)broker
H)general merchandise retailer
I)category killer
J)rack jobber
K)supercenter
L)auction house
M)specialty store
N)retailers
O)mass merchandiser
P)truck jobber
Q)direct marketing
R)drop shipper
S)planned shopping center
T)wheel of retailing 
A) stock-keeping unit (SKU) 
B) markup 
C) markdown 
D) retail convergence 
E) scrambled merchandising
F)atmospherics
G)broker
H)general merchandise retailer
I)category killer
J)rack jobber
K)supercenter
L)auction house
M)specialty store
N)retailers
O)mass merchandiser
P)truck jobber
Q)direct marketing
R)drop shipper
S)planned shopping center
T)wheel of retailing

Question 4

The sales branch is a manufacturer-owned facility that:

Accepted Answer

A)  provides space for permanent showrooms and exhibits which is used by manufactures to market their goods. 
B)  does not carry inventory but serves as a regional office for a manufacturer's sales personnel. 
C)  manufactures and packages goods to the order of its customers. 
D)  carries inventory and processes orders for customers from available stock. 
A)  provides space for permanent showrooms and exhibits which is used by manufactures to market their goods. 
B)  does not carry inventory but serves as a regional office for a manufacturer's sales personnel. 
C)  manufactures and packages goods to the order of its customers. 
D)  carries inventory and processes orders for customers from available stock.

Question 5

Differentiate between a rack jobber and a drop shipper.Give an example for each.

Accepted Answer

A rack jobber is a full-function merchan

Question 6

_____ are groups of retail outlets that operate under central ownership and management and handle the same product lines.

Accepted Answer

A)  Specialty stores 
B)  Chain stores 
C)  Variety stores 
D)  Department stores 
A)  Specialty stores 
B)  Chain stores 
C)  Variety stores 
D)  Department stores

Question 7

Inventory at off-price stores changes frequently as buyers take advantage of special price offers from manufacturers selling excess merchandise.

Accepted Answer

A) True 
 B)False

Question 8

Selling up is a retailing practice in which salespeople try to persuade customers to buy higher-priced items than originally intended.

Accepted Answer

A) True 
 B)False

Question 9

Direct-response retailing does not include home shopping that sells merchandise through telephone orders.

Accepted Answer

A) True 
 B)False

Question 10

Rack jobbers are full-function merchant wholesalers that market specialized lines of merchandise to retailers.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following statements is most likely to be true about a convenience retailer?

Accepted Answer

A)  It offers huge selections and low prices in single product lines. 
B)  It appeals to customers by having an accessible location, rapid checkout, extended store hours, and adequate parking. 
C)  It combines carefully defined product lines, services, and reputations in attempts to persuade consumers to expend considerable effort to shop at their stores. 
D)  It offers a complete array of services to its customers. 
A)  It offers huge selections and low prices in single product lines. 
B)  It appeals to customers by having an accessible location, rapid checkout, extended store hours, and adequate parking. 
C)  It combines carefully defined product lines, services, and reputations in attempts to persuade consumers to expend considerable effort to shop at their stores. 
D)  It offers a complete array of services to its customers.

Question 12

Convenience retail stores attract consumers by providing easy access,extended store hours,and adequate parking facilities.

Accepted Answer

A) True 
 B)False

Question 13

Other things being equal,stores with a higher inventory turnover rate can cover their costs and earn a profit while charging a smaller markup.

Accepted Answer

A) True 
 B)False

Question 14

A(n)_____ is a full-function merchant wholesaler that markets specialized lines of merchandise to retail stores.

Accepted Answer

A) stock-keeping unit (SKU) 
B) markup 
C) markdown 
D) retail convergence 
E) scrambled merchandising
F)atmospherics
G)broker
H)general merchandise retailer
I)category killer
J)rack jobber
K)supercenter
L)auction house
M)specialty store
N)retailers
O)mass merchandiser
P)truck jobber
Q)direct marketing
R)drop shipper
S)planned shopping center
T)wheel of retailing 
A) stock-keeping unit (SKU) 
B) markup 
C) markdown 
D) retail convergence 
E) scrambled merchandising
F)atmospherics
G)broker
H)general merchandise retailer
I)category killer
J)rack jobber
K)supercenter
L)auction house
M)specialty store
N)retailers
O)mass merchandiser
P)truck jobber
Q)direct marketing
R)drop shipper
S)planned shopping center
T)wheel of retailing

Question 15

Manufacturer-owned facilities are beneficial when products are perishable and need rigid control of distribution to avoid spoilage.

Accepted Answer

A) True 
 B)False

Question 16

_____ represent the distribution channel to most consumers because of their direct contact with the ultimate consumers.

Accepted Answer

A)  Wholesalers 
B)  Retailers 
C)  Manufacturers 
D)  Selling agents 
A)  Wholesalers 
B)  Retailers 
C)  Manufacturers 
D)  Selling agents

Question 17

Many consumers shop for reasons other than just purchasing needed products.

Accepted Answer

A) True 
 B)False

Question 18

How do retailers select target markets?

Accepted Answer

A retailer starts to define its marketin

Question 19

How do retailers develop a marketing strategy?

Accepted Answer

A retailer develops a marketing strategy

Question 20

Through direct selling,manufacturers completely bypass retailers and wholesalers and set up their own channels to sell their products directly to consumers.

Accepted Answer

A) True 
 B)False

Exam 15: Retailers, Wholesalers, and Direct Marketers

_____ are the retail stores that incur relatively high operating costs because of the wide range of services they offer.

Scrambled merchandising is a retailing practice of:

_____ describes a situation in which similar merchandise is available from multiple retail outlets distinguished by price more than any other factor.

The sales branch is a manufacturer-owned facility that:

Differentiate between a rack jobber and a drop shipper.Give an example for each.

_____ are groups of retail outlets that operate under central ownership and management and handle the same product lines.

Inventory at off-price stores changes frequently as buyers take advantage of special price offers from manufacturers selling excess merchandise.

Selling up is a retailing practice in which salespeople try to persuade customers to buy higher-priced items than originally intended.

Direct-response retailing does not include home shopping that sells merchandise through telephone orders.

Rack jobbers are full-function merchant wholesalers that market specialized lines of merchandise to retailers.

Which of the following statements is most likely to be true about a convenience retailer?

Convenience retail stores attract consumers by providing easy access,extended store hours,and adequate parking facilities.

Other things being equal,stores with a higher inventory turnover rate can cover their costs and earn a profit while charging a smaller markup.

A(n)_____ is a full-function merchant wholesaler that markets specialized lines of merchandise to retail stores.

Manufacturer-owned facilities are beneficial when products are perishable and need rigid control of distribution to avoid spoilage.

_____ represent the distribution channel to most consumers because of their direct contact with the ultimate consumers.

Many consumers shop for reasons other than just purchasing needed products.

How do retailers select target markets?

How do retailers develop a marketing strategy?

Through direct selling,manufacturers completely bypass retailers and wholesalers and set up their own channels to sell their products directly to consumers.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Business-to-Business (B2B)Marketing

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

Relationship Marketing and Customer Relationship Management (CRM)

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Integrated Marketing Communications, Advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Your Career in Marketing

Developing an Effective Marketing Plan

Financial Analysis in Marketing

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