Exam 27: Marketing Channels and Retailing

Telemarketing can consist of either unsolicited _____ sales calls,or _____ sales calls,which allow companies to receive orders through toll-free telephone numbers.

Customers can purchase Hewlett-Packard computers from retail stores like Best Buy and Office Depot,online directly from HP,and through various catalogs.HP is using a(n)_____ distribution arrangement.

_____ are retailers that compete on the basis of low prices,high turnover,and high volume.

The two types of franchising are target market franchising and geographic franchising.

_____ are intermediaries who facilitate the sales of a product from producer to end user by representing retailers,wholesalers,or manufacturers and providing little input as to the terms of the sale.

When opening a new retail operation,the retailer needs to consider all of the following factors EXCEPT:

A Target store is an example of a(n):

Apple Stores Apple, Inc. opened its first Apple Store in 2001 and currently has hundreds of stores spanning several countries. Many of the Apple Stores are inside malls, but Apple also has several freestanding stores, which they call their flagship stores, with each looking a little different on the outside. These are located in New York City, Boston, Los Angeles, Chicago, San Francisco, Montreal, Tokyo, and Osaka. The store in New York City is a glass cube with a glass cylindrical elevator and spiral staircase that leads to an underground store. Inside, they have long tables displaying products ranging from the iMac, MacBook Air, iPods, printers, cameras, and other accessories. All these products are accessible to customers who can try them out and ask various questions of informed associates. The walls are mostly metallic, and the signs are all backlit. All stores have a Genius Bar where customers can receive technical advice or set up service and repair for their products. To address the needs of the many iPod users, some stores, such as the New York store, have set up a separate iPod Bar where customers can get their own technical assistance. They also have an iMac station for kids who want to try out games and learning products and a theater for workshops, product training sessions, and special presentations. Apple introduced the handheld Easy Pay system where customers don't have to wait in line to purchase products. With a simple click of a paperless, handheld credit card scanner, the employee brings the cash register to the customer. Items can be rung up anywhere on the show room floor. Apple plans to open several more stores in the years to come. Apple also has its online store. At its Web site, a customer can order any Mac or iPod product, plus a large variety of accessories. In addition to its product offerings, a customer can watch a demonstration of how products work or check out the latest Mac ads or news. -Refer to Apple Stores.What method of non-store retailing does Apple take advantage of through the use of its Web site?

Retailing opportunities can take place without customers shopping at a store.Name and briefly discuss four forms of non-store retailing.

Jones Soda is positioned as the anti-Coke.In the early years,few mainstream retailers sold Jones Soda.Fans had to get their Jones fix in surf shops,tattoo parlors,and bookstores,adding to the brand's mystique.Jones Soda used its _____ to create a competitive advantage.

_____ is the retailing strategy of offering consumers very limited service and carrying a broad assortment of well-known,nationally branded "hard goods."

Chattanooga Bottling Company is licensed to bottle Coke products.The Chattanooga Bottling Company is an example of a:

Paul operates Kayak.com,a company that allows customers to efficiently search company databases and find the best airline and hotel deals all over the Web.Kayak does not make bookings but rather provides recommendations for the best travel plans.Travel providers pay Kayak a commission for most customers who click through to their sites.Paul wants his users to have as short and sweet an experience on Kayak as possible.Time is of the essence in responding to any customer question,especially in this day where airfare can increase dramatically in just a couple of hours.Paul is devoted to:

Jim's Bike Shop sells bicycles for the serious racer to the casual cyclist.Jim's also sells biking gear and clothing. Jim is the sole owner of the store,so in terms of ownership,his store would be classified as a(n):

_____ is a type of shopping available to consumers with access to the Internet.

The number of different varieties of fishing lures carried by the Angler's Store refers to the store's:

_____ is the most pervasive retail business in the United States.Consumers get products out of automated machines,and it accounts for billions of dollars worth of goods each year in the United States.

_____ distribution is achieved by screening dealers to eliminate all but a few in any single geographic area.Shopping goods and some specialty products that consumers are willing to search for are sold this way.

Diaz John Diaz immigrated to Tallahassee from Cuba in the 1980s. He set up a coffee shop called Diaz in a small upper-middle-class neighborhood. It rapidly became popular because of the wonderful coffee it brewed. Soon Diaz was selling the finest coffees from around the world, plus coffee-making necessities such as grinders and brewers. Within ten years, Diaz was operating a lucrative mail-order business in addition to his coffee shop. Upon entering the shop, the first thing the customer sees is a countertop crowded with all of the machinery needed for making a perfect cup of coffee. Marble-topped tables are set in cozy nooks with overstuffed chairs. Bookshelves on one wall hold books about coffee for patrons to read while they sip. The smell is intoxicating to a real coffee lover. Coffee drinkers can take home a pound when they leave. The store carries all types of coffee from $8 per pound Brazilian Cerrado to $300 per pound Kopi Luwak from Sumatra. -Refer to Diaz.In terms of ownership,Diaz's coffee shop would be classified as a(n):

Serenity is a manufacturer of outdoor fountains that are popular in gardens.Even though fountains represent a product category that does not sell year-round due to inclement weather,Serenity's sales remain steady all year because it sells to wholesale distributors that stock the product.Serenity sells to wholesale distributors that perform _____ functions for the manufacturer.