Question 1

Limited- and single-line stores are often referred to as __________.

Accepted Answer

A)  specialty outlets 
B)  general merchandise stores 
C)  scrambled merchandise stores 
D)  intertype outlets 
E)  hypermarkets 
A)  specialty outlets 
B)  general merchandise stores 
C)  scrambled merchandise stores 
D)  intertype outlets 
E)  hypermarkets

Question 2

Off-price retailers,warehouse clubs,and grocery stores that require customers to bag their groceries provide what level of retail service?

Accepted Answer

A)  full-service 
B)  limited-service 
C)  customized-service 
D)  self-service 
E)  automated-service 
A)  full-service 
B)  limited-service 
C)  customized-service 
D)  self-service 
E)  automated-service

Question 3

group of 50 to 150 stores that typically attract customers who live or work within a 5- to 10-mile range,often containing two or three anchor stores is referred to as a __________.

Accepted Answer

A)  power center 
B)  regional shopping center 
C)  strip mall 
D)  central business district 
E)  urban megacenter 
A)  power center 
B)  regional shopping center 
C)  strip mall 
D)  central business district 
E)  urban megacenter

Question 4

limited-service wholesaler that furnishes shelves that display merchandise in stores,performs all channel functions,and sells on consignment to retailers is referred to as a __________.

Accepted Answer

A)  stack loader 
B)  rack jobber 
C)  drop shipper 
D)  desk jobber 
E)  truck jobber 
A)  stack loader 
B)  rack jobber 
C)  drop shipper 
D)  desk jobber 
E)  truck jobber

Question 5

Carla's Cards uses a __________ to sell and market the entire line of greeting cards.They design promotional plans,set prices,determine distribution policies,and make recommendations to Carla on product strategy.

Accepted Answer

A)  manufacturer's agent 
B)  broker 
C)  manufacturer's branch office 
D)  manufacturer's sales office 
E)  selling agent 
A)  manufacturer's agent 
B)  broker 
C)  manufacturer's branch office 
D)  manufacturer's sales office 
E)  selling agent

Question 6

Higher paper costs,increased postage rates,the growing interest in do-not-mail legislation,and concern for "green" mailings have resulted in

Accepted Answer

A)  a switch to online catalogs and direct customer e-mail advertisements. 
B)  the use of thinner, lightweight paper products. 
C)  a focus on proven customers rather than on prospective customers. 
D)  the banning of "junk" mail by a growing number of environmentally-concerned communities. 
E)  a resurgence in non-automated telemarketing. 
A)  a switch to online catalogs and direct customer e-mail advertisements. 
B)  the use of thinner, lightweight paper products. 
C)  a focus on proven customers rather than on prospective customers. 
D)  the banning of "junk" mail by a growing number of environmentally-concerned communities. 
E)  a resurgence in non-automated telemarketing.

Question 7

sale of brand name merchandise at lower than regular prices is referred to as __________.

Accepted Answer

A)  discount pricing 
B)  everyday low pricing 
C)  markdown pricing 
D)  off-price retailing 
E)  loss-leader pricing 
A)  discount pricing 
B)  everyday low pricing 
C)  markdown pricing 
D)  off-price retailing 
E)  loss-leader pricing

Question 8

Specialty stores and department stores are frequently categorized by which level of service?

Accepted Answer

A)  full-service 
B)  exclusive-service 
C)  minimal-service 
D)  self-service 
E)  limited-service 
A)  full-service 
B)  exclusive-service 
C)  minimal-service 
D)  self-service 
E)  limited-service

Question 9

Which of the following statements regarding corporate chains is most accurate?

Accepted Answer

A)  Corporate chains usually avoid using centralized decision-making. 
B)  Corporate chains generally own most if not all of their suppliers so they do not have to negotiate for price. 
C)  Consumers have fewer choices in merchandise since all buying decisions are made unilaterally. 
D)  Corporate chains offer the least benefit to consumers since they are the farthest removed from the ultimate consumer. 
E)  Corporate chains are multiple outlets under common ownership. 
A)  Corporate chains usually avoid using centralized decision-making. 
B)  Corporate chains generally own most if not all of their suppliers so they do not have to negotiate for price. 
C)  Consumers have fewer choices in merchandise since all buying decisions are made unilaterally. 
D)  Corporate chains offer the least benefit to consumers since they are the farthest removed from the ultimate consumer. 
E)  Corporate chains are multiple outlets under common ownership.

Question 10

value added dimension of the retail positioning matrix includes elements such as location,product reliability,and __________.

Accepted Answer

A)  prestige 
B)  price 
C)  market share 
D)  number of employees 
E)  level of service 
A)  prestige 
B)  price 
C)  market share 
D)  number of employees 
E)  level of service

Question 11

complementary role of different communication and delivery channels is referred to as

Accepted Answer

A)  the cumulative effect. 
B)  the primary effect. 
C)  the cross-over effect. 
D)  the complementary effect. 
E)  the influence effect. 
A)  the cumulative effect. 
B)  the primary effect. 
C)  the cross-over effect. 
D)  the complementary effect. 
E)  the influence effect.

Question 12

Which of the following firms has made the wisest wholesaler choice for its product?

Accepted Answer

A)  Sam's Coal Country uses a drop shipper for its coal. 
B)  Amy's Amazing Appetizers uses a rack jobber for its frozen apricot aperitifs. 
C)  Hannah's Hardware uses a rack jobber for its hinges. 
D)  Shayna's Superior Supplies uses a desk jobber for its staplers. 
E)  Nova's Novelties uses a truck jobber for its never-needs-a-battery night lights. 
A)  Sam's Coal Country uses a drop shipper for its coal. 
B)  Amy's Amazing Appetizers uses a rack jobber for its frozen apricot aperitifs. 
C)  Hannah's Hardware uses a rack jobber for its hinges. 
D)  Shayna's Superior Supplies uses a desk jobber for its staplers. 
E)  Nova's Novelties uses a truck jobber for its never-needs-a-battery night lights.

Question 13

battle for market share is usually fought directly before the __________ stage,and some competitors drop out of the market.

Accepted Answer

A)  decline 
B)  growth 
C)  maturity 
D)  harvest 
E)  introduction phase 
A)  decline 
B)  growth 
C)  maturity 
D)  harvest 
E)  introduction phase

Question 14

Wholesalers who have a small warehouse from which they stock their trucks for distribution to retailers are referred to as __________.

Accepted Answer

A)  cash and carry wholesalers 
B)  truck jobbers 
C)  rack jobbers 
D)  drop shippers 
E)  manufacturer's representatives 
A)  cash and carry wholesalers 
B)  truck jobbers 
C)  rack jobbers 
D)  drop shippers 
E)  manufacturer's representatives

Question 15

Companies such as Avon,Fuller Brush,Mary Kay,and World Book are examples of firms that use

Accepted Answer

A)  interface marketing. 
B)  flex-marketing. 
C)  direct selling. 
D)  interactive selling. 
E)  responsive selling. 
A)  interface marketing. 
B)  flex-marketing. 
C)  direct selling. 
D)  interactive selling. 
E)  responsive selling.

Question 16

Consumers often use the prices of __________ items,such as a can of Coke,to form an overall impression of the store's prices.

Accepted Answer

A)  benchmark 
B)  stoplight 
C)  point-of-purchase 
D)  value-based 
E)  loss-leader 
A)  benchmark 
B)  stoplight 
C)  point-of-purchase 
D)  value-based 
E)  loss-leader

Question 17

each of the four utilities offered by retailing and with each,identify a retailer that provides that utility.

Accepted Answer

The four utilities retailing offers are:

Question 18

There are three general forms of retail ownership: contractual system,independent retailer,and __________.

Accepted Answer

A)  dual ownership 
B)  industry consortium 
C)  retailing cooperative 
D)  multi-national cartel 
E)  corporate chain 
A)  dual ownership 
B)  industry consortium 
C)  retailing cooperative 
D)  multi-national cartel 
E)  corporate chain

Question 19

Wholesalers who own the merchandise they sell but do not physically handle,stock,or deliver it are referred to as __________.

Accepted Answer

A)  cash and carry wholesalers 
B)  rack jobbers 
C)  truck jobbers 
D)  manufacturer's representatives 
E)  drop shippers 
A)  cash and carry wholesalers 
B)  rack jobbers 
C)  truck jobbers 
D)  manufacturer's representatives 
E)  drop shippers

Question 20

Figure 16-9
-Figure 16-9 above shows the wheel of retailing,which indicates that retail outlets typically go through changes with the passage of time.What stage in the wheel of retailing does "B" represent?

Accepted Answer

A)  low prices, low margins, low status. 
B)  higher prices, higher margins, and higher status. 
C)  low prices, high margins, and high status. 
D)  mixed prices, mixed margins, and mixed status. 
E)  moderate prices, high margins, and high status. 
A)  low prices, low margins, low status. 
B)  higher prices, higher margins, and higher status. 
C)  low prices, high margins, and high status. 
D)  mixed prices, mixed margins, and mixed status. 
E)  moderate prices, high margins, and high status.

Exam 16: Retailing and Wholesaling

Limited- and single-line stores are often referred to as __________.

Off-price retailers,warehouse clubs,and grocery stores that require customers to bag their groceries provide what level of retail service?

group of 50 to 150 stores that typically attract customers who live or work within a 5- to 10-mile range,often containing two or three anchor stores is referred to as a __________.

limited-service wholesaler that furnishes shelves that display merchandise in stores,performs all channel functions,and sells on consignment to retailers is referred to as a __________.

Carla's Cards uses a __________ to sell and market the entire line of greeting cards.They design promotional plans,set prices,determine distribution policies,and make recommendations to Carla on product strategy.

Higher paper costs,increased postage rates,the growing interest in do-not-mail legislation,and concern for "green" mailings have resulted in

sale of brand name merchandise at lower than regular prices is referred to as __________.

Specialty stores and department stores are frequently categorized by which level of service?

Which of the following statements regarding corporate chains is most accurate?

value added dimension of the retail positioning matrix includes elements such as location,product reliability,and __________.

complementary role of different communication and delivery channels is referred to as

Which of the following firms has made the wisest wholesaler choice for its product?

battle for market share is usually fought directly before the __________ stage,and some competitors drop out of the market.

Wholesalers who have a small warehouse from which they stock their trucks for distribution to retailers are referred to as __________.

Companies such as Avon,Fuller Brush,Mary Kay,and World Book are examples of firms that use

Consumers often use the prices of __________ items,such as a can of Coke,to form an overall impression of the store's prices.

each of the four utilities offered by retailing and with each,identify a retailer that provides that utility.

There are three general forms of retail ownership: contractual system,independent retailer,and __________.

Wholesalers who own the merchandise they sell but do not physically handle,stock,or deliver it are referred to as __________.

Figure 16-9 -Figure 16-9 above shows the wheel of retailing,which indicates that retail outlets typically go through changes with the passage of time.What stage in the wheel of retailing does "B" represent?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation,Targeting,and Positioning

Developing New Products and Services

Managing Successful Products,Services,and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

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