question

Any organization that purchases products for the purpose of reselling them to ultimate consumers is a

answer

retailer

question

Walmart, Macy's, Nordstrom's and Toys R Us are examples of

answer

retailers

question

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

answer

retailing

question

Retailing is best characterized as

answer

transactions in which the buyer intends to consume the product through personal, family or household use

question

Who provides the environment in which exchanges with ultimate consumers occur?

answer

Retailers

question

A retailer is an organization that purchases products for the purpose of reselling them to

answer

ultimate consumers

question

By locating in the same general vicinity as other car dealerships, Hartfield Honda can

answer

facilitate comparison shopping

question

A general merchandise retailer offers

answer

a variety of product lines that are stocked in depth

question

Supermarkets, discount stores, and hypermarkets can all be classified as

answer

general merchandise retailers

question

Compared with other types of retailers, department stores compete mainly on the basis of

answer

customer services

question

Nordstrom's, Macy's, and JC Penney's are all considered

answer

department stores

question

If a store has areas for men's apparel, Women's apparel, housework, cosmetics and jewelry and competes mostly on the basis of service, it is a

answer

department store

question

Which type of retailer generally accepts lower margins than traditional retailers in exchange for higher sales volume?

answer

Discount stores

question

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

answer

discount stores

question

Walmart and Target are both examples of

answer

discount stores

question

Ollies' is a regional self-service retail store that sells name-brand electronics, tools, housewares, and sporting goods at low prices. Ollies' is an example of

answer

discount store

question

As discount stores improve their services and atmosphere as well as raise their prices, the distinction between discount stores and ___ is becoming blurred.

answer

department stores

question

A small self-service store that is open long house and carries a narrow product assortment in convenient locations is best described as a

answer

convenience store

question

Which of the following was developed in 1927 to supply milk, eggs, and other products for customers replenishing their ice boxes?

answer

Convenience stores

question

Jack Ingalls 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

answer

supermarket

question

Large, self-service stores that carry a complete line of food products and some nonfood products are called

answer

supermarkets

question

Kroger, Safeway and Public are all considered

answer

supermarkets

question

Which type of retail outlet can have up to 200,000 square feet?

answer

superstores

question

Laura goes to Walmart and buys some clothing, a DVD, and all the groceries she need for her family. What type of retailer is this particular Walmart?

answer

superstore

question

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

answer

superstore

question

What is the primary distinction between superstores and hypermarkets?

answer

Hypermarkets are larger and have more types of products than superstores.

question

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

answer

hypermarket

question

Which of the following is a large-scale, members-only, retailer that combines cash-and-carry wholesaling with discount retailing?

answer

Warehouse club

question

Retailers that sell only to members and feature discount retailing combined with cash-and-carry wholesaling are called

answer

warehouse clubs

question

Which of the following is a common feature of a warehouse club?

answer

Concrete floors and wide aisles

question

Sam's and Costco are examples of

answer

warehouse clubs

question

Retail facilities located in big, low-cost buildings with large on-premise inventories and minimal services are called

answer

warehouse showrooms.

question

Levitz Furniture locates in huge, low-cost buildings, maintains large, on-premise inventories, and offers minimum service. Levitz is a

answer

warehouse showroom

question

A narrow product mix with a deep product line would most likely be carried by

answer

specialty retailers

question

A store that offers a wide variety of shoes for men women and children would most likely be considered a

answer

specialty retailer

question

Matt's girlfriend tells him she wants a cashmere sweater for Christmas. Matt decides to go to a store that provides the best possible selection of sweaters. His best choice would be to shop at a ___ store.

answer

traditional specialty

question

Off-price retailers and category killers are both

answer

specialty retailers.

question

Specialty stores offer ___ than department stores.

answer

more sales expertise and better selections

question

What type of retailers are the primary competitors for specialty retailers?

answer

Department stores

question

Off-price retailers feature

answer

deep discounts, few customer services, and central checkouts

question

Stores such as TJ Maxx, Burlington Coat Factory, and Marshalls buy manufacturers' seconds, overruns, returns, and off-season production runs at below wholesale prices. These firms resell this merchandise to consumers at deep discounts, and are called

answer

off-price retailers.

question

When off-price retailers obtain too much in-season, high-quality merchandise, tension between them and ___ builds.

answer

department stores

question

A manufacturers' outlet mall is most appropriately classified as an

answer

off-price retailer

question

Category killers compete primarily on the basis of

answer

low prices and enormous product availability

question

Which of the following is an example of a category killer?

answer

Toys R Us

question

Michael's, Petsmart, and Staples are all examples of

answer

category killers

question

A ___ is a very large specialty store that competes on the basis of lower prices and enormous product availability

answer

category killer

question

In contrast to industrial products, consumer products are often purchased because of

answer

social influences

question

The kinds of products being sold and the availability of public transportation are both factors that influence a retailer's decision about

answer

location

question

Which of the following is the least flexible of these important retailing strategy issues?

answer

location

question

Location is important to a retailer because

answer

location determines the trading area from which the store must draw its customers

question

Janette Down is planning to open an upscale dress boutique. She is evaluating ease of movement to and from sites, vehicular traffic, types of stores in the area, and transportation networks. Which strategic retailing issue is she concerned with at the time?

answer

Location

question

Greg chooses to have his hunting equipment store in a location away from the main part of town so that he can have a large parking lot and an outdoor range for customers to test out his merchandise. Greg's store is

answer

a free-standing structure

question

Colin brags to his friend Reid that his new bike ship has lots of parking and great visibility from Harper Avenue, and his nearest business neighbors are several hundred feet away. Colin has selected a ___ site for his retail business.

answer

free-standing

question

Many cities are revitalizing their downtown areas by bringing in new retail establishments. They are building new civic structures, passing ordinances that encourage the restoration of historic buildings, and developing mixed-use structures that include retail, residential, and other uses. These areas are best described as

answer

traditional business districts

question

The type of retail location that is commonly being preserved and revitalized in many cities is the

answer

traditional business district.

question

Shopping centers include

answer

outlet, power, lifestyle, super regional, regional, neighborhood and community

question

What type of shopping center usually consists of several small convenience and specialty stores?

answer

Neighborhood

question

In Cara's hometown, there is a mall with a small Sears store, a Macy's department store, a couple of fast food restaurants, a few specialty shops, and some convenience stores. The mall features seasonal sidewalk sales and boat shows. This mall is most likely a ___ shopping center.

answer

community

question

Hickory Village Shopping Center has two department stores and some specialty and convenience stores. It serves a large geographic area and holds special events to stimulate consumer traffic. Hickory is a ___ shopping center.

answer

community

question

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

answer

150,000

question

Dawn is concerned that there are not enough avid quilters in centerville to support her Quilts Unlimited store. Her business adviser suggest that she not limit her promotion to the Centerville population but also consider outshoppers. This approach is most likely to work if her store is located in a

answer

regional shopping center

question

A shopping center containing a Macy's, Marshall Fields, and JC Penney's as well as dozens of specialty shops, restaurants, and entertainment is most likely a

answer

regional shopping center

question

Which of the following offers the widest product mixes and the deepest product lines?

answer

superregional shopping center

question

Which of the following may include special attractions such as amusement parks or skating rinks?

answer

superregional shopping centers

question

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

answer

lifestyle shopping center

question

An example of an emerging type of power shopping center might contain

answer

Michael's, Office Depot, TJ Maxx, and Circuit City

question

A shopping center that contains stores owned by manufacturers who make a special effort not to conflict with traditional retailers is an

answer

outlet shopping center

question

___ have been successful because consumers are willing to drive significant distances to save money buying manufacturers' closeouts and irregulars.

answer

Outlet shopping centers

question

Identifying an unserved of underserved market segment and serving it through a strategy that is distinguished in the mind of the consumer is called

answer

retail positioning

question

Josh tells the loan officer at First Bank and Trust that Clarksville really needs a store that offers high-quality fishing gear to enthusiasts and provides the service and advice that many people want. No other store in the area seems to provide this combination. Josh is trying to use ___ to support his request for a loan to start such a retail operation.

answer

retail positioning

question

Norah operates an upscales shop that does both pet grooming and human mani pedis. She is reaching a market segment with people who place great value on their dogs and are concerned with their own appearance, yet pressed for time. No other businesses meet the needs of these consumers. Which strategic issue in retailing does Noah appear to have addressed?

answer

retail positioning

question

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

answer

atmospherics

question

Exterior and interior characteristics such as layout, displays, color and lighting are all elements of a store's

answer

atmospherics

question

A functional and psychological picture in the consumer's mind of a retail store is called

answer

store image

question

Which retail stere invests the most in atmospherics?

answer

Neiman Marcus

question

A retail strategy of managing groups of similar, ofter substitutable products produced by different manufacturers is called

answer

category management.

question

Through the years, drugstore have added more unrelated products to their product mix, such as lawn care, food items, housewares, and small appliances. This illustrates which of the following retail strategy issues?

answer

Scrambled merchandising

question

The use of the telephone and other non personal media to introduce products to consumers, who then can purchase the products through the mail, phone, or web is called

answer

direct marketing

question

The selling of merchandise outside the confines of actual facilities is generally called

answer

non store retailing

question

The three major types of non store retailing are

answer

direct marketing, direct selling, and automatic vending

question

Direct marketing, direct selling, and automatic vending are all examples of ___ retailing

answer

nonstore

question

Chadwick's sends its customers booklets containing its product offerings and allows them to place orders on the telephone, mail, or online. Chadwick's is primarily a

answer

catalog marketer

question

What type of retailing began with Montgomery Ward in the late 1800s?

answer

Catalog marketing

question

All of the following are types of direct marketing except

answer

direct selling

question

When a retailer advertises a product and makes it available for purchase through telephone or mail orders, the retailer is using

answer

direct-response marketing

question

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

answer

Direct-response marketing

question

In order to justify direct-response marketing, a product really needs to be priced above

answer

$20

question

In the Sunday paper, Caitlin sees a flyer for a collector's edition Thomas Kinked plate that is available to purchase by filling out and mailing in a form or by calling. This is an example of

answer

direct-response marketing

question

The performance of marketing-related activities conducted on the telephone is called

answer

telemarketing

question

When products are presented to television viewers, who can purchase them by calling a toll-free number and paying with a credit card, ___ is being used.

answer

television home shopping

question

A retailer engaged in direct marketing would probably select television home shopping over online retailing to sell a new kitchen device because of

answer

superior ability to demonstrate the product

question

What is the most popular type of product sold through television home shopping?

answer

Jewelry

question

Kelly Cramer sees a lovely pair of earrings on TV and calls to oder them paying with her credit card. This is an example of

answer

television home shopping

question

Brad accesses Borders Books and Prints' site on the world wide web and purchases a copy of a new best seller. This is an example of

answer

online retailing

question

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

answer

direct selling

question

What is a potential disadvantage of direct selling?

answer

Some customers view direct selling negatively.

question

With respect to retailing, what is the "party plan"?

answer

A consumer acts as a host and invites friends to view merchandise in a group setting, where a salesperson demonstrates the products

question

Alison asks ten of her friends to come over and learn about exciting new cosmetic products. A salesperson from Angel Products makes a presentation and takes the women's orders. This is an example of

answer

a party plan

question

What is a potential disadvantage of direct selling?

answer

Personal attention is lacking

question

The primary advantage of automatic vending as a form of retailing is that

answer

it eliminates the need for sales personnel.

question

Automatic vending is

answer

a type of non store retailing

question

Tupperware, Sarah Coventry, Amway, and Avon sell products outside the confines of retail facilities. They are ___ retailers.

answer

non-store

question

While on family vacation, the Millers realize they left their camera at home. They purchase a disposable camera at an amusement park using their credit card, but never interact with a person. What type of retailing did this transaction most likely involve?

answer

automatic vending

question

An arrangement in which a supplier grants a dealer the right to sell products in exchange for some type of consideration is

answer

franchising

question

Victor knows that if he decides to buy a franchise, he will most likely have to supply

answer

labor and daily operations

question

Malcolm Lewis has come up with the idea of a system for picking up people's cars while they are at work, washing and waxing them, and returning them for a fee. Having been a big success in his home city, Malcolm plans to expand his operation into other cities. The service described here sees best suited to

answer

franchising

question

Kevin is talking with Peter about purchasing a Wendy's franchise. Peter tells Kevin that one of the major advantages of franchising for him to consider is the

answer

higher success rate for franchises.

question

Which of the following is not one of the basic types of franchising arrangements?

answer

A wholesaler franchising a number of producers

question

Which type of franchising is the most popular in the soft-drink industry?

answer

A manufacturer licenses distributors to sell a given product to retailers.

question

Which of the following is not an advantage of franchising for the franchisee?

answer

The franchisee gives up a certain about of control when participating in a franchisee agreement.

question

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

answer

The franchiser gains more control over how the franchisees operate the establishments.

question

Which of the following best describes wholesalers?

answer

Organizations or individuals who buy products for resale to government, reseller, producer, and institutional users.

question

Wholesaling can be defined as

answer

transactions in which products are bought for resale

question

Select the true statement about wholesaling.

answer

Wholesaling activities must be performed during distribution of all goods, whether or not a wholesaling institution is involved.

question

The primary function of most wholesalers is to

answer

perform physical distribution of products from manufacturers to retailers.

question

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

answer

focus on producing products that meet consumers' needs.

question

Which of the following services would a wholesaler least likely provide to a manufacturer?

answer

Look for and coordinate supply sources

question

Which of the following is not a factor used to classify wholesalers?

answer

The price range of the products carried by the wholesales

question

Wholesalers frequently help retailers with developing a marketing strategy, especially as it relates to the ___ component of the marketing mix.

answer

distribution

question

By buying in large quantities and delivering to customers in smaller lots, a wholesaler may perform all of the following distribution activities except

answer

unit pricing

question

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

answer

production

question

A merchant wholesaler

answer

takes title to goods, assumes risk associated with ownership, and buys and resells products

question

Walmart has its own fleet of trucks and works directly with producers to take care of offering, delivery, and handling of goods. In addition, Walmart works directly with slippers through its advanced system of inventory control and data processing. Walmart is

answer

performing many of the critical functions of wholesalers through it's own system.

question

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 for he following types of wholesale establishments has she ruled out?

answer

merchant wholesaler

question

Martin owns and operates a wholesale hardware business that supplies small hardware parts to various manufacturers in the area. He takes title to the hardware and assumes all risks associated with ownership. Martin is a

answer

merchant wholesaler

question

Merchant wholesales can be divided into two basic categories:

answer

full-service and limited service

question

Cigarette manufacturer Philip Morris uses the services of Universal Corporation, the worlds largest buyer and processor of leaf tobacco, which provides financing for its customers. This means that Universal is a

answer

full-service wholesaler.

question

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

answer

full service wholesaler

question

If a retailer needed help with store design and training sales personnel, it would most likely use the services of a

answer

full service wholesaler

question

A wholesales that carries a wide product mix but limited depth within product lines is called a

answer

general merchandise wholesaler

question

All of the following are examples of full service wholesales except

answer

mail-order wholesalers

question

Which of the following is a full service merchant wholesaler?

answer

General merchandise wholesaler

question

Brad operates a wholesale company that specializes in providing a wide variety of services to its customers, which are all restaurants. He carries a wide assortment of restaurant equipment and cookware. Brad's business is a

answer

general-line wholesaler

question

A general-line wholesaler would expected to carry a ___ product mix

answer

narrow and deep

question

Based on what he has heard regarding the profitability of such items, Paul is considering adding a fresh shellfish case in his grocery store. Paul knows very little about this product or the concerns of shoppers who buy it. He is looking for help in display set-up and merchandising ideas. He should contact a ___ wholesaler.

answer

specialty-line

question

Full-service, specialty-line wholesales that own and maintain displays in discount stores and supermarkets are called

answer

rack jobbers

question

Angela approaches David Hughes, owner of Hughes Auto Parts, to talk about the possibility of adding a new line of products to his store. Angela tells David that the product is a line of high-quality driving sunglasses. She offers to set up the display, service and restock it weekly, and maintain biting and inventory records. She tells David that all she needs is a couple of square feet of space. Angela is in the business of serving retailers as a

answer

rack jobber

question

Lynn Taylor sells Revlon cosmetics on consignment to grocery stores, maintains the display racks, and restocks when necessary. Lynn's job is best described as a

answer

rack jobber

question

Merchant wholesalers who specialize in just a new functions and pass others along to other intermediaries or customers are called

answer

limited-service wholesalers

question

All of the following are types of limited-service merchant wholesalers except

answer

specialty-line wholesalers

question

Laura Lucas and Marie Clark own and operate a small restaurant. On a weekly basis, they go to their local Sam's Wholesale Club to purchase the food items and cleaning supplies they need for their business. With the exception of the volume they purchase and the items' intended use, this grocery shopping trip is identical to a weekly trip by their families to a grocery store. Sam's is serving as a ___ wholesaler for these entrepreneurs.

answer

cash and carry

question

What type of wholesaler transports a limited line of products directly to customers for immediate inspection and selection?

answer

Truck jobbers

question

Greg works with a group of farmers who provide him with a regular supply of a variety of fresh vegetables. He picks up their produce and has a regular route of grocers and restaurants who purchase quantities of the items he has on any given day. Greg's operation is which type of wholesaler?

answer

Truck

question

Andrea owns and operates a small novelty store that sells home decor, gifts, jewelry, and gourmet snacks. Because her business is very small, many wholesales will not deal with her, so she relies primarily on ____ for the survival of her business

answer

cash and carry wholesalers

question

Drop shippers

answer

take title to but not physical possession of the goods

question

Which of the following wholesales never take actual possession of the goods?

answer

drop shippers

question

Mark's company takes orders from its collection of retail customers and arranges the shipment of goods directly from manufacturers or other wholesalers to its customers' businesses. Mark is operating as a

answer

drop shipper

question

Alison lives in a remote area of Montana, where few good road 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

answer

mail-order wholesalers

question

___ provide an effective method of selling small items to customers in remote areas that other wholesales might find unprofitable to serve.

answer

Mail-order wholesalers

question

Agents and brokers that facilitate and negotiate purchases but do not actually take title to products are also known as

answer

functional middlemen

question

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

answer

An agent represents a company on a permanent basis while a broker is employed temporarily

question

The main difference between an agent and a broker is that an agent

answer

usually represents people on a permanent basis, whereas a broker usually does so on a temporary basis.

question

Independent intermediaries that represent two or more sellers and usually offer customers complete product lines in a restricted territory are called

answer

manufacturers' agents

question

Because Gem Supply's sales have continued to decline, the jewelry manufacturer has found that the costs associated with maintaining its own five-person sales force are prohibitive. The firm's marketing director begins to look for a small company or individual willing to perform the sales function for Gem Supply in its least productive region. The ideal entity would carry complementary but non-competing lines. Such a firm or individual would be classified as a

answer

manufacturers' agent

question

Manufacturers' agents offer products that are both

answer

noncompeting and complementary.

question

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

answer

broker

question

A difference between manufacturers' agents and selling agents is that

answer

selling agents do not have the territorial restrictions that manufacturers' agents do.

question

Selling agents perform every wholesaling activity except

answer

taking title to products

question

A channel member that markets all of a manufacturer's goods, has authority over price, promotion, and distribution but does not take title to the product is a

answer

selling agent

question

Thad Rather works for a company that markets all of Celeron's products. Thad's company acts as the marketing department for Celeron, performing all marketing functions without actually taking title to the goods. Thad's company is a

answer

selling agent

question

An agent that receives goods on consignment from local sellers and negotiates sales in large, central markets is called a

answer

commission merchant

question

Calhoun Produce, a ___, takes possession of truckloads of tomatoes, arranges for storage, and transports them to auctions to be sold.

answer

commission merchant

question

The primary purpose of a ___ is to bring buyers and sellers together.

answer

broker

question

Chelsea has extensive contacts in the real estate business and brings together buyers and sellers. Although she assumes no risks, she can offer specialized knowledge about real estate. Chelsea is a

answer

broker

question

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

answer

sales branches

question

The management at Kohler Inc. thinks that there will soon be a major growth in home remodeling due to rising interest rates. The management decides to use ___ in several key cities to provide support services to the sales force in those areas, carry inventory, and offer credit and other series to its retail plumbing customers

answer

sales branches

question

A manufacturer-owned operation that provides services usually associated with agents is a

answer

sales office

question

Veronica works for Bacardi at a location away from the manufacturing plants. She provides wholesale services to wholesale and retail customers, but her facility does not carry inventory. Veronica works at a

answer

sales office

mktg ch 16 – Flashcards

Unlock all answers in this set

Haven't found what you were looking for?

Search for samples, answers to your questions and flashcards