MKTG 3650 Chapter 14 the good one
Which of the following is not among the actions that category killers such as Best Buy have taken to effectively compete with department stores and internet retailers, such as Amazon? Price matching on select merchandise Adding value-enhancing services Liberal return policies Improved merchandising by expanding the merchandise mix Enhanced customer relationship management
Improved merchandising by expanding the merchandise mix
The majority of retailing establishments in the US today are: Chain stores Corporate chain stores Independent retailers Internet retailers Franchise stores
Independent retailers
A retail store's _____________ include the decor, merchandise arrangement and crowding, general layout, background music, color schemes, scents, acoustics and noise levels, lighting, and cleanliness of stores. Internal atmospherics Internal personality Interior position Interior brand image
Internal atmospherics
Retailers work hard to design in-store sensory environments that postively affect one or more of consumers' five senses in order to increase the likelihood of a positive emotional experience. These retailers are focusing on creating positive __________. Internal atmospherics Internal personality Interior position Interior brand image
Internal atmospherics
The number of different product lines carried by a retailer is its ________ . Product mix Merchandise mix Product line breadth Merchandise breadth Portfolio width
Merchandise breadth
The classification system for in-store retailers employed in the text is based on the ______________ of the retailer. Merchandise mix Degree of effort consumers expend in visiting facilities Location Size Type of ownership
Merchandise mix
The entire range of products stocked by a retailer is its _______. Product mix Product portfolio Merchandise portfolio Merchandise mix Product line depth
Merchandise mix
Convenience stores, barber shops, hair stylists, manicurists, delies, and other small specialy stores tend to located their facilities in ________________ in order to target consumers living nearby, attracting consumers who are primarily interested in a combination of convenience and lower prices. Neighborhood centers Community centers Regional centers Power centers Factory outlet malls
Neighborhood centers
Stores such as Family Dollar and Dollar General tend to located their facilities in ________________ in order to target consumers living nearby, attracting consumers who are primarily interested in a combination of convenience and lower prices. Neighborhood centers Community centers Regional centers Power centers Factory outlet malls
Neighborhood centers
____________ occurs when products are not sold from fixed retail facilities and consist of four basic types: direct selling, telemarketing, direct marketing, and vending. In-store retailing Non-store retailing Internet retailing Social network retailing Out-bound retailing
Non-store retailing
___________ include stores such as Ross Dress For Less, Dress Barn, T.J. Maxx, DSW Designer Shoe Warehouse, and Marshall's. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Off-price retailers
outdated or out-of-season brand name merchandise at prices that are often below those charged by other discount stores for comparable merchandise. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Off-price retailers
Mary Kay, Tupperware, Stanley Home Products, and Magic Chef all expemplify which form of direct selling? Party plan selling Door-to-door sellilng In-home selling Sponsored selling Group selling
Party plan selling
____________ has evolved to reduce some of the more egregious aspects of traditional door-to-door selling. With this form of selling, salespeople recruit prospects to host get-togethers at their homes or their places of work. Party plan selling Direct selling In-home selling Sponsored selling Group selling
Party plan selling
Lowe's, Home Depot, Staples, Target, Walmart, Barnes & Noble, Bally's or LA Fitness Health Clubs, PETSMART, Old Navy, Best Buy, Bed, Bath & Beyond, and Toys-R-Us are typically located in ____________. Neighborhood centers Community centers Regional centers Power centers Factory outlet malls
Power centers
A grocery store chain has decided to sell a small assortment of fast moving hardware items. However, it is not certain what stock to carry in which stores and does not want to leave the decision to the local store manager. The chain could use a: Cash-and-carry wholesaler Specialty wholesaler Rack jobber Manufacturers' agent Broker
Rack jobber
_______________ exist and operate as the last link in supply chains, primarily making sales to ultimate consumers. Wholesaling intermediaries Retailing intermediaries Agents Industrial distributors Facilitating agents
Retailing intermediaries
Amazon.com sells products via the Internet predominantly to ultimate consumers for their own personal or household use. Amazon is a(n) __________. Dot.com Wholesaling intermediary Internet distributor Retailing intermediary Facilitating agent
Retailing intermediary
Retailers like The Gap, Victoria's Secret, Bath & Body Works, or Barnes & Noble Booksellers, Hardrock Café, Red Lobster, and On The Border are classified as: Off-price retailers Specialty stores Factory outlets Category killers Department stores
Specialty stores
____________ attempt to avoid price competition, prefering instead to differentiate themselves by precisely targeting customer segments with narrow and deep assortemts of specialized product lines and by providing superior customer service and friendly, knowledgeable and even highly attractive sales staff. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Specialty stores
Vending is a relatively expensive form of retailing due to costs associated with all of the following except ____________. Investment in equipment Upkeep on equipment Theft and vandalism of equipment Spoilage of products not purchased before their expiration date.
Spoilage of products not purchased before their expiration date.
The inventory numbers given to products stocked by retailers are called: Stock Keeping Units Retail Inventory Units Slotting Units Stocking Inventory Units
Stock Keeping Units
____________ are slowly dying and probably will be phased out incrementally as consumer demand shifts in favor of the greater convenience of e-commerce and preferences for smaller, local retail facilities over big-box retailers. Supercenters Specialty stores Discount stores Category killers Department stores
Supercenters
additional services such as fast food restaurants, dry cleaning, banking, check cashing, automobile servicing, and optical centers. Supercenters Specialty stores Discount stores Category killers Department stores
Supercenters
Albertsons, Kroger's, Safeway, H.E.B., and A&P are nationally located corporate chains of ______________ . Supercenters Supermarkets Discount stores Category killers Department stores
Supermarkets
The main difference between agent middlemen and merchant wholesalers is: That agent middlemen do not own the products they sell--while merchant wholesalers do. That no agent middlemen physically handle products--while all merchant wholesalers do. Their attitudes regarding the marketing concept. The kind of selling they do. There is no difference--an agent middleman IS a merchant wholesaler.
That agent middlemen do not own the products they sell--while merchant wholesalers do.
____________ engage in both wholesale- and retail-level selling. They attract smaller businesses who can purchase at wholesale prices. Consumers usually pay about 5% more for products than do business customers. Business and consumers generally pay a small annual membership fee. Supercenters Supermarkets Discount stores Warehouse clubs Convenience stores
Warehouse clubs
_____________ are large-scale, member-only, mass merchandisers that combine cash and carry wholesaling with discount retailing. Supercenters Supermarkets Discount stores Warehouse clubs Convenience stores
Warehouse clubs
The major distinction between a retail and a wholesale transaction is: Whether the seller is a wholesaler or a retailer. Whether the product will be used by an organization or by a consumer. Whether the seller procured the product from a retailer or a wholesaler. Whether the product involved is sold at a wholesale or a retail price. The quantity of goods involved.
Whether the product will be used by an organization or by a consumer.
Whether a given transaction is classified as a wholesale sale or as a retail sale essentially depends on: Whether the seller is a wholesaler or a retailer. Whether the product will be used by an organization or by a consumer. Whether the seller procured the product from a manufacturer or a wholesaler. Whether the product involved is sold at wholesale or retail price. The quantity of goods involved.
Whether the product will be used by an organization or by a consumer.
Grainger Worldwide buys a wide range of industrial products (mainly maintenance, repair, and operating supplies) from manufacturers and resells these products to other business users. When making sales to its customers, Grainger is engaged in _____________. Retailing Wholesaling Channel management Logistics Distribution management
Wholesaling
__________ include all activities involved in the marketing and distribution of goods and services from one business to other businesses. Retailing Wholesaling Channel management Logistics Distribution management
Wholesaling
Grainger Worldwide buys a wide range of industrial products (mainly maintenance, repair, and operating supplies) from manufacturers and resells these products to other business users. Grainger is a _____________ . Retailing intermediary Wholesaling intermediary Facilitating agent Broker Manufacturer's agent
Wholesaling intermediary
____________ includes all activities involved in selling goods and services to ultimate consumers for their own personal use. Wholesaling Consumption Retailing Distribution Logistics
Retailing
Denton Plumbing, Inc. buys plumbing supplies, piping, fixtures, and tools from different manufacturers and resells them to construction companies. Denton is MOST LIKELY: A merchant wholesaler A drop shipper An agent middleman A manufacturer's agent A rack jobber
A merchant wholesaler
Lois Lane wants to open a convenience store in Cripple Creek Colorado. What kind of wholesaler will likely provide her chewing gum, tobacco products, candy bars, and other snack foods? A desk jobber A commission merchant A truck jobber A manufacturer's sales office A broker
A truck jobber
Which of the following manufacturers would be most likely to use a manufacturers' agent to distribute its product? A well-established, international company A large cereal manufacturer that has developed a gluten-free cereal line A well-established Southern firm that wants to expand its market area by making its products available for the first time in Washington state and Oregon An international sporting goods manufacturer that wants to add a line of snow toboggans A company that wants to introduce product line extensions to its current market.
A well-established Southern firm that wants to expand its market area by making its products available for the first time in Washington state and Oregon
As practiced today, telemarketing is used for which of the following? Making sales via the telephone Engaging in customer service and relationship management Gathering customer information Prospecting for new customers All of the above
All of the above
The television home shopping format appeals to some consumers for which of the following reasons? Prices are often perceived as lower Sales personnel are often perceived as friendlier and better informed Consumers can shop from the convenience of their own homes Consumers can see how products work and understand the benefits before they purchaseProducts can be easily demonstrated and plenty of time exists to explain the product's benefits All of the above
All of the above
With respect to telemarketing, which of the following techniques are employed for idenfying potential prospects? Cold-calling from existing phone lists. Random digit dialing Lists of current or past customers Lists purchased from third party vendors All of the above
All of the above
Department stores are facing serious competition from discount stores and category killers that offer the same or similar merchandise at lower prices. Which of the following actions are being taken by some department stores, such as Nordstrom, to combat these inroads? Target upscale shoppers who are less price-elastic Focus on higher margin products such as clothing, jewelry, and cosmetics Individual departments may operate as upscale specialty stores stressing enhanced "atmospherics." All of the above are being employed (correct) Only a and b above.
All of the above are being employed
Merchant wholesalers: Are the smallest segment of wholesaling firms when measured by number of establishments. Are independently owned firms that engage primarily in wholesaling and take title to products being distributed. Are independently owned firms that do not take title to the products being distributed. Are manufacturer-owned organizations that perform primarily wholesaling tasks for their owner companies. Engage in both wholesaling and retailing activities for manufacturers and consumers.
Are independently owned firms that engage primarily in wholesaling and take title to products being distributed.
The internal and external physical characteristics of stores that shape the retail store's image are referred to as: Atmospherics Retail personality Retail position Retail brand image
Atmospherics
A _____ is an independent agent wholesaling middleman that brings buyers and sellers together and provides marketing information to both parties. Selling agent Manufacturers' agent Drop shipper Broker Commission merchant
Broker
The manager of the San Francisco Seafood Company knows the market for its Talapia is geographically quite large. Price and supply conditions vary considerably from season to season. Since San Francisco Seafood can sell its Talpia only a few months each year, it does not need continuous market representation. The San Francisco Seafood and other Talapia producers should use: Selling agents Manufacturers' agents Drop shippers Brokers Commission merchants
Brokers
Best Buy (consumer appliances and electronics), Staples (office supplies, furniture, computers, and software), Home Depot (home building supplies and equipment), and Bed Bath & Beyond (home decorating products) are classified as _________ . Off-price retailers Specialty stores Factory outlets Category killers Department stores
Category killers
____________ offer substantial discounts and probably the best selection of brands for the types of products they merchandise. The retailing strategy is to attract customers through relatively lower-priced offerings and broader selections, thereby eliminating the competition. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Category killers
____________ are responsible for managing a group of related products stocked by a retail store. Stocking managers Category managers Product line managers Inventory managers
Category managers
_________ are groups of two or more retail stores operated by th same entity. Chain stores Independent retailers Corporate chains Internet retailers Rack jobbers
Chain stores
The primary benefit to consumers when buying from a vending machine is: Lower prices Higher quality products No requirement to interface with a retail salesperson Convenience Cleanliness
Convenience
__________ carry carefully selected lines of high-turnover consumer food and non-food products, along with various grades of fuel. The focus is to serve "rushed" consumers who place more emphasis on time and place utility as they purchase and are willing to pay higher prices. Supercenters Supermarkets Discount stores Category killers Convenience stores
Convenience stores
Chain stores with 11 or more retail units or locations are technically called as ______________ . Multi-unit chains Corporate chains Independent retailers Rack jobbers Superstores
Corporate chains
______________ typically are well-financed and centrally operated. Their size and financial strength provides them with significant scale economies in purchasing and operations. Multi-unit chains Corporate chains Independet retailers Rack jobbers Superstores
Corporate chains
_________ are owned and operated by corporate chains and carry a broad mix of product lines organized by "departments." Examples include JC Penney, Nordstrom's, Sears, Dillard's, and Macy's. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Department stores
____________ offer a full range of services including credit, delivery, generous return privileges, hair salons, travel services, automobile insurance, and (occasionally) restaurants. Sales personnel are expected to be helpful, courteous, and knowledgeable. Each department in inside the store operates as an autonomous unit that is responsible for its own buying, merchandising, revenue,and profits. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Department stores
Direct mail, telemarketing, on-line marketing, and direct response advertising are all components of ___________ . Direct marketing Direct selling In-store retailing Soft marketing as opposed to brick and mortor retailing Distance marketing
Direct marketing
Bell and Howell advertises its high intensity flashlights regularly on TV and encourages consumers to place orders via the telephone, paying with their credit cards. Bell and Howell is employing ________ . Direct mail Direct response advertising On-line retailing Direct selling Telemarketing
Direct response advertising
Lillian Vernon began her catalog empire with an advertisement for her purses in Seventeen magazine. Young ladies were encouraged to place orders via the telephone or mail. Lilian Vernon was employing _______. Direct mail Direct response advertising On-line retailing Direct selling Telemarketing
Direct response advertising
Time-Life regularly airs TV commercials promoting books, DVDs, and CDs. Consumers are shown 1-800 numbers and encouraged to use credit cards to make purchases. Time-Life is employing ___________. Direct mail Direct response advertising On-line retailing Direct selling Telemarketing
Direct response advertising
Door-to-door selling and party plan selling are both examples of ________ . Telemarketing Direct selling In-store retailing Direct retailing Mail order selling
Direct selling
Which of the following is true about how direct selling differs from direct marketing? Direct selling is limited to face-to-face contact sales using door-to-door selling and party plan selling Direct marketing is limited by various "Green River Ordinaces" in a large number of communities Direct selling uses traditional promotional media to encourage consumers to buy products by mail, telephone, or internet Direct selling includes a number of techniques including direct mail, telemarketing, and direct response advertising There is no differences. These are different names for the same thing.
Direct selling is limited to face-to-face contact sales using door-to-door selling and party plan selling
All of the following are characteristics of direct selling except ___________. Sales commissions can be as high as 40-50% of the selling price. Sales staff tend to employ high pressure sales tactics Prices to consumers are generally inflated due to high sales commissions Direct selling is the cheapest form of selling because no retail store-front is required The negative image and high pressure tactics associated with direct selling makes it hard to recruit and retain sales personnel.
Direct selling is the cheapest form of selling because no retail store-front is required
Walmart, Kmart, Target, Big Lots, Dollar Tree, Dollar General, and Family Dollar are all classified as ___________ . Off-price retailers Specialty stores Discount stores Category killers Department stores
Discount stores
provided in shallow, but reasonable, depth. Product lines are organized by departments, few services are provided, the retail setting is austere, and prices are set low to attract price-sensitive consumers. Off-price retailers Specialty stores Discount stores Category killers Department stores
Discount stores
Steve Johnson sells fiberglass resins and fiberglass fabrics to the many small sailboat manufacturers in Florida. He takes title to the products but does not handle them. Instead, the materials are shipped directly from the producer to the sailboat manufacturers. Steve is a: Cash & carry wholesaler Manufacturer's agent Specialty wholesaler Drop shipper Selling agent
Drop shipper
A retail store's __________ include building architecture and storefront, parking, landscaping,surrounding buildings, and the general drive-by appearance that contribute to the consumer's initial image of the store. External Atmospherics Exterior personality Exterior position Exterior brand image
External Atmospherics
Wells Fargo provides the financial services that allow supply chain members (wholesaling and retailing intermediaries) to establish and operate their businesses. In this context, Wells Fargo is a(n) ________. Investment banker Financial broker Financial agent Industrial distributor Facilitating agent
Facilitating agent
Transportation firms, such as trucking companies and railroads, assist other supply chain members (producers, wholesalers, and retailers) by transporting products from point of production to point of consumption. In the context of supply chains, these transportation firms are called _________. Facilitating agents Physical distributors Logistical agents Distribution agents Vertical integrators
Facilitating agents
Warehouses run by third party operators provide access to long-term and short-term specialized storage and inventory management facilities. In the context of supply chains, these warehousing firms are called _________. Storage intermediaries Facilitating agents Vertical integrators Warehousing agents Channel integrators
Facilitating agents
_____________ are not directly involved in the transfer of title for products moved through distribution channels. They do, however, provide a range of specialized support services that allow supply chains to function more efficiently. Wholesaling intermediaries Retailing intermediaries Agents Industrial distributors Facilitating agents
Facilitating agents
Grapevine Mills, located just outside of Dallas, TX is a fully enclosed 1.5 million square foot mall. The huge facility houses more than 200 well-known manufacturer and retail outlets, off-price retailers and unique specialty stores. In addition to a food court, the mall houses a variety of theme restaurants including Rainforest Cafe, Dick Clark's American Bandstand Grill, and the Eerie World Cafe. Grapevine Mills is classified as a _________. Neighborhood center Community center Regional center Power center Factory outlet mall
Factory outlet mall
__________ usually limit sales to products produced by a single manufacturer. These stores are owned and operated by the manufacturer and, therefore, exemplify corporate vertical marketing systems. Off-price retailers Specialty stores Factory outlets Category killers Department stores
Factory outlets
Which of the following is a distinct advantage of the smaller indepdent retailer over its coporate chain store competitors? Better financed with more resources Access to experienced expert management Scale economies in purchasing and promotion Greater flexibility in operational decision-making at the individual store level Greater brand recognition
Greater flexibility in operational decision-making at the individual store level
Which of the following is not an advantage of corporate chain stores over smaller independent retailers? Better financed with more resources Access to experienced expert management Scale economies in purchasing and promotion Greater flexibility in operational decision-making at the individual store level Greater brand recognition
Greater flexibility in operational decision-making at the individual store level
Montana Coffee Traders operates a coffee shop inside of Kroger's Supermarket in Whitefish Montana. Evidently, in this specific case, Montana Coffee Traders is a ____________ . Leased department retailer Corporate chain Franchise retailers Internet retailers Rack jobbers
Leased department retailer
The supermarket form of retailing normally commands profit margins, on average, of: Less than 5% 5% - 10% 10% - 15% 15% - 20% More than 20%.
Less than 5%
Joe's Electronics Supply stocks electronic repair parts and related supplies and tools from various producers. Joe's sells primarily to small electronic repair shops throughout the country that only want to order one or two items at a time. Orders are usually shipped out on UPS trucks. It appears that Joe's is a Manufacturers' agent Drop shipper Truck distributor Rack jobber Limited line (specialty) wholesaler
Limited line (specialty) wholesaler
____________ specialize in specific product lines, often carrying only a single line. The merchandise mixes are described as "narrow" and "deep." General merchandise retailers Limited line retailers Specialized line retailers Restricted line retailes
Limited line retailers
Jane Tuttle calls on the many gift shops at Estes Park, Colorado and sells a variety of unique decorative glass items, wind chimes, and picture frames produced by the companies that he represents. The store owners order from Jane rather than from the different manufacturers she represents. Apparently, Jane is a: Rack jobber Drop-shipper Broker Manufacturers' agent Selling agent
Manufacturers' agent
Old Smokie, Inc. is a small producer of specialty equipment for smoking meats. The company does not have its own sales force and has just introduced a cooker which smokes meats 50% faster. The cooker will most likely be distributed by a: Truck jobber Manufacturers' agent Drop shipper Broker Commission merchant
Manufacturers' agent
Sandra Locke sells gluten-free specialty food products to grocery wholesalers and large retail grocery chains in Tampa. She sells for several manufacturers with noncompeting lines of gluten-free foods and earns a 4% sales commission. Sandra does not own or inventory the products she sells. Evidently, Sandra is a: Rack jobber Broker Truck wholesaler Selling agent Manufacturers' agent
Manufacturers' agent
A national grocery store chain has decided to sell an assortment of hobby, gardening, and cook books. Buyers in the chain's main office are not certain what to stock because they think that consumers in different areas of the country will probably be interested in different books. The store managers have said they don't know what to order either. The chain should probably get help from a: Cash-and-carry wholesaler Specialty wholesaler Rack jobber Manufacturers' agent Broker
Rack jobber
Joe Duncan sells a wide assortment of "emergency" home repair items (fuses, electrical tape, small packets of nails) to grocery and convenience stores. He owns the products he handles, provides the shelves and stocks the display, and monitors the inventory for his customers. Joe is a: Selling agent Rack jobber Cash & carry wholesaler Truck wholesaler (jobber) Manufacturers' agent
Rack jobber
With respect to telemarketing, ____________ is (are) useful for cold-calling on prospects who may have unlisted numbers. Random digit dialing Competitors' customer call lists Purchased data bases of prospects The FTC's no-call lists On-line phone lists
Random digit dialing
Which of the following is not a response by supermarkets to improve their profit margins? Reduced reliance on technology to cut costs Vendor assistance to help manage inventory and restock shelves Adding higher margin non-food product lines and services Adding private lable brands Using promotional mechanisms to build store loyalty
Reduced reliance on technology to cut costs
Which of the following is not a response by supermarkets to improve their profit margins? Increased use of technology to improve customer service Reduced reliance on vendor assistance to help manage inventory and restock shelves Adding higher margin non-food product lines and services Adding private lable brands Using promotional mechanisms to build store loyalty.
Reduced reliance on vendor assistance to help manage inventory and restock shelves
America's largest ___________ is the Mall of America, located outside of Minneapolis. The mall contains over 800 stores, including 100 restaurants and nightclubs. The mall also hosts a theme park, hotels, miniature golf courses, and water slides. Neighborhood center Community center Regional center Power center Factory outlet mall
Regional center
The Galleria in Dallas is anchored by a Westin Hotel, has an ice-skating rink, offers a fivescreen cinema, and is populated by more than 200 select retail department stores, specialty stores, and restaurants for its patrons to visit. The Galleria is a ____________. Neighborhood center Community center Regional center Power center Factory outlet mall
Regional center
_____________ are major shopping centers, usually fully enclosed. These centers are anchored by several major department stores that are intermingled with a variety of specialty stores. Most of these well-branded specialty stores belong to corporate chains or ownership groups. Neighborhood centers Community centers Regional centers Power centers Factory outlet malls
Regional centers
Smaller independent retailers face high failure rates. Which of the following is NOT among the possible actions which can cut down on the odds of failure for these smaller retailers? Seek to tailor their merchandising and customer service to the precise needs of their local market Idenfity a unique niche not targeted by competitors in which they can attain a differential advantage Seek to become part of a franchise organization Seek to become part of an established vertical marketing system Seek to become part of an established network marketing system
Seek to become part of an established network marketing system
A _____ essentially substitutes for a manufacturer's marketing department by marketing the firm's entire output. Selling agent Manufacturers' agent Drop shipper Broker Commission merchant
Selling agent
Sophie Taylor sells the entire output of several small companies based in Colorado Springs' Tech Center. Each of the companies designs and produces computer components. Sophie has almost complete control of all marketing activites since the engineers who started the companies lack marketing experience and want to focus on what they do best --- inventing things. Sophie is paid a substantial commission on all sales. She is a: Selling agent Manufacturers' agent Broker Specialty wholesaler Truck jobber
Selling agent
Which of the following is not a form of non-store retailing? Vending Party plan selling Telemarketing Direct mail Social network selling
Social network selling Rationale: Feedback: Although substantial sales are made via social networks outside of brick and morter facilities, it is not one of the formal categories of non-store retailing.
A full-service wholesaler in Dallas takes title to the products it stocks and sells i.e. a complete line of home repair products for small, independently owned hardware stores. This wholesaler is a: Broker Specialty (limited line) wholesaler Truck distributor Manufacturers' agent General merchandise wholesaler
Specialty (limited line) wholesaler
A producer has a few territories where many big customers are concentrated, but most of its target customers are spread all over the country. How should the company structure its sales program? The company should use sales branches everywhere, since it will cost more to use manufacturers' agents. The company will probably have to rely only on manufacturers' agents, since they will only be willing to take the widely scattered markets if they can have the good territories too. The company should use its own sales branches in the concentrated territories and agents, probabaly manufacturers' agents, in the others--assuming the concentrated territories are large enough to support sales branches. The company should use manufacturers' agents in the best territories and sales branches in the others, since good agents won't work the smaller territories. All of the above are good alternatives.
The company should use its own sales branches in the concentrated territories and agents, probabaly manufacturers' agents, in the others--assuming the concentrated territories are large enough to support sales branches.
The primary factor that distinguishes between a merchant wholesaler and an agent is: The agent takes title; the wholesaler does not. The wholesaler takes title; the agent does not. The wholesaler provides many more services than does the agent. Wholesalers account for a larger sales volume than do agents None of the above
The wholesaler takes title; the agent does not
Factory outlet malls usually are located in outlying, rural areas in order to: Better serve the needs of smaller communities To avoid the higher costs of doing business in urban locations To avoid traffic congestion associated with urban locations To avoid conflict with traditional retailers located in regional and power centers that may sell the same brands. All of the above
To avoid conflict with traditional retailers located in regional and power centers that may sell the same brands.
_____ carry a select line of perishable products and deliver them by trucks to retail stores. Full-service wholesalers Rack jobbers Truck jobbers Commission merchants Drop shippers
Truck jobbers
Machines that dispense products, video game machines, and bank ATMs all illustrate which form of retailing? Vending Direct response advertising Direct selling Mechanical marketing None of the above
Vending
When Jon Jones decided to sell 10 acres of land, he contacted Leona Anderson. She showed the land to a potential buyer who wanted to build a home on the site, explained the market conditions for land in the area, and helped negotiate the terms of the sale. She left the final decision about the sale up to Jon and the young couple. Smalley is most likely a: Selling agent manufacturers' agent drop shipper broker commision merchant
broker