MAR 3023 Ch 13

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Wholesale merchants

sell primarily to retailers. General merchandise wholesalers carry several merchandise lines, whereas general line wholesalers carry one or two lines in great depth.

Industrial distributors

sell to manufacturers rather than to retailers.

Three major groups of wholesalers

1. Merchant wholesalers. 2. brokers and agents. 3. Manufactures and retailers branches and offices.

A retailer cooperative

A group of independent retailers who jointly establish a central buying organization and conduct joint promotion efforts.

Retailer cooperative

A group of independent retailers who jointly establish a central buying organization and conduct joint promotion efforts.

Franchise organization

A is a contractual association between a franchisor (a manufacturer, wholesaler, or service organization) and franchisees (independent business people who buy the right to own and operate one or more business units in the franchise system).

Convenience store

A relatively small store located near residential areas, open long hours seven days a week, and carrying a limited line of high-turnover convenience products at slightly higher prices. 7-11 Eleven, Stop-N-Go and Circle K.

Specialty store

A store that carries a narrow product line with a deep assortment. Examples- Sephora, Sunglass Hut, Williams Sonoma

Discount store

A store that carries standard merchandise sold at lower prices with lower margins and higher volumes. Examples, Kohls, Walmart, Target.

Off-price retailer

A store that sells merchandise bought at less-than-regular wholesale prices and sold at less than retail. Examples - TJ Max, Costco, Sam's Club.

A voluntary chain

A wholesaler-sponsored group of independent retailers engaged in group buying and merchandising

Voluntary chain

A wholesaler-sponsored group of independent retailers engaged in group buying and merchandising

Examples of promotion decisions

Advertising, personal selling, sales promotion, public relations, and direct marketing are promotion decisions.

Promotion decisions

Advertising, personal selling, sales promotion, public relations, and direct marketing.

Wholesaling

All of the activities involved in selling goods and services to those buying them for resale or business

Specialty store

Carries narrow product lines with deep assortments

Aspects of the place decision

Choosing locations that are accessible to the target market in areas that are consistent with the retailer's positioning are aspects of the place decision.

Place decision

Choosing locations that are accessible to the target market in areas that are consistent with the retailer's positioning.

Shortening retail life cycles

Current trend retailer is currently facing

An example of price decision

Deciding on either high markups on lower volume or low markups on higher volume is an example of a price decision. A retailer's price policy must fit its target market and positioning, product and service assortment, the competition, and economic factors.

Price decision

Deciding on either high markups on lower volume or low markups on higher volume. A retailer's price policy must fit its target market and positioning, product and service assortment, the competition, and economic factors.

An example of product assortment

Deciding on store atmosphere is a major part of a product variable, and is an example of a product assortment and services decision. The retailer's product assortment should differentiate it while matching target shoppers' expectations

Product assortment and services decision

Deciding on store atmosphere is a major part of a product variable. The retailer's product assortment should differentiate it while matching target shoppers' expectations

Full service retailers

Have higher operating costs.

Trail behind Asian and European retailers in globes expansion

How do American firms fare in the global retail sector

Products and services they offer

How do wholesalers add value?

Cost plus, usually standard markup like 20%

How do wholesalers handle pricing?

Product assortment, services mix, and store atmosphere

In segmenting and targeting, a retailer must make what product decisions

Three types of off price retailer stores

Independents, warehouse clubs, and factory outlets

Create more sustainable products and packing in conjunction with producers

Method that retailers use to present a more sustainable image?

Manufactures representatives

Most common type of agent wholesaler

Limited-service wholesalers

Offer fewer services than full-service wholesalers.

Limited-service wholesalers

Offer fewer services than other wholesalers.

Supercenter

Offers discount merchandise in addition to groceries

Full-service wholesalers

Provide a full line of services: carrying stock, maintaining a sales force, offering credit, making deliveries, and providing management assistance.

Wholesale merchants

Sell primarily to retailers and provide a full range of services.

Industrial distributors

Sell to manufacturers rather than to retailers. They provide several services, such as carrying stock, offering credit, and providing delivery.

Category killer

Store that sells only lights and light bulbs but in every shape and size and are sourced from scores of manufacturers

Greater lengthening of the channel distribution

The factor of marketplace that is creating an advantage for marketing managers

Product assortment, services mix, and store atmosphere

Three major product variables that retailers face.

Corporate chain

Two or more outlets that are commonly owned and controlled. Corporate chains appear in all types of retailing, but they are strongest in department stores, discount stores, food stores, drugstores, and restaurants.

In the channels

Where are wholesalers feeling increasing pressure?

Full-service wholesalers

provide an entire line of services. These include carrying stock, maintaining a sales force, offering credit, making deliveries, and providing management assistance.


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