Post on 22-May-2015
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Chapter 16:
Ms. Mary Rose R. MendozaAteneo Graduate School of Business
Managing Retailing, Wholesaling & Logistics
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1. The following are major types of retailer except _____________.
a) Discount storeb) Department storec) Catalog showroomd) Supermarkete) Brokers and agents
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1. The following are major types of retailer except _____________.
a) Discount storeb) Department storec) Catalog showroomd) Supermarkete) Brokers and agents
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CONCEPT #1
Specialty StoreDepartment StoreSupermarketConvenience StoreDiscount StoreOff-price retailerSuperstoreCatalog showroom
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Major Retailer Types
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2. __________ is a type of nonstore retailing which offers a variety of impulse goods such as softdrinks, coffee, & candy.
a) Direct marketingb) Direct sellingc) Network marketingd) Automatic vendinge) Buying services
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2. __________ is a type of nonstore retailing which offers a variety of impulse goods such as softdrinks, coffee, & candy.
a) Direct marketingb) Direct sellingc) Network marketingd) Automatic vendinge) Buying services
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CONCEPT #2
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– selling door-to-door or at home sales parties; also called multilevel marketing or network marketing;
– the use of telemarketing, television direct-response marketing and electronic shopping;
– offers a variety of merchandise, including impulse goods such as cigarettes, softdrinks, coffee, candy;
– a storeless retailer serving a specific clientele – usually employees of large organizations;
Direct Selling
Direct Marketing
Automatic Vending
Buying Service
Non-Store Retailers
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3. Amazon.com & Zappos.com as online retail stores fall into what category of non-store retailing?
a) Direct marketingb) Direct sellingc) Network marketingd) Automatic vendinge) Buying services
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3. Amazon.com & Zappos.com as online retail stores fall into what category of non-store retailing?
a) Direct marketingb) Direct sellingc) Network marketingd) Automatic vendinge) Buying services
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CONCEPT #2
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– selling door-to-door or at home sales parties; also called multilevel marketing or network marketing;
– the use of telemarketing, television direct-response marketing and electronic shopping;
– offers a variety of merchandise, including impulse goods such as cigarettes, softdrinks, coffee, candy;
– a storeless retailer serving a specific clientele – usually employees of large organizations;
Direct Selling
Direct Marketing
Automatic Vending
Buying Service
Non-Store Retailers
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4. Which service mix includes general information, parking, restaurants, &repairs in its customer offerings?
a) Prepurchase servicesb) Postpurchase servicesc) Customer servicesd) Ancillary servicese) Customized services
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4. Which service mix includes general information, parking, restaurants, &repairs in its customer offerings?
a) Prepurchase servicesb) Postpurchase servicesc) Customer servicesd) Ancillary servicese) Customized services
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CONCEPT #4
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Prepurchase Services
Postpurchase Services
Ancillary Services
Service Mix
-include accepting telephone and mail orders, advertising, window and interior display, fashion shows;
-include shipping and delivery, gift wrapping, adjustments and returns, installations;
-include general information, check cashing, parking, restaurants, repairs, credit, rest rooms;
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5. The following are indicators of sales effectiveness except _____________.
a. people traffic or average number of people passing per dayb. percentage who enterc. percentage who buyd. average amount per salee. number of customer complaints
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5. The following are indicators of sales effectiveness except _____________.
a. people traffic or average number of people passing per dayb. percentage who enterc. percentage who buyd. average amount per salee. number of customer complaints
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CONCEPT #5
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Average # of people passing per day
Percentage who enter
Percentage who buy
Average amount per sale
Sales Effectiveness Indicators
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6. Bookstores featuring coffee shops and gas stations with food stores are examples of what retail trend?
a. Growth of Intertype Competitionb. Competition between store-based
and non-store based retailingc. Decline of middle market retailersd. New retail forms and combinationse. Growth of giant retailers
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6. Bookstores featuring coffee shops and gas stations with food stores are examples of what retail trend?
a. Growth of Intertype Competitionb. Competition between store-based
and non-store based retailingc. Decline of middle market retailersd. New retail forms and combinationse. Growth of giant retailers
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CONCEPT #6
Growth of Intertype Competition (Wal-Mart and Tesco are expanding into product areas such as clothing, health and beauty;)
Competition between store-based and non-store based retailing (Threats of online, direct mail, television, computer and telephone retailing;)
Decline of middle market retailers (The retail market is centered at the top and at the bottom;)
New retail forms and combinations (Supermarkets with bank branches, gas stations with food stores;)
Growth of giant retailers (Giant retailers have superior information and logistical systems and greater buying power;)
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Retailing Trends
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7. The following are true about retail marketing decisions except _________:
a. Retailers’ target market is moving towards niche markets;b. Retailers usually mark up cost of goods by a standard percentage;c. Retailers greatly consider store atmosphere that would match customer motivation; d. Retailers use wide range of communication tools such as ads, special sales, money-saving coupons, to generate traffic and sales;e. Retailers select locations that are accessible to target market.
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7. The following are true about retail marketing decisions except _________:
a. Retailers’ target market is moving towards niche markets;b. Retailers usually mark up cost of goods by a standard percentage;c. Retailers greatly consider store atmosphere that would match customer motivation; d. Retailers use wide range of communication tools such as ads, special sales, money-saving coupons, to generate traffic and sales;e. Retailers select locations that are accessible to target market.
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CONCEPT #7
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Target Market
Product Assortment
Procurement
Prices
Services
Store Atmosphere
Store Activities
Communications
Locations
Retailers’ Marketing Decisions
In terms of pricing, wholesalers usually mark up cost of goods by a standard percentage;
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8. Wal Mart as a discount store falls into what pricing group?
a. high-markup, lower-volumeb. low-markup, higher-volumec. high-markup, higher-volumed. low-markup, lower-volumee. none of the above
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8. Wal Mart as a discount store falls into what pricing group?
a. high-markup, lower-volumeb. low-markup, higher-volumec. high-markup, higher-volumed. low-markup, lower-volumee. none of the above
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CONCEPT #8
Price Group
High Mark-up, Lower-Volume (Specialty Stores)
Low Mark-up, Higher-Volume (Discount Stores)
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9. Which of the following wholesaler activities is true?
a. Pays much attention to communication tools to generate sales;b. Keen to providing favorable store atmosphere to customers;c. Do not hold inventories;d. Includes manufacturers and those engaged in production;e. Sells goods and services to those buying for resale or business use;
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9. Which of the following wholesaler activities is true?
a. Pays much attention to communication tools to generate sales;b. Keen to providing favorable store atmosphere to customers;c. Do not hold inventories;d. Includes manufacturers and those engaged in production;e. Sells goods and services to those buying for resale or business use;
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CONCEPT #9
A wholesaler is involved in selling goods and services to those buying for resale or business use;
It usually doesn’t pay much attention to communication tools or store atmosphere to generate sales;
It holds inventories;
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10. Which is not a market logistics decision?
a. What optimum number of units to produce?b. How should orders be handled?c. Where should stock be located?d. How much stock should be held?e. How should goods be shipped?
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10. Which is not a market logistics decision?
a. What optimum number of units to produce?b. How should orders be handled?c. Where should stock be located?d. How much stock should be held?e. How should goods be shipped?
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CONCEPT #10
Market Logistics Decisions
How should orders be handled?Where should stock be located?How much stock should be held?How should goods be shipped?
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