Question 1

Trends in retailing in the U.S.suggest:

Accepted Answer

A)   The number of stores is growing rapidly.
B)   Average dollar sales per store has increased.
C)   The number of retail stores has fallen by 50 percent in the last 25 years.
D)   A movement by retailers to reduce the number of distribution tasks they perform.
E)   A total sales volume greater than $5 trillion.F) B) and C)
G) A) and B)

Question 2

Which of the following is a false statement about the manufacturer's sales branches of Bella Manufacturing,Inc.?

Accepted Answer

A)   They are all owned by Bella.
B)   The branches are operated by Bella.
C)   The branches are physically separate from Bella's manufacturing plants.
D)   Their main purpose is to distribute the manufacturer's products.
E)   The branches service regions of the country.F) A) and B)
G) A) and C)

Question 3

Which statement about Gazelle is false?

Accepted Answer

A)   Gazelle distributes electronic products using its online channel.
B)   Gazelle buys, takes title and stores electronic products.
C)   Gazelle pays for electronic products up front, before it has a buyer for them.
D)   It is part of a $300 billion industry that distributes used electronic equipment.
E)   Distribution channels are not adequately used by Gazelle..F) A) and B)
G) A) and C)

Question 4

Agents and brokers:

Accepted Answer

A)   Do not take title to goods.
B)   Are not considered members of the commercial channel.
C)   Represent 1 or 2 manufacturers.
D)   Work on a 'cash and carry' basis.
E)   Physically hold the manufacturer's inventory.F) A) and B)
G) B) and C)

Question 5

In the commercial channel,participants who are specifically excluded are:

Accepted Answer

A)   Producers.
B)   Manufacturers.
C)   Wholesale and retail intermediaries.
D)   Consumer and industrial final users.
E)   Agents and brokers.F) A) and B)
G) A) and C)

Question 6

Customer support provided by merchant wholesalers to manufacturers is often referred to as:

Accepted Answer

A)   Retailers' services.
B)   Manufacturers' services.
C)   Value-added services.
D)   Producers' services.
E)   Genuine wholesale services.F) C) and D)
G) A) and B)

Question 7

Which of the following is a false statement about Fresh Market's use of marketing strategy to reach its target market?

Accepted Answer

A)   Has identified its target market as educated, high-income consumers in upscale neighborhoods.
B)   The store size is larger than those of major competitors.
C)   Classical music is played in all stores.
D)   The lighting in the store is unique and warm.
E)   The decor is very elegant.F) A) and D)
G) None of the above

Question 8

The technology and scale economies that enable producers and manufacturers to operate at a low average cost for production are:

Accepted Answer

A)   Also usually present in the performance of distribution tasks.
B)   Even greater when it comes to performing distribution tasks.
C)   Often lacking in the performance of distribution tasks.
D)   Less important to the efficient performance of distribution tasks.
E)   Easily attainable when performing distribution tasks.F) C) and E)
G) A) and D)

Question 9

Distribution tasks that were formerly the province of the wholesaler or manufacturer have increasingly:

Accepted Answer

A)   Been shifted to facilitating agencies.
B)   Been shifted off to smaller wholesalers.
C)   Been neglected by manufacturers and wholesalers.
D)   Been taken over by larger retailers.
E)   Been shifted to independent agents or brokers.F) B) and E)
G) A) and B)

Question 10

A basic phenomenon in the ranks of retailers since 1948 has been:

Accepted Answer

A)   The tendency toward larger-scale retailers as measured by average sales per store.
B)   The large increase in the number of retail stores for each census period since 1948.
C)   The increase of average sales per store.
D)   The consistent large decline in the number of retail stores.
E)   The decrease in the size of retail establishments.F) C) and D)
G) A) and E)

Question 11

The Census of Wholesale Trade classifies wholesalers into __________ kinds of business groups.

Accepted Answer

A)   24
B)   18
C)   12
D)   10
E)   36F) A) and C)
G) C) and E)

Question 12

To perform distribution tasks efficiently,a firm needs all of the following except:

Accepted Answer

A)   Expertise.
B)   Economies of scale.
C)   Economies of scope.
D)   To maintain high inventory levels.
E)   High production volumes.F) D) and E)
G) A) and D)

Question 13

Manufacturers' agents are often referred to as:

Accepted Answer

A)   Manufacturer's representatives.
B)   Retailers.
C)   Wholesaler's cooperatives.
D)   Sales support staff.
E)   Limited function wholesalers.F) A) and B)
G) B) and E)

Question 14

Merchant wholesalers are particularly well suited for performing all of the following distribution tasks for their suppliers except:

Accepted Answer

A)   Providing market coverage.
B)   Providing low-cost sales contacts over a wide geographical area.
C)   Providing low-cost warehousing and delivery.
D)   Processing orders.
E)   Serving as the firms' outside sales force.F) A) and B)
G) A) and C)

Question 15

Virtually all retailers serve as:

Accepted Answer

A)   Buying agents for the producer.
B)   Selling agents for their suppliers.
C)   Advertising agents for manufacturers.
D)   Limited function businesses.
E)   The external marketing staff for manufacturers.F) A) and B)
G) None of the above

Question 16

Merchant wholesalers perform all of the following functions except:

Accepted Answer

A)   Processing orders.
B)   Providing market coverage.
C)   Holding inventory.
D)   Selling merchandise to final users.
E)   Offering customer support.F) A) and B)
G) All of the above

Question 17

"Threetailing" is a term used to describe:

Accepted Answer

A)   Retailers located in 3 or more countries.
B)   The use of 3 types of promotion techniques.
C)   The integration of technology for in-store, print, and television advertising.
D)   Three main customer target markets.
E)   The convergence of in-store, catalog, and online channels.F) A) and D)
G) D) and E)

Question 18

Sales patterns of the different types of wholesalers since 1948 have:

Accepted Answer

A)   Been very similar for all types.
B)   Varied across different types of wholesalers.
C)   Increased sharply only for merchant wholesalers.
D)   Had almost no influence on their relative market shares.
E)   Increased only for agents, brokers, and commission merchants.F) B) and E)
G) A) and B)

Question 19

Economic concentration in terms of percentage of total wholesale sales enjoyed by most merchant wholesalers in their respective line of trade is:

Accepted Answer

A)   Relatively low.
B)   Very high.
C)   Extremely high and getting higher.
D)   Very high but falling rapidly.
E)   Very low and falling rapidly.F) C) and D)
G) A) and E)

Question 20

Kohl's discount department store has used all of the following techniques of marketing strategy except:

Accepted Answer

A)   Use of a 'racetrack' layout to expose customers to a maximum amount of merchandise.
B)   Allow customers to spend less time in the store but buy more merchandise.
C)   Sell brand name apparel.
D)   Differentiate its store layout from competitors.
E)   Increase use of multi-media advertising techniques.F) A) and D)
G) B) and C)

Exam 2: The Channel Participants

Virtually all retailers serve as:

Correct AnswerverifiedShow Answer

Trends in retailing in the U.S.suggest:

Correct AnswerverifiedShow Answer

The technology and scale economies that enable producers and manufacturers to operate at a low average cost for production are:

Correct AnswerverifiedShow Answer

"Threetailing" is a term used to describe:

Correct AnswerverifiedShow Answer

Merchant wholesalers perform all of the following functions except:

Correct AnswerverifiedShow Answer

Which of the following is a false statement about Fresh Market's use of marketing strategy to reach its target market?

Correct AnswerverifiedShow Answer

To perform distribution tasks efficiently,a firm needs all of the following except:

Correct AnswerverifiedShow Answer

A basic phenomenon in the ranks of retailers since 1948 has been:

Correct AnswerverifiedShow Answer

Which of the following is a false statement about the manufacturer's sales branches of Bella Manufacturing,Inc.?

Correct AnswerverifiedShow Answer

Sales patterns of the different types of wholesalers since 1948 have:

Correct AnswerverifiedShow Answer

Merchant wholesalers are particularly well suited for performing all of the following distribution tasks for their suppliers except:

Correct AnswerverifiedShow Answer

Which statement about Gazelle is false?

Correct AnswerverifiedShow Answer

The Census of Wholesale Trade classifies wholesalers into __________ kinds of business groups.

Correct AnswerverifiedShow Answer

Manufacturers' agents are often referred to as:

Correct AnswerverifiedShow Answer

Agents and brokers:

Correct AnswerverifiedShow Answer

Customer support provided by merchant wholesalers to manufacturers is often referred to as:

Correct AnswerverifiedShow Answer

In the commercial channel,participants who are specifically excluded are:

Correct AnswerverifiedShow Answer

Economic concentration in terms of percentage of total wholesale sales enjoyed by most merchant wholesalers in their respective line of trade is:

Correct AnswerverifiedShow Answer

Kohl's discount department store has used all of the following techniques of marketing strategy except:

Correct AnswerverifiedShow Answer

Distribution tasks that were formerly the province of the wholesaler or manufacturer have increasingly:

Correct AnswerverifiedShow Answer

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