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| 1 | |
Consumers often buy products from retailers. Before opening a retail store, which question(s) do retailers need to address? |
| | A) | Where will customers want the products? |
| | B) | When will customers want the products? |
| | C) | What prices will customers be willing to pay? |
| | D) | What assortment of products will customers want? |
| | E) | all of the above. |
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| 2 | |
Wholesalers sell to all of the following EXCEPT: |
| | A) | institutions. |
| | B) | governments. |
| | C) | retailers. |
| | D) | industrial users. |
| | E) | consumers |
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| 3 | |
In establishing a relationship with retailers, a manufacturer should consider: |
| | A) | choosing retail partners. |
| | B) | identifying types of retailers. |
| | C) | facilitating the retail strategy |
| | D) | managing a multichannel strategy |
| | E) | all of the above |
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| 4 | |
Which of the following is NOT one of the things manufacturers must look at when choosing retail partners? |
| | A) | Basic channel structure |
| | B) | Distribution intensity |
| | C) | Where the target customers expect to find the products |
| | D) | Channel member characteristics |
| | E) | All of the above should be considered by the manufacturer. |
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| 5 | |
A manufacturer would use __________________ if it grants geographic territories to one or very few retail customers so no one else can sell a particular brand. |
| | A) | predatory distribution |
| | B) | monopolistic distribution |
| | C) | premium distribution |
| | D) | selective distribution |
| | E) | exclusive distribution |
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| 6 | |
Which of the following is NOT considered one of the general merchandise types of retailers? |
| | A) | Full-line discount stores |
| | B) | Specialty stores |
| | C) | Convenience stores |
| | D) | Off-price stores |
| | E) | Extreme value stores |
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| 7 | |
Coupons, rebates, and online discounts are types of ___________________ used by retailers. |
| | A) | pricing promotions |
| | B) | seasonal discounts |
| | C) | quantity discount promotions |
| | D) | public relations |
| | E) | mass media pricing |
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| 8 | |
To create an atmosphere that will offer a more pleasant shopping experience, retailers use _____________________. |
| | A) | lighting |
| | B) | music |
| | C) | scents |
| | D) | all of the above |
| | E) | none of the above |
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| 9 | |
When manufacturers choose to develop synergies by offering customers a variety of ways to purchase products, they are using a ____________________. |
| | A) | multichannel strategy |
| | B) | target of opportunity strategy |
| | C) | customer-focused strategy |
| | D) | diffused strategy |
| | E) | open-channel strategy |
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| 10 | |
Browsing, personal service, cash and credit payment, entertainment and social interaction, instant gratification and risk reduction are benefits provided by which channel? |
| | A) | Stores |
| | B) | Catalogs |
| | C) | Internet |
| | D) | Retail |
| | E) | All of the above |
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| 11 | |
Traditional store-based retailers, catalog retailers and some manufacturers are placing more emphasis on electronic channels and evolving into multichannel retailers for all the following reasons EXCEPT: |
| | A) | Electronic channels are mandated for all firms that want to business in the European Union. |
| | B) | Electronic channels give them opportunities to overcome problems in their traditional channels. |
| | C) | They can expand their market reach. |
| | D) | They can expand their "share of wallet." |
| | E) | They gain valuable insights into their customers' shopping behavior. |
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| 12 | |
____________________ occurs when a manufacturer sells directly to consumers, bypassing retailers. |
| | A) | Multichannel retailing |
| | B) | Channel bypass |
| | C) | EDI |
| | D) | Disintermediation |
| | E) | E-wholesaling |
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