Question 1

A retailer needs to evaluate performance based on the shelf space it allocates to a manufacturer's brand.Which of the following would be most appropriate?

Accepted Answer

A)  SPM 
B)  ECR 
C)  GMROI 
D)  GMROL 
E)  GMROS 
A)  SPM 
B)  ECR 
C)  GMROI 
D)  GMROL 
E)  GMROS

Question 2

In most high-service retailing systems,margins are ________,and turnover is ________.

Accepted Answer

A)  low; high 
B)  high; low 
C)  low; low 
D)  high; high 
E)  low; non-existent 
A)  low; high 
B)  high; low 
C)  low; low 
D)  high; high 
E)  low; non-existent

Question 3

By implementing a continuous replenishment program,retailers will most likely correct problems associated with ________.

Accepted Answer

A)  diverting 
B)  channel power 
C)  price gouging 
D)  forward buying 
E)  gray marketing 
A)  diverting 
B)  channel power 
C)  price gouging 
D)  forward buying 
E)  gray marketing

Question 4

Which term refers to the depth of product brands or models offered within each generic product category?

Accepted Answer

A)  assortment 
B)  collection 
C)  variety 
D)  range 
E)  class 
A)  assortment 
B)  collection 
C)  variety 
D)  range 
E)  class

Question 5

Which of the following is most likely a true statement about failure fees?

Accepted Answer

A)  Failure fees are an indication of the manufacturer's control of the channel. 
B)  Failure fees have been deemed illegal by the Federal Trade Commission. 
C)  Collecting failure fees is more difficult than collecting slotting fees. 
D)  Improper promotion leads manufacturers to impose failing fees. 
E)  Failure fees must be paid upfront like slotting fees. 
A)  Failure fees are an indication of the manufacturer's control of the channel. 
B)  Failure fees have been deemed illegal by the Federal Trade Commission. 
C)  Collecting failure fees is more difficult than collecting slotting fees. 
D)  Improper promotion leads manufacturers to impose failing fees. 
E)  Failure fees must be paid upfront like slotting fees.

Question 6

Lisbon Gadgets,a California manufacturer,offers a regional trade promotion to West Coast retailers and wholesalers.Winston Wholesalers purchases large quantities of gadgets from Lisbon and distributes the products to stores on the East Coast where the discount is unavailable.Winston Wholesalers is most likely engaged in ________.

Accepted Answer

A)  slotting 
B)  diverting 
C)  price gouging 
D)  forward buying 
E)  gray marketing 
A)  slotting 
B)  diverting 
C)  price gouging 
D)  forward buying 
E)  gray marketing

Question 7

At Super Saver,Robin buys a package of four cookies for $1.00 instead of a package of thirty cookies for $3.00.Although she realizes she is paying more per cookie,Robin does not want to eat too many cookies.Which service output offered by Super Saver is most likely illustrated?

Accepted Answer

A)  bulk breaking 
B)  delivery time 
C)  customer service 
D)  product assortment 
E)  spatial convenience 
A)  bulk breaking 
B)  delivery time 
C)  customer service 
D)  product assortment 
E)  spatial convenience

Question 8

Which term refers to the sale of a consumer product or service in a face to face manner away from a fixed retail location?

Accepted Answer

A)  e-commerce 
B)  retailing 
C)  direct selling 
D)  telemarketing 
E)  cold calling 
A)  e-commerce 
B)  retailing 
C)  direct selling 
D)  telemarketing 
E)  cold calling

Question 9

The increased use of home shopping technologies,such as catalogs,Web sites,and television channels,indicates the growing demand for the service output of bulk breaking.

Accepted Answer

A) True 
 B)False

Question 10

The positioning strategies of convenience stores,such as 7-Eleven,most likely emphasize ________.

Accepted Answer

A)  moderate wait time 
B)  deep product assortment 
C)  narrow product variety 
D)  very high customer service 
E)  very high spatial convenience 
A)  moderate wait time 
B)  deep product assortment 
C)  narrow product variety 
D)  very high customer service 
E)  very high spatial convenience

A retailer needs to evaluate performance based on the shelf space it allocates to a manufacturer's brand.Which of the following would be most appropriate?

In most high-service retailing systems,margins are ,and turnover is .

By implementing a continuous replenishment program,retailers will most likely correct problems associated with ________.

Which term refers to the depth of product brands or models offered within each generic product category?

Which of the following is most likely a true statement about failure fees?

At Super Saver,Robin buys a package of four cookies for $1.00 instead of a package of thirty cookies for $3.00.Although she realizes she is paying more per cookie,Robin does not want to eat too many cookies.Which service output offered by Super Saver is most likely illustrated?

Which term refers to the sale of a consumer product or service in a face to face manner away from a fixed retail location?

The increased use of home shopping technologies,such as catalogs,Web sites,and television channels,indicates the growing demand for the service output of bulk breaking.

The positioning strategies of convenience stores,such as 7-Eleven,most likely emphasize ________.

Understanding Channel Strategies

End-User Analysis: Segmenting and Targeting

Channel Analysis: Auditing Marketing Channels

Make Versus Buy Channel Analysis

Designing Channel Structures and Strategies

Wholesaling Structures and Strategies

Franchising Structures and Strategies

Emerging Channel Structures and Strategies

Managing Channel Power

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters

Exam 6: Retailing Structures and Strategies

A retailer needs to evaluate performance based on the shelf space it allocates to a manufacturer's brand.Which of the following would be most appropriate?

In most high-service retailing systems,margins are ________,and turnover is ________.

By implementing a continuous replenishment program,retailers will most likely correct problems associated with ________.

Which term refers to the depth of product brands or models offered within each generic product category?

Which of the following is most likely a true statement about failure fees?

At Super Saver,Robin buys a package of four cookies for $1.00 instead of a package of thirty cookies for $3.00.Although she realizes she is paying more per cookie,Robin does not want to eat too many cookies.Which service output offered by Super Saver is most likely illustrated?

Which term refers to the sale of a consumer product or service in a face to face manner away from a fixed retail location?

The increased use of home shopping technologies,such as catalogs,Web sites,and television channels,indicates the growing demand for the service output of bulk breaking.

The positioning strategies of convenience stores,such as 7-Eleven,most likely emphasize ________.

Understanding Channel Strategies

End-User Analysis: Segmenting and Targeting

Channel Analysis: Auditing Marketing Channels

Make Versus Buy Channel Analysis

Designing Channel Structures and Strategies

Wholesaling Structures and Strategies

Franchising Structures and Strategies

Emerging Channel Structures and Strategies

Managing Channel Power

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters

In most high-service retailing systems,margins are ,and turnover is .