Chapter 12.4

Question 0

Sales office

Answer 0

An office for a producers salespeople.

Question 1

Sales branches

Answer 1

Stock the products they distribute and fill orders from their inventories.

Question 2

Merchant wholesaler

Answer 2

Independently owned wholesaling intermediaries that take title to the goods they handle.

Question 3

Full-function merchant wholesaler

Answer 3

Provides a complete assortment of services for retailers or industrial buyers, such as warehousing, shipping, and even financing.

Question 4

Rack Jobber

Answer 4

Type of firm that stocks, displays, and services particular retail products such as calendars, books, and note cards, in drug stores and gift shops.

Question 5

Limited-function merchant wholesaler

Answer 5

Also takes legal title to the products it handles, but it provides fewer services to the retailers to which it sells.

Ex: Warehousing products but do not offer delivery service.

Question 6

Drop shipper

Answer 6

They give access to many related goods by contacting numerous producers and negotiating the best possible prices.

Question 7

Agents and brokers

Answer 7

They may or may not take possession of the goods they handle, but they never take title, working mainly to bring buyers and sellers together.

Question 8

Manufacturers reps also known as Manufacturers agents

Answer 8

Agent intermediaries that act as an independent sales force by representing the manufacturers of related but noncompeting products.

Question 9

Retailers

Answer 9

In contrast to wholesalers, are distribution channel members that sell goods and services to individuals for their own use rather than for resale.

Retailers are the final link-the so called last three feet- of the distribution channel.

Question 10

The two categories of Retailers

Answer 10

Store and Nonstore

Question 11

Nonstore retailing includes four forms:

Answer 11

1. Direct response retailing
2. Internet retailing
3. Automatic merchandising
4. Direct selling

Question 12

Direct-response retailing (nonstore)

Answer 12

Reaches prospective customers through catalogs; telemarketing; and even magazine, newspaper and television ads.

Shoppers order merchandise by mail, telephone, computer, fax machine and then receive home delivery or pick-up at store.

Question 13

Internet retailing (nonstore)

Answer 13

Online sales and shopping.

Question 14

Automatic merchandising (nonstore)

Answer 14

Provides convenience through the use of vending machines.

Question 15

Direct selling (nonstore)

Answer 15

Includes direct to consumer sales.

Ex: Kirby vacuum retailers @ home presentations and purchases

Question 16

Wheel of Retailing

Answer 16

New retailers enter the market by offering lower prices made possible through reduction in service.

Question 17

Planned shopping center

Answer 17

Group of retails planned, coordinated, and marketed as a unit to shoppers in a geographical trade area.

Question 18

Lifestyle centers

Answer 18

Open-air complexes containing retailers that often focus on specific shopper segments and product interests.