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Question
_____ are large, departmentalized, self-service retailers that specialize in wide assortments of foodstuffs and a few nonfood items.a. Supermarkets
b. Convenience stores
c. Membership wholesale clubs
d. Discount stores
e. Assortment merchandisers
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
Q:
Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
e. emphasizes closing the sale during the sales presentation
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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Q:
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a. trade allowance
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a. premium
b. free sample
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d. sponsorship
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c. Sweepstakes are promotions that require participants to exhibit some skill.
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a. air
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When using _____, suppliers assume the responsibility for managing inventories at customer locations through the use of highly automated electronic messaging systems, which allow the exchange of information between vendors and customers.
a. automatic replenishment programs
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
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_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
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In which logistical component of the supply chain will you find electronic data interchange a common feature?
a. production scheduling
b. transportation
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a. Arm's Length
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a. Arm's Length
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a. Intensive
b. Selective
c. Exclusive
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A large automotive after-market business wanted to improve its current situation, which is characterized by excessive inventory, incomplete information, high logistics costs, slow reactions to environmental change, and lost profits at the retail level. Would supply chain management be of any help to the business?
a. Yes, supply chain management is designed to coordinate and integrate all the activities from raw materials to product consumption.
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c. Yes, supply chain management would be very useful because it relies so heavily on benchmarking.
d. Yes, supply chain management would alleviate all channel conflict.
e. No, supply chain management requires an expensive investment of time and resources to make it worthwhile.
Q:
The connected chain of all of the business entities, both internal and external to the company, that perform or support the logistics function is known as the:
a. channel of distribution
b. intermediary link
c. physical distribution integration
d. reseller network
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a. intensive
b. multiple
c. exclusive
d. cumulative
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a. limited distribution system
b. conventional channel
c. vertical marketing system
d. reciprocal channel
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_____ is the efficient and cost-effective forward and reverse flow and storage of goods, services, and related information, into, through, and out of channel member companies.
a. Disintermediation
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_____ are wholesaling intermediaries who facilitate the sales of a product from producer to end user by representing retailers, wholesalers, or manufacturers and providing little input as to the terms of the sale.
a. Marketing facilitators
b. Channel cooperatives
c. Agents and brokers
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e. Channel functionaries
Q:
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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Marketing channels make distribution simpler by reducing the number of transactions required to get products from manufacturers to consumers. This is called:
a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
e. reciprocity
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a. creation
b. temporal
c. assortment
d. spatial
e. ownership
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b. discrepancy of quantity
c. discrepancy of assortment
d. demand discrepancies
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