Question 1

_____ refers to the techniques used to get consumers to buy from their home.Those techniques include direct mail,catalogs and mail order,telemarketing,and electronic retailing.

Accepted Answer

Direct marketing includes techniques,such as catalogs and telemarketing,to get consumers to make a purchase from their home,office,or another nonretail setting.

Question 2

A(n)_____ is a continuing relationship in which an individual or business grants business rights to operate or sell a product to another individual or business.

Accepted Answer

The franchisor grants the rights to the franchisee.

Question 3

Amy received a phone call last night during supper.The caller wanted her to attend a meeting to learn about timeshares.Since Amy had never thought of purchasing this type of product before she received the call,this is obviously an example of _____ telemarketing.

Accepted Answer

Outbound telemarketing is generally used for unsolicited selling.

Question 4

Which form of franchising is an ongoing business relationship between a franchisor and a franchisee where the franchisor "sells" a franchisee the rights to use the franchisor's approach to doing business?

Accepted Answer

Examples of this form of franchising include restaurant,hotel and motel,printing,and real estate franchises.

Question 5

Marketers can precisely target their customers according to demographics,geographics,and psychographics with:

Accepted Answer

Good mailing lists come from an internal database or from list brokers.

Question 6

The first task of developing a retail strategy is to:

Accepted Answer

The target market's wants and needs form the foundation for a successful retail strategy.

Question 7

A retailer in Winnsboro,Louisiana,is licensed to sell John Deere tractors.This retailer is a:

Accepted Answer

In product and trade name franchising,a dealer agrees to buy or sell certain products or product lines from a supplier.

Question 8

The Mad Stencilist has decided to demonstrate how to use its products to create custom gift tags on a local cable television channel and encourage shoppers to call a toll-free number to purchase the merchandise with a credit card.This form of retailing is called a(n):

Accepted Answer

Using a TV channel to display goods that are sold over the phone is the shop-at-home network format.

Question 9

Telemarketing can consist of either unsolicited _____ sales calls,or _____ sales calls,which allow companies to receive orders through toll-free telephone numbers.

Accepted Answer

Outbound telemarketing is generally used for unsolicited selling,while inbound calls are from customers placing orders.

Question 10

_____ is the use of a telephone to sell directly to customers.

Accepted Answer

This is the definition of telemarketing.

Question 11

Domino's pizza,Hyatt Corporation,and Wendy's are all examples of _____ because the franchisee buys the right to use the franchisor's approach to doing business.

Accepted Answer

Business format franchising is an ongoing relationship between a franchisor and a franchisee in which the franchisor sells a franchisee the rights to use a format or approach to doing business.

Question 12

Arby's,Jiffy-Lube,Baskin-Robbins,and Sylvan Learning Centers are examples of _____ because the franchisee buys the right to use the franchisor's approach to doing business.

Accepted Answer

Business format franchising is an ongoing relationship between a franchisor and a franchisee in which the franchisor sells a franchisee the rights to use a format or approach to doing business.

Question 13

The Cedar Store carries a full line of cedar swings,gliders,garden benches,and tables.All of its products can be purchased through its Web site.The site has done well since the Cedar Store's products do not need to be touched or smelled before purchase.The Cedar Store is engaging in:

Accepted Answer

Online retailing is a two-way interactive service offered to users with personal computers.

Question 14

_____ is a type of shopping available to consumers with access to the Internet.

Accepted Answer

Online retailing is also called e-tailing and is a type of shopping available to consumers with access to the Internet.

Question 15

Chattanooga Bottling Company is licensed to bottle Coca-Cola.The Chattanooga Bottling Company is an example of a:

Accepted Answer

In product and trade name franchising,a dealer agrees to sell certain products provided by a manufacturer or wholesaler.

Question 16

Susan Adams makes children's clothing.She is also the sales representatives and sets up parties and fashion shows at homes of mothers to demonstrate the quality and value of her clothing.Susan is using:

Accepted Answer

Direct retailing includes door-to-door selling and party plans.

Question 17

The manufacturer of Cutco knives uses students as salespeople.The salespeople go into customers' homes and demonstrate the product and the sales transactions usually occur in a home setting.This form of nonstore retailing is called:

Accepted Answer

Direct retailing is the selling of products by representatives who work door-to-door,office-to-office,or at home parties.

Question 18

Who is the originator of a trade name,product,methods of operation,and so on that grants operating rights to another party to sell its product?

Accepted Answer

Franchisors grant rights to franchisees in franchise relationships.

Question 19

The party in a franchise relationship that is an individual or business that is granted the right to sell another party's product is called the:

Accepted Answer

The franchisee sells the franchisor's products.

Question 20

Which form of franchising involves a dealer agreeing to sell certain products provided by a manufacturer or a wholesaler?

Accepted Answer

Examples of product and trade name franchising include Coca-Cola bottlers and tire retailers selling Michelin tires.

Quiz 13: Retailing