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316) Which of the following firms has made the wisest wholesaler choice for its product?
A) Hannah's Hardware uses a rack jobber for its hammers.
B) Fiona's Floral uses a truck jobber for its cut roses.
C) Sam's Coal Country uses a truck jobber for its subway cars.
D) Shayna's Superior Supplies uses a desk jobber for its staplers.
E) Josh's Jackhammers uses a rack jobber for its hard hats.
317) Which of the following statements best describes the key difference between merchant
wholesalers and agents and brokers?
A) Merchant wholesalers don't perform all channel functions, whereas agents and brokers do.
B) Agents and brokers only deal with consumer channels.
C) Agents and brokers make their profits based on the sales of merchandise they own, while
merchant wholesalers make profits based on fees paid for their services.
D) Merchant wholesalers take title to merchandise, whereas agents and brokers do not.
E) Agents and brokers take title to merchandise, whereas merchant wholesalers do not.
318) Manufacturers' agents are agents who
A) represent a single producer and carry all products in the producer's lines.
B) work for several producers and carry noncompetitive, complementary merchandise in an
exclusive territory.
C) take title to merchandise but sell only to buyers that call on them, pay cash for merchandise,
and furnish their own transportation for merchandise.
D) own the merchandise they sell but do not physically handle, stock, or deliver it.
E) furnish the racks or shelves that display merchandise in retail stores, perform all channel
functions, and sell on consignment to retailers.
319) Intermediaries that work for several producers and carry noncompetitive, complementary
merchandise in an exclusive territory are referred to as
A) selling agents.
B) line brokers.
C) distribution brokers.
D) manufacturers' agents.
E) brokers.
320) Another name for a manufacturer's agent is a
A) manufacturer's desk jobber.
B) manufacturer's transport vendor.
C) manufacturer's representative.
D) manufacturer's wholesaler.
E) manufacturer's rack jobber.
321) A grocery manufacturer that is seeking an agent that would act on its behalf on a permanent
basis and receive a commission should use a
A) food broker.
B) grocery broker.
C) selling agent.
D) dual distribution system.
E) rack jobber.
322) Selling agents are agents that
A) furnish the racks or shelves that display merchandise in retail stores, perform all channel
functions, and sell on consignment to retailers.
B) represent a single producer and are responsible for the entire marketing function of that
producer.
C) work for several producers and carry noncompetitive, complementary merchandise in an
exclusive territory.
D) take title to merchandise but sell only to buyers that call on them, pay cash for merchandise,
and furnish their own transportation for the merchandise.
E) sell primarily large bulky products.
323) Intermediaries that represent a single producer and are responsible for the entire marketing
function of that producer are referred to as
A) brokers.
B) line brokers.
C) selling agents.
D) distribution brokers.
E) manufacturers' agents.
324) Intermediaries that represent a single producer and are responsible for designing
promotional plans, setting prices, determining distribution policies, and making
recommendations on product strategy are referred to as
A) brokers.
B) line brokers.
C) distribution brokers.
D) selling agents.
E) manufacturer's agents.
325) Carla's Cards uses a ________ to sell and market the entire line of greeting cards. It designs
promotional plans, sets prices, determines distribution policies, and makes recommendations to
Carla on product strategy.
A) manufacturer's agent
B) broker
C) manufacturer's branch office
D) manufacturer's sales office
E) selling agent
326) Brokers are independent firms or individuals who
A) represent a single producer and are responsible for the entire marketing function of that
producer.
B) work for several producers and carry noncompetitive, complementary merchandise in an
exclusive territory.
C) take title to merchandise but sell only to buyers that call on them, pay cash for merchandise,
and furnish their own transportation for the merchandise.
D) own the merchandise they sell but do not physically handle, stock, or deliver it.
E) bring buyers and sellers together to make sales.
327) Independent firms or individuals whose principal function is to bring buyers and sellers
together to make sales are referred to as
A) manufacturers' agents.
B) brokers
C) selling agents.
D) manufacturer's branches.
E) manufacturer's sales offices.
328) Originally, filters for Mr. Coffee electric-drip coffeemakers were sold through appliance
and mass merchandise stores. If the company decided to sell the filters in grocery stores where
customers purchased their coffee, what type of intermediaries would the company most likely
hire?
A) a full-line wholesaler
B) a drop shipper
C) a food broker
D) a truck jobber
E) a manufacturer's representative
329) A unique broker that acts in many ways like a manufacturer's agent is a food broker,
representing buyers and sellers in the grocery industry. Food brokers differ from conventional
brokers because they act on behalf of producers on a permanent basis and
A) receive a commission for their services.
B) are paid a flat fee for each time the shelves are stocked.
C) are paid by both the buyer and seller separately depending upon the size of the order.
D) are paid a commission by the buyer and a bonus by the seller.
E) are paid a flat fee by both the buyer and seller, but receive a bonus based upon the percentage
of increased sales by quarter.
330) Freightfinder.com is an Internet company that is called a "go-between." If a trucker needs to
find a load for a particular trade lane, he or she can visit this site, list the price and available truck
space, and find a company that needs a shipment moved. Since the purpose of this website is to
put buyer and sellers together so that a single sale can be made, this website can be categorized
as
A) a selling agent.
B) a manufacturer's representative.
C) a manufacturer's agent.
D) a broker.
E) an administrator.
331) A business in Kansas City, Missouri, looking to rent office space should use a(n) ________
to help it locate the most suitable space at the best possible rate.
A) selling agent
B) manufacturer's representative
C) manufacturer's agent
D) administrator
E) broker
332) Wholly owned extensions of the producer that perform wholesaling activities are referred to
as
A) general merchandise wholesalers.
B) cash and carry wholesalers.
C) agents and brokers.
D) manufacturer's branch or sales offices.
E) merchant wholesalers.
333) Unlike merchant wholesalers, agents, and brokers, manufacturers' branches and sales
offices are ________ that perform wholesaling activities.
A) independent distribution managers
B) independent intermediary channels
C) wholly owned extensions of the producer
D) wholly owned extensions of the distributor
E) wholly owned extensions of the retailer
334) A manufacturer's branch office
A) carries a producer's inventory and performs the functions of a full-service wholesaler.
B) performs a sales function as an option to agents and brokers.
C) works for several producers and carries noncompetitive, complementary merchandise in an
exclusive territory.
D) takes title to merchandise but sells only to buyers that call on them, pay cash for merchandise,
and furnish their own transportation for the merchandise.
E) brings buyers and sellers together to make sales.
335) A manufacturer's sales office
A) works for several producers and carries noncompetitive, complementary merchandise in an
exclusive territory.
B) takes title to merchandise but sells only to buyers that call on them, pay cash for merchandise,
and furnish their own transportation for the merchandise.
C) carries a producer's inventory, performs the functions of a full-service wholesaler, and is an
alternative to a merchant wholesaler.
D) does not carry inventory, typically performs a sales function, and is an alternative to agents
and brokers.
E) brings buyers and sellers together to make sales.
336) A wholly owned extension of the producer that does not carry inventory, typically performs
only a sales function, and is an alternative to agents and brokers is referred to as a
A) brokering agent.
B) cash and carry wholesaler.
C) manufacturer's sales office.
D) manufacturer's branch office.
E) merchant wholesaler.
337) Similar to the West Edmonton Mall in Alberta, Canada, with shopping, restaurants, hotels,
and a theme park, the Mall of America is a variation of
A) a central business district.
B) a regional shopping center.
C) an entertainment district.
D) a destination mall concept.
E) an anchored mall.
338) Mall of America has three ________ stores: Nordstrom, Macy's, and Sears.
A) strip mall
B) local competitor
C) broker
D) retailing mix
E) anchor
339) Key target markets for Mall of America are
A) the interstate market and discount shoppers.
B) shoppers who seek mainstream experiences and bargain hunters.
C) large numbers of similar retailers to maintain a consistent retail profile.
D) budget-conscious travelers and time-poor shoppers.
E) the local market and tourists.
340) To continue to be successful, Mall of America must
A) focus mostly on attracting suitable employees.
B) keep a huge and diverse portfolio of retailers and attractions in the mall.
C) refine and focus the retail mix to create a more consistent purchasing experience.
D) promote its location as a key feature.
E) reduce the variety of retailers to contain the costs of appealing to a wide range of customers.
341) Describe several of the technical solutions that power today's "smart store."
