Management Chapter 15 6 Tammy Knowles The Publisher New Woman

242. Tammy Knowles is the publisher of “New Woman Magazine,” which is a publication

targeted to Gen Y women. Because it is a small, new publication, some of the larger bookstores,

convenience stores and newsstands are not agreeing to distribute the magazine. Tammy is very

concerned by this trend, because she believes that her publication, like most magazines, needs

____________ distribution in order to succeed.

243. Delacroix Shoes produces top-quality high-fashion shoes, designed for the person

concerned about style. Delacroix gives only a few preferred retailers in a given market area the

right to market its product. Delacroix Shoes uses:

244. Lazario Motor Car Company produces some of the most luxurious and expensive cars in

the world. The company typically authorizes only a single dealership to sell its cars in certain

major metropolitan areas. In less populous areas, Lazario authorizes a single dealer for an entire

state or region. The manufacturer of Lazario automobiles is using a(n) ___________ distribution

strategy for its product.

245. ___________ means selling goods and services to ultimate consumers over the Internet.

246. ___________ is the sale of goods and services by telephone.

247. Vending machines are most often used to sell:

248. Mall owners like to have __________ located along the walkways of their malls, because

they create a marketplace type of atmosphere.

249. Companies who send salespeople to customers’ homes or places of work are making use

of __________ selling.

250. In ___________, salespeople are independent contractors who not only sell the product,

but also recruit additional salespeople.

251. In multilevel marketing, independent contractors who sell a product can increase their

own incomes by recruiting _________ to also sell the product.

252. In the terminology of multilevel marketing, downliners:

253. Direct mail, telemarketing, and catalog sales are all common examples of:

254. Any marketing method that directly links manufacturers or intermediaries with the

ultimate consumer could be classified as:

255. The characteristic that all forms of direct marketing have in common is that they:

256. In the terminology of multilevel marketing, which of the following statements about the

relationship between upliners and downliners is most accurate? In multilevel marketing,

257. Which of the following statements identifies a key advantage of direct marketing? Direct

marketing:

258. Which of the following assessments of electronic retailing is most accurate?

259. Which of the following statements about kiosks and carts is the most accurate?

260. Sports Coasters sells good-quality athletic wear by sending its customers a catalog nine

times a year. The company has no retail stores, but offers a toll-free order number that operates

24 hours a day, 365 days a year. Sports Coasters sells using a technique known as:

261. Which of the following is an example of a consumer making a purchase through a direct

marketing arrangement?

262. In a(n) ____________ distribution system all of the organizations in the channel of

distribution are owned by one firm.

263. In a(n) __________ distribution system the producer manages all of the marketing

functions at the retail level.

264. Franchise systems are one type of __________ distribution system.

265. McDonald’s, KFC, Baskin-Robbins, and AAMCO all make use of the __________ form of

contractual distribution system.

266. In a(n) _________, independently owned and managed stores sign an agreement to use

the same name, participate in chain promotions, and cooperate as a unified system.

267. Taken together, all of the organizations that move goods from the sources of raw

materials to ultimate consumers are known as a:

268. __________ manages the movement of raw materials, parts, work in progress, finished

goods and related information throughout the supply chain, as well as managing the return of

goods when necessary and the recycling of goods when appropriate.

269. A common trait of corporate distribution systems, administered distribution systems,

contractual distribution systems and supply chains is that they all:

270. One thing that franchise systems, wholesaler-sponsored chains and retail cooperatives

have in common is that they are all:

271. In administered distribution systems, retailers:

272. Which of the following statements about wholesaler-sponsored chains is most accurate?

In a wholesaler-sponsored chain all stores:

273. Which of the following activities is most likely to be performed by someone responsible

for supply chain management?

274. Sherwin Williams owns its manufacturing sites as well as over 3,000 retail stores in North

America. Sherwin Williams exemplifies a _________________.

275. TasteBest Spice Company was unable to get retailers to agree to a contractual

arrangement to cooperate in the distribution process, so it took over all of the marketing

functions for its products at grocery stores. The grocers like this arrangement because TasteBest

provides outstanding marketing support for its products. TasteBest is using a(n) _________

system to distribute its products.

276. Millie Woods owns and operates a World of Food grocery store. Although her store is

independently owned and operated, she has signed an agreement with over seventy stores in the

Midwest to use a common name, participate in chain promotions, and cooperate with other

stores in the chain. Millie’s store is part of a(n):

277. Tony works at an auto assembly plant for a U.S. auto manufacturer. He manages a group

of employees who measure the quality of parts that arrive on rail cars from Mexico and other

countries. As a receiver of auto parts from other suppliers, Tony works in ________________.