42 terms

MKTG101 chp 12

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Terms in this set (...)

retailing
all the activities involved in the sale of products to final consumers
general stores
stores that carry anythign they could sell in reasonable volume
single-line stores (limited-line stores)
stores that specialize in certain lines of related products rather than a wide assortment
specialty shop
a type of conventional limited-line store
department stores
larger stores that are organized into many separate departments and offer many product lines
mass-merchandising concept
concept that says that retailers should offer low prices to get faster turnover and greater sales volumes
supermarkets
large stores specializing in groceries with self-service and wide assortments
discount houses
stores that offered "hard goods" at substantial price cuts to customers who would go to the discounter's low-rent store, pay cash, and take care of service problems themselves
mass-merchandisers
large, self-service stores with many departments that emphasize "soft goods" and staples but have emphasis on lower margins to get faster turnover
supercenters (hypermarkets)
very large stores that try to carry not only food and drug items but all good and services that the consumer purchases routinely
convenience stores
convenience-oriented variation of the conventional limited-line food store
automatic vending
selling and delivering products through vending machines
door-to-door selling
a salesperson going directly to the consumer's home
telephone and direct-mail retailing
type of retailing that allows consumers to shop at home
wheel of retailing theory
new types of retailers enter the market as low-status, low-margin, low-price operators, and then if they're successful, evolve into more conventional retailers offering more services with higher operating costs and higher prices
scrambled merchandising
carrying any product lines they think they can sell profitably
corporate chain
a firm that owns and manages more than one store
cooperative chains
retailer-sponsored groups that run their own buying organizations and conduct joint promotion efforts
voluntary chains
wholesaler-sponsored groups that work with "independent" retailers
franchise operation
the franchisor develops a good markeitng strategy and the retail franchise holders carry out the strategy in their own units
wholesaling
concerned with the activities of those persons or establishments that sell to retailers and other merchants or others but that do not sell in large amounts to final consumers
wholesalers
firms whose main function is to provide wholesaling activities
manufacturers' sales branches
warehouses that producers set up at separate locations away from their factories
merchant wholesalers
wholesalers that own the products they sale
service wholesalers
merchant wholesalers that provide all the wholesaling functions
general merchandise wholesaler
service wholesalers that carry a wide variety of nonperishable items
single-line (general-line) wholesalers
service wholesalers that carry a narrower line of merchandise than general merchandise wholesalers
specialty wholesalers
service wholesalers that carry a very narrow range of products and offer more information and service than other service wholesalers
limited-function wholesalers
wholesalers that provide only some wholesaler functions
cash-and-carry wholesalers
wholesalers that operate like service wholesalers
drop-shippers
own the products they sell but to not actually handle, stock, or deliver them
truck wholesalers
specialize in delivering products that they stock in their own trucks
rack jobbers
specialize in hard-to-handle assortments of products that a retailer doesn't wnat to manage
catalog wholesalers
sell out of catalgs that may be distributed widely to smaller industrial customers or retailers that might note be called on by other middlemen
agent middlemen
wholesalers who do not own the products they sell
manufacturers' agents
sell similar products for several noncompeting producers for a commission on what is actually sold
export (import) agents
manufacturers' agents who specialize in international trade
brokers
bring buyers and sellers together
export (import) brokers
brokers that specialize in bringing together buyers and sellers from differnet countries
selling agents
take over the whole marketing job of producers
combination export manager
blend of manufacturers' agent and selling agent, handling the entire export function for several producers of similar items but noncompeting lines
auction companies
provide a place where buyers and sellers can come together and bid to complete a transaction