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41 Cards in this Set

  • Front
  • Back
Covers all the activities involved in the sale of products to final consumers
General Stores
carry anything they could sell in reasonable volume
Single-line or 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- is usually small and has a distinct personality
Department Stores
Larger stores that are organized into many separate departments and offer many product lines
Mass-merchandising concept
says that retailers should offer low prices to get faster turnover and greater sales volumes by appealing to larger markets
large stores that specialize in groceries with self service and wide assortments
Discount Houses
offered "hard goods" (cameras, TVs, and appliances) at substantial price cuts to customers who would go to the discounter's low rent store, pay cash, and take care of any service or repair problems themselves
large self service stores with many departments that emphasize soft goods (clothing) and staples (health and beauty) but still follow the discount houses 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 goods and services that the consumer purchases routinely
Convenience (food) stores
a convenience oriented variation of the conventional limited line food stores
Automatic vending
selling and delivering products through vending machines
door to door selling
a salesperson going directly to the consumers home
wheel of retailing theory
new types of retailers enter the market as low-status, low margin, low price operators and then if successful, evolve into more conventional retailers offering more services with higher costs and 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- formed by independent retailers- 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 marketing strategy, and the retail franchise holders carry out the strategy in their own units
concerned with the activities of those persons or establishments that sell to retailers and other merchants, or to institutional, industrial, and commercial users, but do not sell in large amounts to final users
firms whose main function is providing wholesaling activities
manufacturers' sales branches
warehouses that producers set up at separate locations away from their factories
merchant wholesalers
can be service or limited-function
own the products they sell
service wholesalers
Single line or general line
merchant wholesalers that provide all the wholesaling functions
General merchandise wholesalers
service wholesalers that carry a wide variety of nonperishable items such as hardware, electrical supplies, furniture, drugs, drugs, cosmetics, and automobile equipment
Single-line or 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
cash and carry wholesalers
drop shippers
truck wholesalers
rack jobbers
catalog wholesalers
provide only some of the wholesaling functions
cash and carry wholesalers
operate like service wholesalers- except that the customer must pay cash
drop shippers
own the products they sell- but they do 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 doesnt want to manage- and they usually display the products on their own wire racks
catalog wholesalers
sell out of catalogs that may be distributed widely to smaller industrial customers or retailers that might not be called on by other wholesalers
agent wholesalers
wholesalers who do not own the products they sell
manufacturers' agent
sells similar products for several noncompeting producers- for a commission on what is actually sold
export or import agents
basically manufacturers' agents who specialize in international trade
bring buyers and sellers together
export and import brokers
operate like other brokers, but they specialize in bringing together buyers and sellers from different countries
selling agents
take over the whole marketing job of producers, not just the selling function
combination export manager
a blend of manufacturers' agents and selling agent- handling the entire export function for several producers of similar but noncompeting lines
Auction companies
provide a place where buyers and sellers can come together and bid to complete a transaction