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In the United States, the distribution of most products is fairly easy. There are many independent intermediaries.
Walmart began as “Walton’s Five and Dime” in Bentonville, Arkansas, operated by Sam Walton.
How do the economic environment, demographics, technology, and globalization affect the future of retailing?
Explain retail store shrinkage and the ways shrinkage normally occurs. What are some of the ethical issues in retailers’ treatment of consumers?
Describe the differences in merchandise assortments for convenience stores, supermarkets, box stores, specialty stores, category killers, leased departments.
What is B2C e-commerce? What are some benefits of B2C e-commerce for consumers and for marketers? What are the limitations of B2C e-commerce?
What is meant by store atmospherics? How can the elements of atmospherics be used to increase the store’s success?
What is visual merchandising? How do a retailer’s store front and marquee participate in development of a store’s image?
Explain the different types of direct selling. What is the difference between a multilevel network and a pyramid scheme?
Assume you are a business consultant for a chain of 37 traditional department stores located in 12 midwestern U.S. cities.
Assume that you are the director of marketing for a national chain of convenience stores. Your firm has about 200 stores located in 43 states.
Timing is an important part of a sales promotion plan. Trade sales promotions must be properly timed to ensure channel members fully maximize the opportunity.
Consider carefully the potentially annoying downsides of various forms of direct marketing to consumers.
What would be the best approach for a sales manager to determine the appropriate rewards program to implement for her salespeople?
Your job requires that you call on university faculty members to persuade them to adopt your textbooks for their classes.
How does a firm know whether a salesperson is effective? Obviously, the short answer is that she produces high sales volume and meets or exceeds sales goals.
What do you think are the benefits for consumers of location commerce? Do you see any drawbacks (such as invasion of privacy)?
In general, professional selling has evolved from hard-sell to relationship selling. Do organizations still use the hardsell style? If so, what types?
One reason experts cite for the increase in consumer online shopping is the poor quality of service available at retail stores.
Based on the salesperson compensation figures supply, do you think professional salespeople are appropriately paid?
Would training and development needs of salespeople vary depending on how long they have been in the business? Why or why not?
Report on your plan to your class, and ask the other students for feedback on whether your approach will convince the Walgreens buyer to make a purchase.
Chips, chips, and even more chips! This might be the mantra for Frito-Lay salespeople as they carry out their daily assignments.
What are the advantages and disadvantages of shipping by rail? By air? By ship? By truck?
What are conventional, vertical, and horizontal marketing systems? Explain intensive, exclusive, and selective forms of distribution.