Term
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Definition
Covers all of the activities involved in the sale of products to final consumers
* The retailers _whole_ offering--assortment of goods and services, advice form sales people, convenience, and the like -- is its "Product" |
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Definition
| Carried anything they could sell in a reasonable volume. Were the main retailers in the USA. |
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Term
| Single-Line or Limited Line Stores |
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Definition
Stores that specialize in certain lines of related products rather than a wide assortment.
(narrow range of products but offer depth in the products they do offer). |
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Definition
| A type of conventional limited-line store --is usually small and has a distinct "personality" ex. Spencers, Pit Crew..etc. |
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Definition
| Larger stores that are organized into many separate departments and offer many product lines. Each department is like a separate limited-line store and handles a wide variety of a shopping product. |
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Term
| Mass-Merchandising Concept |
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Definition
| Retailers should offer low prices to get faster turnover and greater sales volumes--by appealing to larger markets |
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Definition
| Large stores specializing in groceries with self-service and wide assortments. |
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Definition
| Offered "Hard Goods" (cameras, TVs, 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. |
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Definition
| Large, self-service stores with many departments that emphasize "soft goods" (housewares, clothing fabrics) and staples (health and beauty aids, food..etc.) but still follow the discount house's emphasis on lower margins to get faster turnover. |
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Term
| Supercenters (hypermarkets) |
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Definition
| Very large stores that try to carry not only food and drug items but all goods and services that the consumer purchases routinely. |
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Term
| Conveinence (Food) Stores |
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Definition
| Are a convenience-oriented variation of the conventional limited-line food stores. Instead of expanding their assortment, however, convenience stores limit their stock to pickup or fill-in items like bread, milk, beer, and eat-on-the-go snacks. Many also sell gas. |
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Term
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Definition
| Selling and delivering products through vending machines |
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Term
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Definition
| A salesperson going directly to the customer's home |
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Term
| Telephone and Direct-Mail Retailing |
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Definition
| Allows customers to shop at home--usually placing orders by mail or a toll-free long distance telephone call and charging the purchase to a credit card. |
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Term
| Wheel of Retailing Theory |
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Definition
| New types of retailers enter the market as low-status, low-margin, low-price operations and then, if successful, evolve into more conventional retailers offering more services with higher operating costs and higher prices. |
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Term
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Definition
| Carrying any product lines they think they can sell profitably. |
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Term
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Definition
| Retailer-sponsored groups--formed by independent retailers--that run their own buying organizations and conduct joint promotion efforts. |
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Term
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Definition
| Wholesaler-sponsored groups that work with "independent" retailers. |
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Term
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Definition
| The franchisor develops a good marketing strategy, and the retail franchise holders carry out the strategy in their own units. |
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Definition
| Concerned with the activities of those persons or establishments that sell to retailers other merchants, or ti industrial, institutional, and commercial users, but that do not sell in large amounts to final consumers. |
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Term
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Definition
| Firms whose main function is providing wholesaling activities. |
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Term
| Manufacturers' Sales Branches |
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Definition
| Warehouses that producers set up at a separate location away from their factories. |
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Term
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Definition
| Own (take title to) the products they sell. They often specialize by certain types of products or customers. |
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Term
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Definition
Merchant wholesalers that provide all the wholesaling functions. Three types:
1. General Merchandise
2. Single-line
3. Specialty |
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Term
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Definition
| Service wholesalers who carry a wide variety of nonperishable items such as hardware, electrical supplies, furniture, drugs, cosmetics, and automobile equipment. |
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Term
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Definition
| Service Wholesalers that carry a narrower line of merchandise than a general merchandise wholesaler. (ex. Food wholesaler) |
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Term
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Definition
| Service wholesalers who carrya vary narrow range of products and offer more information and service than other service wholesalers. (ex. A firm that sells only specialty lights for vehicles) |
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Term
| Limited-Function Wholesalers |
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Definition
Provide only SOME wholesaling functions
Five types:
1. Cash-and-carry wholesalers
2. Drop-shippers
3. Truck wholesalers
4. Rack Jobbers
5. Catalog Wholesalers |
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Term
| Cash-and-carry Wholesalers |
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Definition
| Operate like service wholesalers--except that the customer must pay cash |
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Term
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Definition
| Own (take title to) the products they sell--but they do not actually handle, stock, or deliver them. They get orders and pass them on to producers. Usually involved in trading bulky materials, like lumber, that are expensive to transport. |
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Term
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Definition
| Specialize in delivering products that they stock in their own trucks. (i.e. perishable products) |
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Term
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Definition
| Specialize in hard-to-handle assortments of products that a retailer doesn't want to manage--and rack jobbers usually display the products on their own wire racks. (ex. Books or magazine sales at a grocery store) |
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Term
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Definition
| Sell out of catalogs that may be distributed widely to smaller industrial customers or retailers that might not be called on by other wholesalers. |
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Term
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Definition
| Wholesalers who do not own the products they sell. Their main purpose is to help in buying and selling. Normally Specialize by customer type and by product or product line. |
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Term
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Definition
| Sells similar products for several noncompeting producers--for a commission on what is actually sold. |
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Term
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Definition
| Basically manufacturers' agents who specialize in international trade. Help international firms adjust to unfamiliar conditions in foreign markets. |
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Term
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Definition
| Bring buyers and sellers together. The broker's product is information about what buyers need and what supplies are available. |
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Term
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Definition
| Take over the whole marketing job of producers--not just the selling function. In effect, the agent becomes each producer's marketing manager. |
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Term
| Combination Export Manager |
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Definition
| A blend of manufacturers' agent and selling agent--handling the entire export function for several producers of similar but noncompeting lines. |
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Term
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Definition
| Provide a place where buyers and sellers can come together and bid to complete a transaction |
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