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Chapter 10
Chapter 12
Chapter 17
Chapter 18
Supplemental Readings
100
making goods and services available in the right quantities and locations, when customers want them
What is Place
100
stores that specialize in certain lines of related products rather than a wide assortment
What are Single-line or Limited-line stores
100
Offering the same product and quantities to different customers at different prices
What is Flexible Pricing
100
Setting some very low prices to attract customers but trying to sell more expensive models or brands once the customer is in the store.
What is Bait Pricing
100
Taking away from sales of an existing product through the introduction of a new updated or similar product
What is Cannibalization
200
any series of firms or individuals who participate in the flow of products from producer to final user or consumer
What is a Channel of Distribution
200
stores which attract large numbers of customers with their large assortment and low prices in specific product categories
What is a "Category Killer"
200
trying to sell the top of the market at a high price before aiming at more price sensitive customers
What is a Skimming Price Policy
200
Setting prices that end in certain numbers because you think customers react better to these prices-perhaps seeing them as substantially lower than the next higher price.
What is Odd-even Pricing
200
Under pricing and Over pricing are two main examples 
What are Common Pitfalls or Pricing Errors
300
a manager who helps direct the activities of a whole channel and tries to avoid or solve conflicts while arranging for effective performance
What is a Channel Captain
300
Carrying any product lines that a retailer thinks they can can sell profitably
What is Scrambled Merchandising 
300
Tries to sell the whole market at one low price (usually when there is a fairly elastic demand curve) due to strong competition
What is Penetration Pricing Policy
300
Setting a rather high price to suggest a high quality or status
What is Prestige Pricing
300
How much more profitable are consumer that shop in 2 channels?  How about 3 channels?



On avg 3x more profitable and >5x more profitable
400
involves dividing larger quantities into smaller quantities as products get closer to the final market
What is Bulk-breaking
400
it says that new type 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 operating costs and higher prices
What is the Wheel of Retailing Theory
400
Offering different deals to encourage customers to purchase at an "off-peak" time when they would otherwise not likely purchase
What is Seasonal Pricing or Discounts
400

A drug store buys a bottle of shampoo for $2.40 and sells it for $3.60. What is their mark-up %

What is 33 1/3% (33.33%)

400
Start with different assumptions and come up with several different outcomes based on them. Then a decision maker chooses which is most likely to prevail 
What is the Scenario Writing Method of Forecasting
500
it makes a product available widely enough to statisfy target customers' needs but not exceed them.  Too much only increases the total cost of marketing
What is Ideal Market Exposure
500
Owns or takes title to the products they sell vs not owning the products they sell
What is Merchant vs Agent Wholesalers
500
Pricing a product sold in a foreign market below the cost of producing it or at a price lower than its domestic market.
What is Dumping
500
Price per unit = $1.20

Avg Variable cost is $0.80

Total Fixed Cost is $30,000

What is the Fixed Cost Contribution? What is the BEP in units? What is the BEP in $?

Fixed Cost Contribution = $0.40

BEP Units = 75,000

BEP $ = $90,000

500
An estimate of how much an industry or firm hopes to sell to a market segment
What is a Sales Forecast