253a Retail Management

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heading=I MIB [2019-2021], SEMESTER II, CORE : RETAIL MANAGEMENT - 253A&qname=253a
Dr.G.R.Damodaran College of Science

(Autonomous, affiliated to the Bharathiar University, recognized by the UGC)Re-
accredited at the 'A' Grade Level by the NAAC and ISO 9001:2008 Certified
CRISL rated 'A' (TN) for MBA and MIB Programmes
I MIB [2019-2021]
SEMESTER II
CORE : RETAIL MANAGEMENT - 253A
Multiple Choice Questions.
1. The word Retail is derived from the------word.

A. Latin.
B. French.
C. English.
D. German.
ANSWER: A
2. Retailer is a person who sells the goods in a---------.

A. large quantities.
B. small quantities.
C. both a & b.
D. none of these.
ANSWER: B
3. The main objective of the management is--------.

A. profitability.
B. sales growth.
C. return on investment
D. all of these.
ANSWER: D
4. In retailing there is a direct last with--------------.

A. producer.
B. customer.
C. wholesaler.
D. all of these.
ANSWER: D
5. Retailing creates-------.
A. time utility.
B. place utility.
C. ownership utility.
D. all of these.
ANSWER: D
6----------activities performed by the retailers.

A. assortment of offerings.
B. holding stock.
C. extending services.
D. all of these.
ANSWER: D
7. The term stakeholders which includes-------.

A. stock holders.
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B. consumers.
C. suppliers.
D. all the above.
ANSWER: D
8-------represents how a retailer is perceived by consumers and others.

A. image.
B. sales.
C. profit.
D. none of these.
ANSWER: A
9. The functions of management start with-----.

A. buying.
B. planning.
C. organizing.
D. supervising.
ANSWER: B
10. "Management is what a manager does" given by.

A. Henry fayol.
B. F.W.Taylor.
C. Dinkar Pagare.
D. none of these.
ANSWER: C
11. Human resource management process consists of------.

A. recruitment.
B. selection.
C. training.
D. all of these.
ANSWER: D
12is the process of seeking and attracting a pool of people from which qualified candidates for job
vacancies can be selected.
A. Selection.
B. Advertisement.
C. Compensation.
D. Recruitment.
ANSWER: D
13gives the nature and requirements of specific jobs.

A. Human resource planning.
B. Job descriptions.
C. Job analysis.
D. None of these.
ANSWER: A
14is a kind of internal sources of recruitment.

A. Promotion.
B. Employee recommendation.
C. Transfer.
D. All of these
ANSWER: D
15. Attracting potential employees is more difficult in case of---------.

A. internal recruitment.
B. external of recruitment.
C. both a & b
D. none of these.
ANSWER: B
16is the next step after recruiting the retail personnel.

A. Supervision.
B. Compensation.
C. Training.
D. Selection.
ANSWER: D
17test measure a persons capacity or potential capability to learn and perform a job.
A. Aptitude test.
B. Proficiency test.
C. Interest test.
D. Personality test.
ANSWER: A
18. A traditional format that sell 20-80 percent of groceries and other consumable product at discounted
prices
A. Dollar Store
B. Discounted stores
C. Chain store
D. off price store
ANSWER: A
19component allow the retailer to offer the employees safety and security
A. Fixed component
B. Fringe benefit component
C. Variable component
D. All of the above.
ANSWER: B
20is the manner of providing a job environment that encourages employee's accomplishment.
A. Compensation
B. Supervision.
C. Training
D. None of the above.
ANSWER: B
21. Store security relates to ----.

A. personal security
B. merchandise security.
C. both a & b.
D. none of these.
ANSWER: C
22. Form of payment which a retailer may accept is ----.

A. cash only.
B. cash &credit cards .
C. cash &debit cards.
D. all of these
ANSWER: D
23. Many retailers have improved their operation productivity through- - ---.
A. computerization.
B. outsourcing.
C. both a & b.
D. none of these.
ANSWER: A
24. The computerized check out is used by -----.

A. large retailers.
B. small retailers.
C. multi retailers
D. all of these.
ANSWER: A
25. With the help of------a retailer pays an outsider party to undertake one or more of its operating
functions
A. outsourcing.
B. credit management
C. computerization.
D. none of these.
ANSWER: A
26helps the retailers to face the crisis situations.

A. Risk management.
B. Credit management.
C. Financial management.
D. All of these
ANSWER: A
27is a key task for both large &small retailers.

A. Risk management.
B. Crisis management.
C. Inventory management
D. All of these.
ANSWER: D
28helps the retailers to complete the tasks within the short period of time.
A. Computerization.
B. Outsourcing.
C. Both 1 & 2.
D. None of these.
ANSWER: A
29is a warning to potential thieves and muggers.

A. Insurance.
B. Security guards.
C. Outsourcing.
D. Credit management .
ANSWER: B
30. Insurance against--------is more important due to government rules.

A. environmental risk.
B. production risk.
C. both 1 & 2
D. none of these
ANSWER: A
31. The factor leading to the growth of retailing is ----.

A. changing consumer trends
B. technology.
C. demographics.
D. all the above.
ANSWER: D
32. Consumer buying process in retailing involves ----.

A. need recognition.
B. search for information.
C. evaluation of retailers.
D. all the above.
ANSWER: D
33. Atmosphere in retailing refers to ----.

A. the weather outside a store.
B. The ambience, music, color scent in a store.
C. assortment of products in the store.
D. display of items in a store.
ANSWER: B
34. E-tailing refers to ----.

A. sale of electronic items in a store.
B. catalog shopping.
C. music store.
D. retailing shopping using the inter.
ANSWER: D
35. A multi channel retailer sells merchandise ----.

A. over the telephone
B. through personal selling and retail store only.
C. over the internet .
D. through more than one channel.
ANSWER: D
36. Retailing is a marketing function which ----.

A. sells products to other business.
B. sells products to a company that resells them.
C. sells products to final consumers.
D. sells products for ones own use
ANSWER: C
37. The wheel of retailing explains the emergence of new retailing forms by ----.
A. retailers cycle through peaks of high cost price and troughs of low cost price.
B. whole sellers see retailing opportunity, enter retailing, then turn to wholesaling again.
C. new retailers emerge, grow, mature and decline.
D. low margin, low price retailers enter to compete with retailers who are high margin and high price.
ANSWER: D
38. All of the following are possible types of service that a retailer can offer except ----.
A. self service.
B. self selection.
C. limited service.
D. all of the above.
ANSWER: C
39. The correct statement about chain stores is ----.

A. they offer economic of scale in buying.
B. they can hire good managers.
C. they integrate wholesaling and retailing function.
D. they centralize function.
ANSWER: D
40. Which of the following objectives is concerned with strategic marketing planning?
A. Day to day performance and results.
B. Over-all long term organizational growth.
C. Identifying the strengths and weaknesses of marketing department
ANSWER: B
41. Which sources of advantage will be helpful for a firm to achieve positional advantage over its
competitors?
A. Superior skills.
B. Superior resources.
C. Superior controls.
D. All of the above a, b and c.
ANSWER: D
42. What are the elements that a mission statement of an organization should include?
A. Sets guidelines for business operations
B. Identifies the reasons for existence of a company and its responsibilities to the stakeholders
C. Identifies the firms customers and their needs and marches them with products and services.
D. All of the above 1, 2 and c.
ANSWER: D
43. The term which is used to identify the major areas of business of a diversified organization is.
A. Business area.
B. Business segment, group or diversion
C. Business scope.
D. Diversified business.
ANSWER: B
44. Business composition is the term used while framing the following strategies. What are they?
A. Corporate strategy.
B. Marketing strategy.
C. Business strategy.
D. Both 1 and b.
ANSWER: D
45. Which of the following is not the characteristics of a strategic business unit?
A. It serves a homogenous set of markets with a limited number of related technologies
B. It serves a unique set of products.
C. It owns responsibility for its own profitability.
ANSWER: D
46. According to GE screening grid model, which strategy should a company follow when it has high
industry attractiveness and low business competitive position.
A. Invest/growth
B. Selective investment /maintain position.
C. Harvest/divest
ANSWER: A
47. Which of the following will act as a corner stone in maintaining the competitiveness of company
A. Market focus.
B. Defining capabilities.
C. Relationships and organizational change.
ANSWER: A
48. Which analysis compares the strengths and weaknesses of a firm against the opportunities and threats
in the external environment.
A. Environmental analysis.
B. Business analysis.
C. SWOT analysis.
ANSWER: C
49. Which of the following is not included in the list of macro environmental variables.
A. Prevailing economic conditions and political manifestors.
B. Changes in legislation and emerging new technologies.
C. Financial conditions and culture.
ANSWER: D
50. What is the term used if management wants to audit the key management functions like sales force,
advertising or pricing?
A. Vertical audit
B. Horizontal audit.
C. External audit.
ANSWER: A
51. The best way for a retailer to differentiate itself in the eyes of the consumer form the competitions is
to.
A. increase advertising of sale items.
B. offer the lowest prices in town.
C. always be well stocked with the basic items that customers would expect to find in your store.
D. not sell any of the brand names the competition is selling.
ANSWER: C
52. The boomerang effect is a relatively new phenomenon that describes

A. the recent trend for firms to seek bankrupts protection.
B. the way styles from years ago come back as today's most popular styles.
C. the recent trend of children returning to live with their parents after having already moved out.
D. the recent trend of having most companies report losses for the current quarter .
ANSWER: C
53. Discretionary income is.

A. all personal income after taxes and retirement savings.
B. all personal income after savings
C. all personal income after taxes.
D. personal income after taxes minus the money needed for necessities.
ANSWER: D
54. The final stage of the consumer shopping/purchase model around which all other stages revolves is
the.
A. buy decision stage.
B. active information gathering stage.
C. purchase stage.
D. post-purchase evaluation stage.
ANSWER: D
55. What type of competitive structure are most retail firms involved in?
A. horizontal competition.
B. monopolistic competition.
C. vertical competition.
D. pure competition.
ANSWER: B
56. Which of the following marketing functions is one the retailer could not perform?
A. selling.
B. sorting.
C. location analysis.
D. buying.
ANSWER: C
57. Facilitating institutions may best be described as specialists that.

A. take title but not possession of the merchandise.
B. take title to the merchandise in order to facilitate the transaction
C. manage the channel so as to increase over-all efficiency marketing functions
D. perform certain marketing functions, in which they have an expertise, for other channel members.
ANSWER: D
58. Which one of the following factors is not found on a six month merchandise budget?
A. planned gross margin.
B. current liabilities.
C. planned sales percentage
D. planned purchases at retail.
ANSWER: B
59. The --- provides the retailer with a picture of the organization's profit and loss situation
A. expense report.
B. index of inventory valuation.
C. statement of cash flow.
D. income statement.
ANSWER: D
60. What word best describes the relationship between a retailer's pricing decisions and the merchandise,
location, promotion, credit, services, image and legal decisions that retailers must make?
A. independent.
B. separate.
C. interactive.
D. competitive.
ANSWER: C
61. If a retailer is offering the same products and quantities to different customers at different prices, the
retailer has what kind of pricing policy?
A. two-price
B. customary.
C. flexible.
D. leader.
ANSWER: C
62. Which of the following areas should not be taken into consideration when formulating a retailer's
promotional strategy?
A. the retailers credit customers.
B. the price level of the merchandise.
C. merchandise inventory levels.
D. the retailer's net worth.
ANSWER: D
63. The two objectives of institutional advertising include:.

A. creating a positive store image and public service promotion
B. publicity and sales promotions.
C. advertising a sale and generating store traffic
D. using "other people's money" and using "co-op"money.
ANSWER: A
64. Which of the following should not be part of the campus shoppe's advertising campaign's objectives.
The campus shoppe desires to increase.
A. awareness of its two locations
B. sales among incoming freshmen.
C. sales to 40 percent.
D. All the above belong in the retailer's advertising objectives
ANSWER: D
65. Consumer premiums are considered to be a form of.

A. joint-sponsored sales promotion.
B. publicity that utilizes OPM.
C. advertising.
D. sole-sponsored sales promotion.
ANSWER: D
66. A transient customer is a consumer who visits a retailer.

A. and finds the item desired in a matter of minutes
B. only when his or her regular retailer is closed.
C. that does not meet his or her customer service expectations.
D. while on vacation
ANSWER: C
67. Merchandise availability is an example of a.

A. cost of sales
B. pretransaction service.
C. operating cost.
D. transaction service.
ANSWER: D
68. Which of the following is not a factor in determining the service level to offer
A. income of target market.
B. price image of the retailer.
C. services offered by the competition
D. firm's management structure
ANSWER: D
69. Which of the following is not a factors is not one of the elements that need to be considered when
designing a sales job?
A. feedback from supervisors.
B. the number of complaints a salesperson should have to handle.
C. the amount of variety involved
D. the appropriate degree of autonomous.
ANSWER: B
70. Which of the following is not part of a visual communications program

A. Store name and logo.
B. institutional signage.
C. lifestyles graphics.
D. television advertising
ANSWER: D
71. In which of the following behavioral models there will be no product differentiation and brands as a
factor plays very little role in the purchase preferences.
A. Complex buying behavior.
B. Variety seeking behavior.
C. Dissonance reducing behavior.
D. Habitual buying behavior
ANSWER: D
72. A set of basic values, perceptions, wants and behavior learnt by a member of society from the family
and other important constitution is called.
A. Social learning.
B. Sub-culture.
C. Culture.
D. Social development.
ANSWER: C
73. Which of the following factors include forces like small groups, family, social roles and status that will
have an influence on buyer's behavior?
A. Cultural factors.
B. Psychological factors.
C. Personal factors.
D. Social factors
ANSWER: D
74. Which of the following psychological factors drive a person to satisfy his need and wants.
A. Motivation.
B. Perception.
C. Learning.
D. Beliefs and attitudes.
ANSWER: A
75. Which of the following buying instruments does not found in consumer buying?
A. Requests for quotations.
B. Proposals.
C. Purchase contracts.
D. None of the above
ANSWER: D
76. Which of the following factors influence the organizational buying decision process?
A. Buyers objectives.
B. Purchasing policies and resources
C. Size and composition or buyers.
ANSWER: D
77. Which method of organizational buying is suitable for he second-hand (used.vehicles, buildings etc,
that have unique characteristics, but vary depending on their condition and usage.
A. Inspection.
B. Description.
C. Sampling.
D. Negotiation.
ANSWER: A
78. When making 'purchasing decisions', the chief considerations involved in the organizational buying
are.
A. Product quality.
B. Price.
C. Service.
D. All the above.
ANSWER: D
79. Which of the following do not include while in the learning process of a market-oriented organization.
A. Open-minded inquiry.
B. Synergistic information distribution.
C. Mutually informed interpretation and accessible memory.
ANSWER: D
80. Management information system (MIS. supplies information, which include data from both internal
and external sources is useful for .
A. Order processing.
B. Invoicing.
C. customer analysis and product performance.
D. all of the above.
ANSWER: D
81. Marketing information system gathers information from internal sources like marketing intelligence
and marketing research to help the manager in.
A. Assessing the information needs.
B. Developing the needed information.
C. Distributing the information.
D. All of the above
ANSWER: D
82. Which level of organization uses management information systems data in its decision making?
A. Lower level.
B. Middle level.
C. Top level.
ANSWER: D
83. Which system is useful in coordinating data systems, tools and techniques with supporting software
and hardware that enable managers to take appropriate marketing decisions.
A. Sales decision support systems.
B. Marketing decision support systems.
C. Standardized information systems.
D. None of the above
ANSWER: B
84. Identify the correct sequence of the following marketing approaches in order of their existence.
A. Product-variety marketing; Mass marketing and Target marketing.
B. Target marketing; product, variety marketing and mass marketing.
C. Mass marketing; Product-variety marketing.
D. Mass marketing; Target marketing and product variety marketing
ANSWER: C
85. If a seller produces two or more products that have different features, styles, quality, sizes, etc it is
called .
A. Mass marketing.
B. Target marketing.
C. Individual marketing.
D. Product-variety marketing.
ANSWER: D
86. A form of target marketing in which companies tailor their marketing programs to the needs and wants
of narrowly defined geographic, demographic, psychographic or benefit segments is called .
A. Macro marketing
B. . Micro marketing.
C. Horizontal marketing.
D. Mass marketing.
ANSWER: B
87. What is the term used if a market is divided into distinct groups of buyers who might require separate
products or marketing mixes.
A. Market targeting.
B. Market positioning.
C. Market segmentation
D. Market coordination.
ANSWER: C
88. Market positioning is a combination of marketing actions that management takes, to meet the needs
and wants of each target market. It includes.
A. Understanding consumer perceptions.
B. Position products in the mind of consumer.
C. Design appropriate marketing mix.
ANSWER: D
89. Which type of segmentation is commonly used for climate because of its broad impact on consumer
behavior and product needs.
A. Geographical segmentation.
B. Demographic segmentation.
C. Geo-demographic segmentation.
D. Geographic segmentation.
ANSWER: A
90. 'Life style', 'Wetside' and 'Shoppers stop' have located their departmental shops in the areas frequently
visited by upper income people is an example of .
A. Psycho graphic segmentation.
B. Geo-demographic segmentation.
C. Demographic segmentation.
D. Geographic segmentation.
ANSWER: B
91. Which of the demographic variables is not used by marketers for demographic segmentation?
A. Family life cycle.
B. Income and occupation.
C. Gender.
D. Poverty.
ANSWER: D
92. Which type of segmentation, classified consumers according to relevant needs and buying behavior,
regardless of their countries and culture.
A. Multi-attribute segmentation.
B. Inter-market segmentation.
C. Demographic segmentation
D. Psychographic segmentation.
ANSWER: D
93. Before a company decides to target a particular segment, which important factors are to be examined
against organizations's objectives and resources?
A. Market size.
B. Growth rate.
C. Structural attractiveness.
ANSWER: D
94. If an organization targets to market a particular product to a variety of segments in order to build a
strong reputation in that product area is called.
A. Product specialization
B. Market specialization.
C. Selective specialization.
D. Single-segment concentration.
ANSWER: A
95. A positioning strategy should include the following strategies except.

A. Product strategy.
B. Personnel strategy.
C. Promotion strategy.
D. Advertising and sales promotion strategy.
ANSWER: B
96. Which of the following relationship strategies result into forming of a new organization.
A. Strategic alliance.
B. Prtnership.
C. Joint venture.
ANSWER: C
97. Which type of organization consists of a small workforce, relying on independent suppliers who are
located at several parts of the world with a sophisticated linked. information system.
A. Trading company.
B. Network corporation
C. International organization.
D. Global corporation.
ANSWER: B
98. Hindustan Motors (HM. alliance with Mitsubishi to manufacture and market Lancer cars in India is an
example of.
A. Franchise agreement.
B. Vertical relationship.
C. Technological licence agreement.
D. Horizontal integrative relations.
ANSWER: C
99. In which of the following systems, management of the distribution channels will be undertaken by
single organization.
A. Vertical management systems.
B. Vertical marketing systems.
C. Conventional marketing systems.
ANSWER: B
100. The difference between the total value and the corrective cost of performing the value activities is .
A. Contribution.
B. Margin.
C. Revenue .
D. Performance.
ANSWER: B
101. The number of product lines a company carries is called.

A. Product mix.
B. Product mix depth.
C. Product mix width.
D. Product mix length.
ANSWER: C
102. The number of variants of a product offered by a company is called.
A. Product mix length.
B. Product mix depth.
C. Product mix width.
D. Product line length.
ANSWER: B
103. If a company increases product line length by increasing its products range it is called.
A. Line increasing .
B. Line stretching.
C. Line filling.
D. Range stretching.
ANSWER: B
104. Companies that attack other firms including the market leader in an attempt to build market share are
called.
A. Market followers
B. Market challengers.
C. Market leaders.
D. Market nichers.
ANSWER: B
105. Companies that follow the market leader's strategy are called.
A. Market nichers.
B. Market leaders.
C. Market followers.
D. Market challengers.
ANSWER: C
106. Which one of the following is not an internal source of generating ideas for new product development
A. Market research
B. Directed research.
C. Need-gap analysis.
D. Top management.
ANSWER: A
107. The method which generate new product ideas by analyzing the customer needs, wants and ideas is
known.
A. Directed research.
B. Customer need analysis.
C. Need gap analysis.
D. Market research.
ANSWER: C
108. Which method of product portfolio analysis helps indeciding which products are to be retained and
which are not to be.
A. Ansoff matrix.
B. Strategic environment matrix
C. BCG matrix.
ANSWER: C
109. The methods which are used for evaluating marketing performance are.
A. Sales analysis and marketing cost analysis
B. Sales analysis and cost analysis
C. Market analysis and research analysis.
D. Demand analysis and supply analysis.
ANSWER: A
110. The set of basic values, perceptions, wants and behaviors learned by a member of a society from
family and other important institutions is called.
A. Sub-culture.
B. Social class.
C. Culture.
D. Reference groups.
ANSWER: C
111. What is the frame work that describes the positioning of firms database to support decisions with in
the purview of total customer loyalty strategy
A. Customer retention strategy.
B. Customer bonding .
C. Customer positioning.
D. Customer acquisition.
ANSWER: B
112. In which stage of product life cycle strategy, the company takes decision whether to maintain,
harvest or drop the product.
A. Introduction.
B. Growth.
C. Maturity.
D. Decline.
ANSWER: D
113. The branding strategy which uses a different brand name for reach product is known as .
A. Over all family branding.
B. Line family branding.
C. Individual branding.
D. Brand extension.
ANSWER: C
114. Eurekha Forbes is popular for its strategy of.

A. Personal selling.
B. Sales promotion.
C. Advertisement.
D. Direct marketing.
ANSWER: D
115. Which one of the following is not an element of promotional mix?

A. Advertising.
B. Product-mix.
C. Publicity.
ANSWER: B
116. Which element of promotional mix is preferable if the marketer wants to get. immediate feedback?
A. Sales promotion.
B. Public relations.
C. Personal selling.
ANSWER: D
117. What are the factors that contribute to the corporate identity?
A. Organizational symbols.
B. Advertising and publicity.
C. Customer relation programs.
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ANSWER: D
118. Which of the following comes under the category of external public?
A. Government.
B. Press.
C. Trade unions.
ANSWER: D
119. Which of the following is not a contributing factor for rapid growth of sale promotion?
A. Increase of competition.
B. Decrease in advertising efficiency.
C. Retailers pressure.
D. Huge profits of manufacturers.
ANSWER: D
120. is the important benefit a marketer could get from a retailer through trade promotion?
A. Advertising.
B. Financial help.
C. More shelf space.
ANSWER: C
121. Which one of the following is not an advantage of the personal selling?
A. It allows the seller to negotiate terms and solve problems
B. Long-term relationship.
C. Immediacy.
D. It is very expensive to maintain and recruit the sales force.
ANSWER: D
122. A competitor who does not exhibit predictable reaction pattern is known as.
A. The laid-back competitor.
B. The selective competitor.
C. The tiger competitor.
D. The stochastic competitor.
ANSWER: A
123. An interactive marketing system which uses one or more advertising media to effect a measurable
response and /or transactions at any location is called .
A. Direct marketing.
B. Indirect marketing.
C. Database marketing.
D. Meta marketing.
ANSWER: A
124. What type of conflict usually exist when the manufacturer has established tow or more channels that
sell in the same market.
A. Multi-channel conflict.
B. Horizontal channel conflict.
C. Vertical channel conflict.
ANSWER: A
125. What are the forms of compensation that a sales person can generally get?
A. Straight salary.
B. Straight commission.
C. A combination of salary and commission .
126. Which of the following items is a component of a good business plan?
A. Operating requirements.
B. Description of the location/demographics.
C. Employee benefits.
ANSWER: A
127. Which of the following items is required to develop a better financial plan?
A. Identify your target market.
B. Consider employee lay-offs.
C. Prioritize your needs.
D. Research other companies.
ANSWER: C
128. When analyzing your business and its environment it is useful to carefully inspect its:.
A. Threats.
B. Strengths and weakness.
C. Opportunities.
ANSWER: D
129. Which of the following is an example of an external threat?

A. Decreased competition.
B. New trade regulations.
C. Global sales potential.
D. Economies of scale.
ANSWER: B
130. Which of the following is an example of an internal strength?

A. Obsolete resources.
B. Changing tax structure.
C. Proven management.
D. Increased competition
ANSWER: C
131. Which objective gives importance to productivity, technological leadership, employee relations, etc?
A. Long-term objective.
B. Short-term objective.
C. Medium term objective.
D. Annual objective.
ANSWER: A
132. Which element identifies the strategic factors that determine the future of a firm?
A. Evaluation and control.
B. Environmental scanning.
C. Strategy formulation.
D. Strategy implementation.
ANSWER: B
133. What bridges the gap between strategy formulation and implementation?
A. Strategic planning.
B. Strategic management.
C. Decision-making.
D. Organizing.
ANSWER: A
1/21/2020 172.16.1.50/printqp.php?heading=I MIB [2019-2021], SEMESTER II, CORE : RETAIL MANAGEMENT - 253A&qname=253a
134. What describes the market, product and technological area of a business?
A. Company's vision.
B. Company's mission.
C. Bumper-sticker strategy.
D. Strategic plan.
ANSWER: B
135. Which factor indicates the nature and direction the economy in which a firm operates?
A. Economic environment.
B. Gross national product.
C. Competitive position
D. Operating environment
ANSWER: A
136. How can a firm optimize its environmental opportunities?

A. By assessing its market share .
B. By assessing the competitiveness in the industry.
C. By assessing the effectiveness of its sales distribution.
D. By assessing its competitors position in the market.
ANSWER: D
137. Which of the following helps a manager identify the opportunities and threats in the competitive
industrial environment?
A. Analyzing the competitive forces.
B. Market research.
C. Market analysis.
D. Sales analysis.
ANSWER: A
138. Which of the following factors plays a significant role in providing superior quality products to
customers, within a given time frame?
A. Technology.
B. Fast delivery.
C. Customer convenience.
D. Customer's choice.
ANSWER: A
139. Which one of the following represents the best long-run opportunity in a firm's portfolio?
A. Cash cow.
B. Star.
C. Question mark.
D. Dog.
ANSWER: B
140. Which business unit holds a large market share in a mature and slow growing industry?
A. Dog.
B. Cash cow.
C. Question mark.
D. Star.
ANSWER: B
141. Which of the following provides a basis for monitoring and controlling organizational performance?
A. Daily reports
B. Weekly reports
C. Long-term objectives
D. Annual objectives
ANSWER: D
142. In which of the following pricing approaches is pricing based on consumer demand?
A. Functional approach.
B. Business approach.
C. Market approach.
D. Innovative approach.
ANSWER: C
143. A/an-----helps people understand the behavior patterns that are expected of them in particular
circumstances
A. Advisory policy.
B. Explicit policy.
C. Mandatory policy.
D. Implicit policy.
ANSWER: B
144. Agricultural market set up by stae government to procure agricultural produce directly from farmers
A. Haats
B. Mandis
C. Kirana
D. public distribution system
ANSWER: B
145. Consumer do their own picking, pay in cash and carry the merchandise away
A. Automated Vending
B. Super market
C. The Cash and carry
D. direct response retail
ANSWER: C
146. What are the major determinants of employee motivation?

A. Reward and coercive power.
B. New technologies.
C. Personal power and future growth prospects.
D. Information and connection power.
ANSWER: A
147. At what stage is the threat from competitors at its peak in an industry?
A. Growth stage.
B. Embryonic stage.
C. Mature stage.
D. Shakeout stage
ANSWER: A
148. Which marketing tool uses multiple factors to assess industry attractiveness and business strength?
A. The GE Grid.
B. The BCG matrix
C. The turn around strategy.
D. SWOT analysis.
ANSWER: A
149forms the basis for the allocation of corporate resources.

A. Financial evaluation.
B. Organizational growth.
C. Organizational structure.
D. Organizational culture.
ANSWER: C
TY.BMS RETAIL MANAGEMENT
SEM V
150is often critical for the proper accomplishment of a divestiture and can provide comfort to the
employee as well as to potential buyers.
A. A flexible management.
B. A stable management.
C. An active management
D. None of
the above.
ANSWER:
B
151. It is a requirement imposed by a vendor that a retailer cannot sell an item for the less
than a specific price.
A. Resale Price Maintenance (RPM)
B. Charge back
C. Standard price
D. uni
form
price
ANSW
ER: A
RETAIL MANAGEMENT
A. is fast transforming the way business is being
conducted and monitored across the supply chain.
1. Radio Frequency Identification
2. Electronic Label
3. Electronic Surveillance
4. European Article
Number Answer: 1
B. Stock items, ranging from groceries, hardware,

and sports equipment to furniture and appliances to
computers and electronics.
1. Kiraana store
2. Hyper market
3. Supermarket
4. Departmenta
l Answer: 2
C. A store stocks a particular type of merchandise.
1. Convenience
2. Specialty
3. Departmental
4. Business
TY.BMS RETAIL MANAGEMENT
SEM V
format Answer: 2
D. have to keep upgrading the products effectively
against the local competitors and other competitors from other
countries
1. Global retailers
2. Local retailers
3. Manufacturer
4. Retaile
r Answer: 1
E. Green design, packaging, sourcing, logistics, infrastructure and
CRM cycling explains .
1. Manufacture
2. Supplier
3. Green retailing
4. Master franchise
Answer: 3
F. represents how a retailer is perceived by consumers

and others.
1. Image
2. Sale
3. Profit
4. Produc
t Answer: 1
G. Retail has been categorized into two segments such as
retail sector and retail sector.
1. Developed & undeveloped
2. Legal & illegal
3. Organized and Unorganized
4. Formal &
Informal Answer: 3
H. Around 96% of Indian retail sector is whereby majority of

sales take place through also popularly known as kirana or mom-and- pop stores.
1. Organized
2. Unorganized
3. Developed
4. Undeveloped
Answer: 2
I. has been categorized into two segments such as

organized retail sector and unorganized retail sector.
1. Retail
2. Manufacturing
3. Textiles
4. Wholesale
Answer: 1
J. A is a system used by retailers to display product price

and information on the shelves.
1. Electronic Shelf
2. Electronic Surveillance
3. EDI
4. FD
I
Answer:
2
K. Research provides the correct and latest information
for arriving at sound marketing decisions.
1. Nature
2. Product
3. Behaviour
4. Marke
t Answer: 4
L. Management automates and integrates the planning,
execution, assessment and refinement of possibly tens to hundreds
of highly segmented campaigns that run monthly, weekly, daily, or
intermittently.
1. Point if sales
2. CRM
3. Frequent shopper programs
4. Campaig
n Answer: 4
M.A Opportunity involves a new retail format directed
toward a market segments that is not presently being served.
1. Market segmentation
2. Market Penetration
3. Diversification
4. Market
generation Answer: 3
N. means collection of variety of products available in
a store.
1. Technological
2. Organizational
3. Category
4. Assortmen
t Answer: 4
O. Which of the following factors include forces like small groups,
family, social roles and status that will have an influence on buyer's
behaviour?
1. Cultural factors
2. Psychological factors
3. Personal factors
4. i
S a
o l
c
f
a
c
t
o
r
s
A
n
s
w
e
r
:
4
1. The word “retail” has been derived from which
word?
a. Latine c. Greek
b. French d.
c. Greek
2. Who is the last link in the chain connecting the producer and customer ?
a. wholesa
c. retailer
ler
d. storekeeper
b. agent
3. Internet marketing and telemarketing are the recent trends in...............business
a. retail
c. conventional
b. wholes
d. manufacturing
ale
4. In the distribution channel … has the direct touch with consumers.
a. producer
b c. agent
d .retailers
.wholesaler
5.MRP stands
c. minimum rate of
for.
profit d .maximum rate
a. minimum retail price
of profit
b. maximum retail price
6. Multiple shops are also known c. shopping by post
as – d. departmental stores
a. self service stores
b. chain stores
7. Door to door selling is carried out by
a. hawkers and peddlers c. second shop
b. cheap jacks d. retailers
8. There is no shop assistants in a
a. super bazaar c. multiple shop
b. departmental store d. second shop
9. No middle men is involved in –
a. wholesale trade c. direct marketing
b. retail trade d. indirect marketing
10. Shopping malls, super markets and hypermarkets come under which type of marketing?
a. wholesale
c. direct marketing
b. retail
d. agent service
11. Which of the following statement about retail marketing is true
a. sells products to other businesses
c. sells products to final consumers
b. sells products to a company that resells
d. sells products for one's own use
them
12. A multi channel retailer sells merchandise
a. over telephone c. over internet
b. through retail stores d. over more than one channel;
13. E-retailing refers to
a. sales of electronic items
b. catalog shopping
c. computerized store
d. retailing and shopping through internet
14. What is the full form of VAT? c. value additional tax
a. value added tax d. value added theory
b. very important additional tax
15. Mail order retailing is the same as: c. E-tailing
a. Direct selling d. Catalog retailing
b. In Home retailing
16. All of the following are types of non store retailing, except
a. Catalog retailing b. Vending Machines
c. Chain store
d. Direct Mail
ScHOOl of DistAnce EDucAtion
17. Person to person interaction between a retailer and a prospective customer is:
a. Direct marketing
c. Direct selling
b. Automatic selling
d. Buying service
18. Independent retailers who use a central buying organization and joint promotional efforts
are called a
a. merchandising conglomerate c. retailer cooperative
b. corporate chain store d. voluntary chain
19. A retail firm owned by its customers in which members contribute money to open their
own store, vote on its policies, elect a group to manage it, and receive dividends is called a
a. corporate chain store. c. voluntary chain
b. merchandising conglomerate d. consumer cooperative
20. The oldest and most heavily trafficked city area is called
a. regional shopping center
c. urban district
b. prime location
d. Central business district
21. Giant retailers called _ concentrate on one product category such as toys or home
improvement
a. Category killers c. supercentres
b. Variety stores d. box stores
22. Retailers such as Benetton, The Body Shop, and Marks and Spencer carry mostly own-
brand merchandise. These are called brands
a. creative label c. house
b. private label d. retail label
23. A fee is the charge many supermarkets impose for accepting a new brand to cover
the cost of listing and stocking it.
a. inventory c. initiation
b. slotting d. stocking
24. Which of the following is not one of the four major decisions that must be made with
regard to market logistics?
a. How should orders be handled? c. How much stock should be held?
b. Where should stock be located? d. How should stock be financed?
Retail Management. 3
25. Which statement is not a benefit of formulating a retail strategy?
a. A retailer is forced to study the legal, economic, and competitive market
b. A retailer is shown how it can differentiate itself from competitors.
c. Sales maximization is stressed.
d. Crises are anticipated and often avoided.
26.A retailer's commitment to a type of business and to a distinctive role in the

marketplace is its:
a.. objectives c. retailing concept

b. organizational mission d. image
27. Which form of organization is subject to double taxation?
a. sole proprietorship
c. corporation
b. partnership
d. franchise
28. When retailers identify customer segments and develop unique strategies to meet the
desires of these segments, they are using:
a. mass merchandising c. bifurcated retailing
b. niche retailing d. middle market retailing
29. Those aspects of business that a retailer can directly affect, such as store hours and
merchandise lines carried are referred to as:
a. controllable variables c. lifestyle measures
b. demographic statistics d. uncontrollable variables
30. Which is not considered one of the elements of "managing a business" in a retail strategy?
a. the retail organization
b. human resource management
c. operations management
d. merchandise management and pricing
31. A systematic procedure for analyzing the performance of a retailer is called:
a. control
c. strategic planning
b. feedback
d. retail audit
32. During each stage in the development of a retail strategy, retail managers should:
a. consider only controllable variables
b. refrain from "fine tuning" the strategy
c. look for both positive and negative feedback
d. consider no problems with the government to be a form of negative feedback
33. Which of the following is a recommended strategy for retailers when consumers select the
outlet first and the brand second?
a) Appropriate pricing
b) Brand availability advertising
c) Brand image management
d) Price special on brands
e) Co-op ads featuring brands
34. Which of the following types of retail businesses have unlimited liability?
a. Partnership and sole trader
c. Private company and sole trader
b. Partnership and private company
d. Private company and public company
35. Any source of products or services for consumers is referred to as a .
a) Retail outlet
b) Contact point
c) Transaction point
d) Distribution outlet
e) Channel outlet
36. The retailer is usually in an excellent position to
a. Make the most profits in the channel
c. Gain feedback from consumers
b. Be the channel leader
d. Co-ordinate the production strategy
37. Consumers acquiring product through mail, telephone, or computer orders is referred to as
.
a) Outsourcing c) Non-traditional shopping
b) Outlet shopping
d) In-home shopping
38. Which of the following is the major reason consumers give for shopping online?
a) Want product delivered
c) Price
b) Unique merchandise
d) Convenience
39. Which one of the following is NOT a form of direct marketing?
a. catalogue retailing
c. personal selling
b. telemarketing
d. direct mail
40. The major reason people give for not shopping on the Internet is .
a) Lack of “touch” c) Too difficult

b) Security concerns d) Unfamiliar merchants
41. The difference between retail and cost is called:
a. profit c. income
b. markdown d. markup
42. Expenses that benefit the entire store are
called:
c. indirect
a. controllable
d. Margin results
b. direct
43. Consumers who browse and/or purchase in more than one channel are known as .
a) cosmopolitan
c) multi-taskers
b) Multi-channel shoppers
d) Market mavens
44. In which of the following retailers are salespeople ready to assist in every phase of the
locate-compare-select process?
a. self-service. b. self-selection.
c. limited
service.
d. full service.
45. The fastest growing segment of retailing is .
a. nonstore retailing c. hypermarkets

b. warehouse stores d. Category killers
46. The most important retail marketing decision a retailer has to make is to .
a. identify its target market
b. choose the right service response it wants to support
c. select the service mix
d. Develop a nice store atmosphere
47. _ includes all of the activities involved in selling goods or services to those
who buy for resale or business use.
a. retailing c. bartering
b. wholesaling d. Purchasing
48. A concept in retailing that helps explain the emergence of new retailers is called the
_ hypothesis.
a. retail life cycle c. service-assortment
b. wheel-of-retailing d. Product life cycle
49. Merchandising and display are an important part of the marketing plan and should have a
reasonable budget allocated, even for a retailer operating on a ..........
a. corner. c. limit.
b. dime. d. Shoestring.
50. A retailer’s is the key to its ability to attract customers.
a. location. c. promotion system.
b. pricing system. d. Store personnel.
51. Which of the following is NOT an example of non-store retailing?
a. mail order. c. department store
b. party plan d. Catalogue shop.
52. The word Retail is derived from the-----word
a. latin c. english
b. french d. none of these
53. In retailing there is a direct interaction with------- c. wholesaler
a. producer d. all of these
b. customer
54. Retailing creates------- c. ownership utility
a. time utility d. all of these
b. place utility
55. Retailing is a marketing function which ----
a. sells products to other business

c. sells products to final consumers b. sells products to a company that resells em
d. sells products for one’s own use

Answers
1.b 2.c 3.a 4.d 5.b 6.b 7.a 8.a 9.c
10.b 11.c 12.d 13.d 14.a 15.d 16.c 17.c 18.c
19.d 20.d 21.a 22.b 23.b 24.d 25.c 26.b 27.c
28.b 29.a 30.d 31.d 32.c 33.a 34.a 35.a 36.c
37.d 38.d 39.c 40.b 41.d 42.c 43.b 44.d 45.a
46.a 47.b 48.b 49.d 50.a 51.d 52.a 53.d 54.d
55.c
Sathye Subject: Retail Management

Answer the following Questions
1) is the process by which a retailer attempts to offer the right quantity of
the right merchandise in the right place at the right time and meet the company’s
financial goals
a. Merchandise management
b. Procurement
c. Distribution
d. Sales Management
2) A is the smallest unit available for inventory control

a. Assortment
b. Category
c. Stock-keeping unit
d. Merchandise
3) Merchandise that has high demand for a relatively short period of time is referred to
as
a. Staple merchandise
b. Fad merchandise
c. Fashion merchandise
d. Assortment
4) enjoy popularity for a limited period of time and usually generate a high
level of sales for a short tim
a. Fads
b. Staples
c. Necessities
d. Fashion
5) is the combination of all products made available in a store and a set of

products offered within a product category
a) Merchandise
b) SKU
c) Assortment
d) Fad
6) The gives the precise items and quantities that need to be purchased for each
merchandise line
a. Model Stock Plan
b. Category
c. Assortment
d. Merchandise
7) brands target price-sensitive segment by offering no-frills product at a
discount price
a) Generic
b) Copy cat
c) Premium
d) Traditional
8) go from one store to another, buying only items that are on special
discounts
a. Cherry pickers
b. Copy cat
c. Assortment
d. Rich person
9) Super Market is example of what kind of retailing

a. Modern Retailing
b. Mom & Pop Store
c. Online & TV Shopping
d. Direct Marketing
10) Speciality Store is an example of what kind of retailing

a. Online & TV Shopping
b. Mom & Pop Store
c. Modern Retailing
d. Direct Marketing
11) What category will Hypermarket be considered in

a. Modern Retailing
b. Mom & Pop Store
d. Direct Marketing
12) Grocery Stores will come under which category of retailing

a. Modern Retailing
b. Mom & Pop Store
d. Direct Marketing
RETAIL MANAGEMENT
UNIT 1- RETAIL MANAEGEMENT – AN OVERVIEW
1) process integration aims to eliminate redundancies inconsistencies among the multiple
processes that an organization uses to conduct its day to day activities
(a) Business
(b) Customer
(c) Sales
(d) Profit
2) is an electronic communication system that provides standards for exchanging data via any
electronic means.
(a) MIS
(b) EDI
(c) E-commerce
(d) (d) E – Retailing
3) An system is used by retailers for displaying product pricing on shelves.

(a) MIS
(b) EDI
(c) ESL
(d) E – Retailing
4) has today become a major business model in the retailing industry.

(a) Retailing
(b) Sales
(c) Franchising
(d) Profit
5) A franchise business eliminates the risk of from a completely new business.

(a) Learning
(b) Practising
(c) Achieving
(d) Acquiring
6) Many retailers across the world run ongoing recycling programmes to encourage consumers to
return items that are
(a)No longer use
(b) In use
(c) Sometime use
(d) None of the above
7) is a major component of solid waste that a retailer generates in the environment.

(a) Branding
(b) Labelling
(c) Packaging
(d) Naming
MODULE 2- RETAIL CONSUMER AND RETAIL STRATEGY

33) is the data that the retailer can use for a specific purpose.
(a) Secondary data
(b) Primary data
(c) Internal data
(d) None of them
34) In terms of Purchasing power parity India is considered to be the largest economy.
(a) Second
(b) Third
(c) Fourth
(d) Fifth
35) The concept of CRM is fold.

(a) Two
(b) Three
(c) Four
(d) Five
36) is a strategic approach that is concerned with creating improved shareholder value through the
development of appropriate relationships.
(a) Strategic Management
(b) CRM
(c) Innovation
(d) Selling
37) strategy can be defined as "a clear and definite plan that the retailer outlines to tap the market and
build a long-term relationship with the consumers."
(a) Sales
(b) Retail
(c) Wholesale
(d) Supply
38) is a strategy adopted by the firm when it seeks to achieve growth with the existing products in the
market segments that it operates in.
(a)Market penetration
(b) Skimmimg
(c) Market development
(d) Exit
39) The grows by diversifying into new businesses by developing new products for new
markets. (a)Supplier
(b) Retailer
(c) Distributor
(d) Agent
40) Marketing is the systematic gathering, recording and analysis of data about problems relating
to the marketing of goods and services.
(a) Management
(b) Research
(c) Control
(d) Information system
41) programs are part of an overall CRM program.

(a) Loyalty
(b) Marketing
(c) Customer
(d) Annual
42) A is a refund of part of an item's purchase price.

(a) Rebate
(b) Discount
(c) Sales promotion
(d) Offer
43) is a payment for services rendered to an organization by an employee.

(a) Gratuity
(b) Compensation
(c) Pension
(d) Loan
(75) The choice of the of the store again depends on the audience and the kind of merchandise to
be sold.
(a) Location
(b) Product
(b) Store
(d) Employees
76) The step in arriving at a decision on retail location is to identify the markets attractive to a retailer.
(a) Second
(b) Third
(c) First
(d) Fourth
77) The first step in arriving at a decision on retail location is to identify the market to a retailer.
(a) culture
(b) structure
(c) attractiveness
(d) goodwill
78) Understanding the features of the is integral to developing marketing strategy.

(a) Population
(b) Customer
(c) Management
(d) Organisation
79) is the process of critically evaluating the operations, duties, responsibilities of a specific job.
(a) Job Analysis
(b) Job searching
(c) Job Creating
(d) None of them
80) The step of job analysis process includes collecting factual information relating to the job.
a) Second
b) Third
c) First
d) Fourth
81) Buying decision process starts with

(a) Recognition of Needs
(b) Purchase Decision
(c) Evaluation of Alternatives
(d) Post Purchase Decision
82) A opportunity employs the existing retailing format in new market segments.
a) market segmentation
(b) diversification
(c) market expansion
(d) market generation
83) is a type of store location may be another premium choice, just like malls.
(a) Home based
(b) Free standing location
(c) Downtown area
(d) Elite
84) has identified various elements that go into the composition of a value chain.
(a) Philip Kotler
(b) Michael Porter
(c) Darwin
(d) Henri Fayol
85) A is a group of customers who are bound together by their loyalty to a retailer and the activities in
which the retailer engages.
(a) Focus group
(b) Frequent shopper
(c) Retail brand community
(d) Consistent buyers
86) is a clear and definite plan outlined by the retailer to tap the market
(a) Retail strategy
(b) Diversification
(c) Retail format
(d) Expansion
87) The provides a clear sense of direction for the organization and distinguishes the firm from
all others
(a) mission statement
(b) brand equity
(c) penetration strategy
(d) pricing
88) The defines a series of actions that enable businesses to sell their products to customers.
(a) Retail Value Chain
(b) Retail Format
(c) Brand Value
(d) Customer loyalty
89) include activities associated with receiving, storing and discriminating inputs to the product.
(a) Inbound Logistics
(b) Outbound Logistics
(c) Operations
(d) Supply chain management
90) include the activities associated with collecting, storing and physically distributing the product to
buyers.
(a)Inbound Logistics
(c) Operations
(d) Sales management
91) Shopping Mall is an example of location

(a) Free standing
(b) Destination
(c) Traditional
(d) Down Town
92) are small selling spaces, typically located in the walkways of enclosed malls, airports,
college campuses, or office building lobbies.
(a) Merchandise kiosks
(b) Free standing
(c) Shopping Centres
(d) Departmental store
93) A is a group of retail and other commercial establishments that are planned, developed, owned,
and managed as a single property.
(a) shopping centre
(b) merchandise kiosks
(c) Free standing location
(d) Department store
94) are unlimited in nature, which clearly states that consumer is faced with problem.
(a) Problems
(b) Needs
(c) Attitudes
(d) None of them
95) characteristics impact how consumers shop and what goods they purchased.
(a) Political
(b) Economic
(c) Cultural
(d) Technological
96) is the "systematic gathering, recording and analysis of data about problems relating to the
marketing of goods and services.
(a) Market development
(b) Market modification
(c) Marketing Management
(d) Marketing Research
97) research provides the correct and latest information for arriving at sound marketing decisions.
(a) Market
(b) Brand
(c) Product
(d) Behaviour
98) psychology is the study of human responses to product and service related information and
experiences.
(a) Buyer
(b) Consumer
(c)Retailer
(d)Manufacturer
99) A customer will do mouth publicity and will attract many more towards the product.
(a) Unsatisfied
(b)Satisfied
(c) Delighted
(d) Frustrated
(a) Recognition of needs
(b) Purchase decision
(c)Evaluation of
alternatives
(d) Post purchase decision
101) Factor influences a retail shopper in the buying process.

(a) Merchandise range
(b) Travel time
(c) Location
(d) All the above
102) Nowadays companies centric evolve increasing from product-or campaign centric value to centric
increasing the lifetime value of the customer base.
(a) Producer
(b) Customer
(c) Distributor
(d) None of them
103) Customer Relationship Management is a comprehensive set of and technologies for

managing the relationship with potential current customer across the business functions.
(a) campaign
(b) process
(c) program
(d) decisions
104) is a management approach or model that puts the customer at the core of an organization
processes and practices.
(a) Public Relations
(b) Strategic Management
(c) CRM
(d) Selling
105) involves a direct interface with the customer and the coordination of business activities from
end to end-right from the concept or design stage of a product or offering, to its delivery and post-delivery
service to the customer.
(a) Selling
(b) Wholesaling
(b) Retailing
(d) Managing
106) Loyalty programs are a part of an overall program.

(a) Retail
(b) CRM
(c) Brand
(d) Product
107) can be termed as value addition activity which adds services along with products or goods and then
offer it to personal or family use.
(a) Manufacturer
(b) Retailing
(c) Servicing
(d) Management
108) management automates and integrates the planning, execution, assessment, and refinement of
possibly tens to hundreds of highly segmented campaigns that run monthly, weekly, daily, or
intermittently.
(a) Point of sales
(b) Frequent shopper program
(c) Campaign
(d) CRM
109) helps in maintaining relationship by utilizing IT for periodical e-mailing, SMS, greetings,
promotional letters and personal calling.
(a) Point of sales
(c) Campaign
(d) CRM
110) provide the ways to gather lead contact information, house it, use it for communication purposes
and run reports on the data researchers have collected.
(a) Point of sales
(b) Customer analytics
(c) Campaign
(d) CRM
111) management is a tactically driven approach based on customer behaviour.

(a) Point of sales
(c) Campaign
(d) Customer retention
112) offer various incentives and rewards to consumers on the basis of cumulative purchases from
a given provider, be it a store, a service, or a manufacturer.
(a) Point of sales
(c) Campaign
113) Customer means that customers are committed to shopping at retailer's locations.
(a) Attention
(b) Delight
(c) Loyalty
(d) Relations
114) A market opportunity involves directing investments toward existing customers using the present
retailing format.
(a) penetration
(b) development
(c) research
(d) environment
115) A opportunity involves a new retail format directed toward a market segment that is not presently
being served.
(a) Expansion
(b) Diversification
(c) Acquisition
(d) Sales
116) A opportunity employs the existing retailing format in new market area.
(a) Expansion
(b) Diversification
(c) Acquisition
(d) Sales
117) is diversification by retailers into wholesaling or manufacturing.

(a) Forward integration
(b) Horizontal integration
(c) Vertical integration
(d) Concentration
118) A rebate is a of part of an item's purchase price.

(a) scheme
(b) refund
(c) benefit
(d) discount
119) are digital or printed documents that are distributed by retailers and manufacturers.
(a) Coupons
(b) Offers
(c) Schemes
(d) None of them
120) A format is the retailer's type of retail mix.

(a) Retail
(b)Manufacture
(c)Selling
(d) Wholesale
121) A competitive advantage is an advantage over competition that is not easily copied and thus can
be maintained over a long time.
(a) Sustainable
(b) Unsustainable
(c) Attainable
(d) Unattainable
122) Customer loyalty means that customers are committed to at retailer's locations.
(a) promotion
(b) seller
(c) shopping
(d) hang out
123) A opportunity involves directing investments toward existing customers using the present
retailing format.
(a) Market segmentation
(b) Market penetration
(c) Diversification
(d) Market generation
124) A Diversification opportunity involves a retail format directed toward a market segment that is not
presently being served.
(a) new
(b) old
(c) existing
(d) modern
125) is an area set aside into which all the items and materials required for production and/or
for sales/distribution are received.
(a) Outlet
(b) Market
(c) Store
(d) Showroom
126) The store location should have high

(a) demand
(b) visibility
(c) price
(d) turnover
127) are based on group discussions and interviews

(a) Recruitment
(b) Applications
(c) Promotions
(d) Selections
128) Compensation is payment for services rendered to an organisation by an

(a) shareholder
(b) customer
(c) employee
(d) competitor
128) A has many retailers competing with each other under one roof.
(a) Mall
(c) Downtown area
(d) Home based
129) is a type of retail location is basically any standalone building.
(a) Mall
(b) Home based
(c) Downtown area
(d) Free standing location
(a) Home based
(c) Downtown area
(d) Mall
131) or stores are an inexpensive option but in such a business, growth may be restricted.
(a) Mall
(c) Downtown area
(d) Home based
MODULE 3- MERCHANDISE MANAGEMENT AND PRICING

132) management is concerned with the planning and controlling of the retailers inventories.
(a) Store
(b) Merchandise
(c) Sales
(d) Vendor
133) is important because merchandise to be sold in the future must be bought now.
(a) Planning
(b) Organizing
(c) Directing
(d) Controlling
(134) communication comprises of graphics, signs and theatrical effects.

(a) Formal
(b) Informal
(c) Visual
(d) External
135) oriented presentation is a method of presenting merchandise based on a specific idea or the
image of the store.
(a) Service
(b) Product
(c) Idea
(d) Brand
136) The primary purpose of fixtures are to efficiently hold and merchandise.
(a) display
(b) promote
(c) protect
(d) preserve
137) A rounder is also known as a fixture or capacity fixture.
(a) heavy
(b) light
(c) static
(d)bulk
(138) Sharing of with the vendors often goes a long way in creating a sense of responsibility and
involvement among them.
(a) funds
(b) information
(c) products
(d) services
(139) means collection of variety of products available in a store.

(a) Categorising
(b) Pricing
(c) Assortment
(d) Planning
140) pricing means establishing merchandise prices to drive competition away from market place.
(a) Skimming
(b) Predatory
(c) Penetration
(d) Odd-even
141) labels today play an important role in many of the retailer’s strategy.
(a) Organisational
(b) Business
(c) Private
(d) Informal
142) is the planning and control of the merchandise inventory of the retailer firm.
(a) Assortment Planning
(b) Merchandise Planning
(c) Store Management
(d) Vendor Management
143) is the projection of achievable sales revenue, based on historical sales data, analysis of
market surveys and trends and salesperson's estimates.
(a) Sales Forecast
(b)Increasing Sales
(c) Profit Earning
(d) Store Management
144) Analysing the changes in the is now necessary to relate the demographic changes in the market to
that of the store and the products to be sold.
(a) Sales Forecast
(b)Increasing Sales
(c) Profit Earning
(d) Sales potential
145) The hierarchy forms the platform needed to create the store merchandise mix.
(a) Merchandise
(b) Sales
(c) Goods
(d) Product
146) involves determining the quantities of each product that will be purchased to fit into the overall
merchandise plan.
(147) Advertising agency Young and Rubicam (Y&R) developed a model of brand equity called
(a) NAV
(b) VAV
(c) CRM
(d) BAV
148) is referred to as reduction from the original retail price of an offering to meet the lower price
of another retailer.
(a) Psychological
(b) Discount
(c) Variable
(d) Markdown
149) is the process by which a retailer attempts to offer the right quantity of the right
merchandise in the right place at the right time and meet the company's financial goals
(a) Merchandise management
(b) Procurement
(c) Distribution
(d) Supply chain
150) A is the smallest unit available for inventory control.

(a) Assortment
(b) category
(c) stock keeping unit
(d) none of them
151) Merchandise that has high demand for a relatively short period of time is referred to as
(a) Staple merchandise
(b) Fad merchandise
(c) Fashion merchandise
(d) seasonal products
152) enjoy popularity for a limited time and usually generate a high level of sale for short time.
(a)Fads
(b) Staples
(c) Necessities
(d) All of the above
153) is the combination of all products made available in a store and a set of products offered within a
product category.
(a) Merchandise
(b) SKU
(c) Assortment
(d) Category
154) The gives the precise items and quantities that need to be purchased for each merchandise line
(a) Model Stock Plan
(b) Category
(c) Assortment
(d) Alignment
155) brands target price-sensitive segment by offering no-frills product at a discount price.
(a) Generic
(b) Copy cat
(c) Premium
(d) Niche
156) go from one store to another, buying only items that are on special discounts
(a) Cherry pickers
(b) Smart buyers
(c) Selective shoppers
(d) Speculators
157) refers to the various activities which contribute to the sale of products to the consumers for
their end use.
(a) Assorting
(b) Supplying
(c) Merchandising
(d) Purchasing
158) forecasting is a self-assessment tool for a company.

(a) Future
(b) Sales
(c) Supply
(d) Retail
159) Assortment means collection of variety of available in a store.

(a) people
(b) products
(c) prices
(d) promotions
160) management is a term describing a method of managing retail operations.

(a) Product
(b) Brand
(c) Category
(d) Operations
161) factors includes the level of demand, economic condition, competition, trade cycle, etc.
(a) Political
(b) Economic
(c) Social
(d) Technological
162) factors such as the development of e-commerce development of information, development of

the internet have brought changes.
(a) Political
(b) Organizational
(c) Technological
(d) Legal
163) includes policies, rules, regulations, power and control

(a) Political and legal
(b) Organizational
(c) Technological
(d) Economic
164) factors also affect the institutional buying behaviour which includes the buying objective, policies,
process, and organization.
(a) Political
(b) Organizational
(c) Technological
(d) Legal
165) agency Young and Rubicam (Y&R) developed a model of brand equity called BAV
(a) Private
(b) Corporate
(d) Real Estate
(d) Advertising
166) management means maintaining basic required stocks to fulfil consumer demands.
(a) Inventory
(b) Store
(c) Category
(d) Retail
167) Fad products enjoy popularity and generate lot of sales in a span of time and later go out of fashion.
(a) long
(b) medium
(c) short
(d) normal
168) is the sum of money at which a thing is valued, or value which a seller sets on his goods in market.
(a) Cost
(b) Value
(c) Price
(d) Offer
169) cost includes cost of buying merchandise, cost of running business, promotional cost etc.
(a) Operational
(b) Fixed
(c) Marginal
(d) Average
(170)Predatory pricing means establishing merchandise prices to drive away from market place.
(a) Suppliers
(b) Distributors
(c) Competitors
(d) Retailers
171) pricing strategy demands continuity of retail prices below the MRP mentioned on the goods.
(a) Predatory
(b) EDLP
(c) Skimming
(d) Psychological
172) price fixing involves agreements to fix prices between parties at different levels of the same
marketing channel.
(a) Vertical
(b) Horizontal
(b) Psychological
(d) Concentrated
173) pricing is used when prices are set to a certain level where the consumer perceives the price to be
fair.
(a) EDLP
(b) Psychological
(c) Predatory
(iv) Discount
174) Vertical price fixing involves agreements to fix prices between different participants of same chain
(a) product
(b) retail
(c) supply
(d) none of them
175) A policy of pricing goods at different levels for different customers or sales events at different times-
(a) EDLP
(b) Psychological
(c) Variable
(d) Discount
176) is referred to as reduction from the original retail price of an offering to meet the lower price of
another retailer.
(a) Psychological
(b) Variable
(c) Discount
(d) Markdown
177) Name the pricing in which two or more products are combined to sell together at single price.
(a) Prestigious pricing
(b) Predatory pricing
(c) Multi unit pricing
(d) Price bundling
178) pricing is the pricing in which the retailer initially sets a relatively higher price and then
gradually reduces the price.
(a) Skimming
(b) Prestigious
(c) Loss Leader
(d) Penetration
179) is the pricing in which retailer sets relatively low price as compared to competitors during entry
level.
(a) Predatory
(b) Penetration
(c) Prestigious
(d) Psychological
180) pricing uses a high price to convey a distinct image in the minds of consumers.
(a) Predatory
(b) Skimming
(c) Prestige
(d) Mark-up
181) EDLP stands for _ Low pricing

(a) Each Day
(b) Early Day
(c) Even
(d) Every
182) In pricing retailers sell goods at manufacturer suggested retail price.

(a) Vendor
(b) Supplier
(c) Distributor
(d) Agency
183) pricing simply means pricing below competition level.

(a) Discount
(b) Variable
(c) Vendor
(d) Competitive
184) Price and variable pricing is one and the same thing.
(a) Fluctuation
(b) Discrimination
(c) Adjustment
(d) None of them
185) Setting a single price for the purchase of two or more units of the same product is known as
(a) Price bundling
(b) Combine Pricing
(c) Mixed pricing
(d) Multi unit pricing
186) is the supplier who works in as a partner of sharing advices and market insight with the retailer.
(a) Category Captain
(b) Market Captain
(c) Resource allocator
(d) Category Manager
187) pricing is the pricing where sellers to fix a odd price like 49 or 99.
(a) Loss Leader
(b) Odd
(c) Even
(d) Sensitive
188) Private Label is also known as

(a) Store Branding
(b) Store Labelling
(c) Store channelling
(d) Store Pricing
MODULE 4- MANAGING AND SUSTAINING RETAIL

189) A is the person ultimately responsible for the day to day operations of a retail store
(a) Marketing manager
(b) Store Manager
(c) Warehouse operator
(d) Operations Head
190) For a customer, a store needs to be to navigate

(a) Difficult
(b) Complex
(c) Simple
(d) Large
191) Many a times, it is the exterior look of the store that draws a to the store
(a) employee
(b) customer
(c) competitor
(d) supplier
192) is the function of the aesthetics within the store.

(a) Exterior store design
(b) Interior store design
(c) In store design
(d) None of them
Model College TYBMS- Marketing Retail Management Vijay Bhojwani
Sem VI
193) is not a tool used for visual merchandising.
(a) Colour combination
(b) Fixtures
(c) Fragrance
(d) Lighting
194) Windows, Aisle space, walls, dressing room are a part of areas.
(a) Style
(b) Fashion
(c) Grooming
(d) Feature
195) refers to the goods or merchandise kept on the premises of a store.

(a) Stock
(b) Space
(c) Standard
(d) System
196) In a display the customer is encouraged to look at merchandise but able to touch it.
(a) Open
(b) Closed
(c) Case
(d) Unique
197) Business reflects the philosophy of business and the aim is to determine the purpose of the
company.
(a) values
(b) Philosophy
(c) Ethics
(d) culture
198) HRM includes recruitment and selection of appropriate employees at various levels to perform day-to-day
operations of a organisation.
(a) Retail
(b) Systematic
(c) Formal
(d) Informal
199) is the entry level post of retail business.

(a) Retail Manager
(b) Retail Buyer
(c) Customer sales associate
(d) Store manager
200) refers to the variety of goods in one product line.

(a) Breadth
(b) Depth
(c) Assortment
(d) Category
8) identifies the items using a tag, which is made up of a microchip with a coiled antenna, and
a reader with an antenna.
(a) Electronic surveillance
(b) EDI
(c) FDI
(d) RFID
9) An is a system used by retailers to display product price and information on the shelves.
(b) Electronic shelf
(c) EDI
(D) FDI
10) is a form of foreign investment which comes in form of physical set up of plant in the
country where investor wishes to invest.
(a) FII
(b) FPI
(c) FDI
(d) IIP
11) is the most preferred mode through which foreign players have entered the Indian market.
It is the easiest route to enter the Indian market.
(a) FII
(b)Franchising
(c) FDI
(d) IIP
12) is a powerful tool for retail supply chain management.

(a)Data Mining
(b) Data Structuring
(c) Data Management
(d) None of them
13) A wireless can enable secure voice communication that is free from interference, operates in
unlicensed spectrum, and is encrypted to prevent eaves dropping.
(a) RAM
(b) ROM
(c) LAN
(d) Router
14) is the use of electronic and digital equipment for monitoring retail stores in the form of
CCTV equipment.
(b)RFID
(c) EDI
(d)FDI
15) Retail is the stage of any economic activity.
(a) First
(b) Last
(c) mid
(d)Random
16) Marketers see the process of retailing as a necessary part of their overall strategy.
(a) distribution
(b) production
(c) purchasing
(d) stocking
17) McDonalds is an example of franchise.

(a) product
(b) manufacturing
(c) business format
(d) Social
18) retailers purchase manufacturers' seconds, overruns or off seasons at a deep discount.
(a) General
(b) Off price
(c) catalogue
(d) Franchisee
19) A is a large, self-service retail food store offering groceries, meat as well as some non-food
items, such as health and beauty products and general merchandise.
(a) Kiryana store
(b) Hyper market
(c) Supermarket
(d) Convenience store
20) A stock items ranging from groceries, hardware, and sports equipment to furniture and
appliances to computers and electronics
(a) kiryana store,
(b) hyper market,
(c) supermarket
(d) discount store
21) A store stocks a particular type of merchandise only.

(a) Convenience
(b) Specialty
(c) Departmental
(d) Discount store
22) is defined as the exchange of business information, through standard interfaces, by using
computers.
(a)Bar coding
(b) Electronic label
(c) Electronic Data Interchange
(d) RFID
23) The has been developed and managed on an international basis enabling compatibility for
imported and exported goods.
(a) Electronic Data Interchange
(b) European Article number
(c) Bar code
(d) ERP
24) is fast transforming the way business is being conducted and monitored across the supply
chain.
(a) Radio Frequency Identification Device
(b) Electronic Label
(c)Electronic
surveillance
(d) Enterprise Resource Planning
25) Radio Frequency Identification was invented in 1948 by

(a) Henry Fayol,
(b) Harry German
(c) Harry Stockman
(d) F.W. Taylor
26) The owns the trademark/ product/ service and licenses the trademark to another party.
(a) Franchisor
(b) Franchisee
(c) Franchise
(d) Entrepreneur
27) The word 'retail' is derived from the word Retaillier which means 'to cut a piece off' or 'to
break bulk'
(a) German
(b) French
(c) Greek
(d) Spanish
28) consists of all activities involved in the marketing of goods and services.
(a) Retailing
(b) Selling
(c) Manufacturing
(d) Sourcing
29) Retailing involves a direct interaction with of goods or services in the value chain
(a) Distributors
(b) end users
(c) suppliers
(d) None of them
30) of retail stores plays an important role compared to other business units.
(a) Interior
(b) Exterior
(c) Location
(d) Furniture and Fixtures
31) perform important functions that increases the value of the products and services they sell
to consumers.
(a)Retailers
(b) Suppliers
(c) Stockist
(d) Distributors
(32) is basically a method of managing the retail business with an intention of improvising the sales
and profits of a category.
(a) Vendor Management
(b) Category management
(c) Demand forecasting
(d) Procurement
44) is the formulation of methodologies and tools that help businesses handle customer relationships
in a practical and a structured way.
(a) CRM
(b) ERP
(c) ESL
(d) None of them
45) is the management and control by an entity, of a third party which supplies goods and services to
that entity.
(a) Category Management
(b) Vendor management
(c) Sales Management
(d) Store Managament
46) refers to the traditional formats of low-cost retailing.

(a) Organised retailing
(b) Unorganised retailing
(c) Self retailing
(d) Official retailing
47) refers to trading activities undertaken by licensed retailers, that is, those who are registered for
sales tax, income tax etc.
(a)Organised retailing
(b) Unorganised retailing
(c) Self retailing
(d) Official retailing
48) is the sale of goods and services through the Internet.
(a) Store Retailing
(b) Catalogue Retailing
(c) Quick Retailing
(d) Electronic retailing
49) refers to the technology of the production, storage and communication of information
using computers and micro-electronics.
(a) I.T.
(b) Sales
(c) Production
(d) Supply
50) RFID stands for Frequency Identification Device.

(a) Remote
(b) Radio
(c) Real
(d) Random
51) means sale of goods or commodities in small quantities directly to consumers.

(a) Wholesale
(b) Distribution
(c) Retail
(d) Direct Marketing
52) Retailers sell in quantities as they sell directly to the final consumers.
(a) large
(b) small
(c) medium
(d) fixed
53) The has direct links with the manufacturer and buys goods directly from him.
(a) Retailer
(b) Wholesaler
(c) Consumer
(d) Raw material Supplier
54) industry is one of the fastest changing and vibrant industries in the world.
(a) Manufacturing
(b) Retail
(c) Wholesale
(d) Textile
55) retail sector is holding the larger share of the retail market.
(a) Organised
(b) Unorganised
(c) Small
(d) Large
56) For based retailers a store’s physical layout is an important component in creating a retail
experience that will attract customers.
(a) Non- Store
(b) Store
(c) Public
(d) Private
57) Retail management comprises of of goods and services to the consumer

(a) Marketing
(b) Selling
(c) Advertising
58) has initially used 15th August and 26th January as days for giant sales.
(a) Pantaloons
(b) D Mart
(c) Big Bazaar
(d) Zara
59) Local kiryanas, General stores, Hawkers, Paan Bidi shops are a part of sector
(a) Organised
(b) Service
(c) Unorganised
(d) None of them
60) Using more than one channel for selling of the goods to the customer is known as retailing.
(a) Dual
(b) Multi
(c) Versatile
(d) Combine
61) Direct mail, Catalogue marketing and telemarketing are form of marketing.
(a) Niche
(b) Speciality
(c) Digital
(d) Direct
62) stores is a large retail offering wide variety of products under one roof separated by
different departments.
(a) Speciality
(b) Convenience
(c) Departmental
(d) Non store
63) stores are relatively small store located near residential area, open long hours, seven days a week.
(a) Convenience
(b) Departmental
(c) Speciality
(d) Non Store
64) Retailing done without conventional store based locations is called as retailing.
(a) Speciality
(b) Departmental
(c) Convenience
(d) Non Store
65) retailing is a great enabler for remodelling retail organisations around the customer,
reinforcing brand and driving sustainable, profitable growth.
(a) Organised
(b) Unorganised
(c) Convenience
(d) Multi channel
66) Electronic retailing permits

(a) Touch and feel factor
(b) Reduction in set up cost
(c) Point of sale terminal
(d) Visual merchandising
67) E- Commerce is an example of retailing

(a) Non store
(b) Store
(c) Multi
(d) Smart
68) is an example of store retail format

(a) Departmental store
(b) Online marketing
(c) Direct marketing
(d) Catalog marketing
69) Asian sky shop and Naap toll are examples of

(a) Telemarketing
(b) Catalog marketing
(c) Online marketing
(d) Television shopping
70) ATM stands for Automated Machine

(a) Time
(b) Teller
(c) Trial
(d) None of them
71) ATM and ATVM is an example of

(a) Vending machine
(b) Direct marketing
(c) Online marketing
(d) Service marketing
72) is not a function performed by retailer.
(a) Breaking bulk
(b) Holding inventory
(c) Advertising
(d) Sourcing raw material
73) EDI stands for Electronic Data

(a) Interface
(b) Interchange
(c) Interpretation
(d) Information
74) is not a new concept in retail industry

(a) Over the counter sales
(b) Airport retailing
(c) Green retailing
(d) E- tailing

(e) Secondary data
(f) Primary data
(g) Internal data
(h) None of them
(e) Second
(f) Third
(g) Fourth
(h) Fifth

(e) Two
(f) Three
(g) Four
(h) Five
(e) Strategic Management
(f) CRM
(g) Innovation
(h) Selling
(e) Sales
(f) Retail
(g) Wholesale
(h) Supply
(e)Market penetration
(f) Skimmimg
(g) Market development
(h) Exit
(e)Retailer
(f) Distributor
(g) Agent
(e) Management
(f) Research
(g) Control
(h) Information system

(e) Loyalty
(f) Marketing
(g) Customer
(h) Annual

(e) Rebate
(f) Discount
(g) Sales promotion
(h) Offer

(e) Gratuity
(f) Compensation
(g) Pension
(h) Loan
be sold.
(c) Location
(d) Product
(b) Store
(d) Employees
129) The step in arriving at a decision on retail location is to identify the markets attractive to
a retailer.
(e) Second
(f) Third
(g) First
(h) Fourth
130) The first step in
arriving at a decision on retail location is to identify the market to a retailer.
(e) culture
(f) structure
(g) attractiveness
(h) goodwill
131) Understanding the features of the is integral to developing

marketing strategy.
(e) Population
(f) Customer
(g) Management
(h) Organisation
(e) Job Analysis
(f) Job searching
(g) Job Creating
(h) None of them
a) Second
b) Third
c) First
d) Fourth

(e) Recognition of Needs
(f) Purchase Decision
(g) Evaluation of Alternatives
(h) Post Purchase Decision
(e) diversification
(f) market expansion
(g) market generation
(e) Home based
(f) Free standing location
(g) Downtown area
(h) Elite
(e) Philip Kotler
(f) Michael Porter
(g) Darwin
(h) Henri Fayol
(a) Secondary data
(b) Primary data
(c) Internal data
(d) None of them
(a) Second
(b) Third
(c) Fourth
(d) Fifth

(a) Two
(b) Three
(c) Four
(d) Five
(a) Strategic Management
(b) CRM
(c) Innovation
(d) Selling
(a) Sales
(b) Retail
(c) Wholesale
(d) Supply
(a)Market penetration
(b) Skimmimg
(c) Market development
(d) Exit
(b) Retailer
(c) Distributor
(d) Agent
(a) Management
(b) Research
(c) Control
(d) Information system

(a) Loyalty
(b) Marketing
(c) Customer
(d) Annual

(a) Rebate
(b) Discount
(c) Sales promotion
(d) Offer

(a) Gratuity
(b) Compensation
(c) Pension
(d) Loan
be sold.
(a) Location
(b) Product
(b) Store
(d) Employees
76) The step in arriving at a decision on retail location is to identify the markets attractive to a retailer.
(a) Second
(b) Third
(c) First
(d) Fourth
77) The first step in arriving at a decision on retail location is to identify the market to a retailer.
(a) culture
(b) structure
(c) attractiveness
(d) goodwill
78) Understanding the features of the is integral to developing marketing strategy.

(a) Population
(b) Customer
(c) Management
(d) Organisation
(a) Job Analysis
(b) Job searching
(c) Job Creating
(d) None of them
a) Second
b) Third
c) First
d) Fourth

(a) Recognition of Needs
(b) Purchase Decision
(c) Evaluation of Alternatives
(d) Post Purchase Decision
(b) diversification
(c) market expansion
(d) market generation
(a) Home based
(c) Downtown area
(d) Elite
(a) Philip Kotler
(b) Michael Porter
(c) Darwin
(d) Henri Fayol
85) A is a group of customers who are bound together by their loyalty to a retailer and the activities in
which the retailer engages.
(a) Focus group
(b) Frequent shopper
(c) Retail brand community
(d) Consistent buyers
86) is a clear and definite plan outlined by the retailer to tap the market
(a) Retail strategy
(b) Diversification
(c) Retail format
(d) Expansion
87) The provides a clear sense of direction for the organization and distinguishes the firm from
all others
(a) mission statement
(b) brand equity
(c) penetration strategy
(d) pricing
88) The defines a series of actions that enable businesses to sell their products to customers.
(a) Retail Value Chain
(b) Retail Format
(c) Brand Value
(d) Customer loyalty
89) include activities associated with receiving, storing and discriminating inputs to the product.
(a) Inbound Logistics
(c) Operations
(d) Supply chain management
90) include the activities associated with collecting, storing and physically distributing the product to
buyers.
(a)Inbound Logistics
(c) Operations
(d) Sales management
91) Shopping Mall is an example of location

(a) Free standing
(b) Destination
(c) Traditional
(d) Down Town
92) are small selling spaces, typically located in the walkways of enclosed malls, airports,
college campuses, or office building lobbies.
(a) Merchandise kiosks
(b) Free standing
(c) Shopping Centres
(d) Departmental store
93) A is a group of retail and other commercial establishments that are planned, developed, owned,
and managed as a single property.
(a) shopping centre
(b) merchandise kiosks
(c) Free standing location
(d) Department store
94) are unlimited in nature, which clearly states that consumer is faced with problem.
(a) Problems
(b) Needs
(c) Attitudes
(d) None of them
95) characteristics impact how consumers shop and what goods they purchased.
(a) Political
(b) Economic
(c) Cultural
(d) Technological
96) is the "systematic gathering, recording and analysis of data about problems relating to the
marketing of goods and services.
(a) Market development
(b) Market modification
(c) Marketing Management
(d) Marketing Research
97) research provides the correct and latest information for arriving at sound marketing decisions.
(a) Market
(b) Brand
(c) Product
(d) Behaviour
98) psychology is the study of human responses to product and service related information and
experiences.
(a) Buyer
(b) Consumer
(c)Retailer
(d)Manufacturer
99) A customer will do mouth publicity and will attract many more towards the product.
(a) Unsatisfied
(b)Satisfied
(c) Delighted
(d) Frustrated
(a) Recognition of needs
(b) Purchase decision
(c)Evaluation of
alternatives
(d) Post purchase decision
101) Factor influences a retail shopper in the buying process.

(a) Merchandise range
(b) Travel time
(c) Location
(d) All the above
102) Nowadays companies centric evolve increasing from product-or campaign centric value to centric
increasing the lifetime value of the customer base.
(a) Producer
(b) Customer
(c) Distributor
(d) None of them
103) Customer Relationship Management is a comprehensive set of and technologies for

managing the relationship with potential current customer across the business functions.
(a) campaign
(b) process
(c) program
(d) decisions
104) is a management approach or model that puts the customer at the core of an organization
processes and practices.
(a) Public Relations
(b) Strategic Management
(c) CRM
(d) Selling
105) involves a direct interface with the customer and the coordination of business activities from
end to end-right from the concept or design stage of a product or offering, to its delivery and post-delivery
service to the customer.
(a) Selling
(b) Wholesaling
(b) Retailing
(d) Managing
106) Loyalty programs are a part of an overall program.

(a) Retail
(b) CRM
(c) Brand
(d) Product
107) can be termed as value addition activity which adds services along with products or goods and then
offer it to personal or family use.
(a) Manufacturer
(b) Retailing
(c) Servicing
(d) Management
108) management automates and integrates the planning, execution, assessment, and refinement of
possibly tens to hundreds of highly segmented campaigns that run monthly, weekly, daily, or
intermittently.
(a) Point of sales
(c) Campaign
(d) CRM
109) helps in maintaining relationship by utilizing IT for periodical e-mailing, SMS, greetings,
promotional letters and personal calling.
(a) Point of sales
(c) Campaign
(d) CRM
110) provide the ways to gather lead contact information, house it, use it for communication purposes
and run reports on the data researchers have collected.
(a) Point of sales
(b) Customer analytics
(c) Campaign
(d) CRM
111) management is a tactically driven approach based on customer behaviour.

(a) Point of sales
(c) Campaign
112) offer various incentives and rewards to consumers on the basis of cumulative purchases from
a given provider, be it a store, a service, or a manufacturer.
(a) Point of sales
(c) Campaign
113) Customer means that customers are committed to shopping at retailer's locations.
(a) Attention
(b) Delight
(c) Loyalty
(d) Relations
114) A market opportunity involves directing investments toward existing customers using the present
retailing format.
(a) penetration
(b) development
(c) research
(d) environment
115) A opportunity involves a new retail format directed toward a market segment that is not presently
being served.
(a) Expansion
(b) Diversification
(c) Acquisition
(d) Sales
116) A opportunity employs the existing retailing format in new market area.
(a) Expansion
(b) Diversification
(c) Acquisition
(d) Sales
117) is diversification by retailers into wholesaling or manufacturing.

(a) Forward integration
(b) Horizontal integration
(c) Vertical integration
(d) Concentration
118) A rebate is a of part of an item's purchase price.

(a) scheme
(b) refund
(c) benefit
(d) discount
119) are digital or printed documents that are distributed by retailers and manufacturers.
(a) Coupons
(b) Offers
(c) Schemes
(d) None of them
120) A format is the retailer's type of retail mix.

(a) Retail
(b)Manufacture
(c)Selling
(d) Wholesale
121) A competitive advantage is an advantage over competition that is not easily copied and thus can
be maintained over a long time.
(a) Sustainable
(b) Unsustainable
(c) Attainable
(d) Unattainable
122) Customer loyalty means that customers are committed to at retailer's locations.
(a) promotion
(b) seller
(c) shopping
(d) hang out
123) A opportunity involves directing investments toward existing customers using the present
retailing format.
(a) Market segmentation
(b) Market penetration
(c) Diversification
(d) Market generation
124) A Diversification opportunity involves a retail format directed toward a market segment that is not
presently being served.
(a) new
(b) old
(c) existing
(d) modern
125) is an area set aside into which all the items and materials required for production and/or
for sales/distribution are received.
(a) Outlet
(b) Market
(c) Store
(d) Showroom
126) The store location should have high

(a) demand
(b) visibility
(c) price
(d) turnover
127) are based on group discussions and interviews

(a) Recruitment
(b) Applications
(c) Promotions
(d) Selections
128) Compensation is payment for services rendered to an organisation by an

(a) shareholder
(b) customer
(c) employee
(d) competitor
128) A has many retailers competing with each other under one roof.
(a) Mall
(c) Downtown area
(d) Home based
129) is a type of retail location is basically any standalone building.
(a) Mall
(b) Home based
(c) Downtown area
(d) Free standing location
(a) Home based
(c) Downtown area
(d) Mall
131) or stores are an inexpensive option but in such a business, growth may be restricted.
(a) Mall
(c) Downtown area
(d) Home based
MODULE 3- MERCHANDISE MANAGEMENT AND PRICING

132) management is concerned with the planning and controlling of the retailers inventories.
(a) Store
(b) Merchandise
(c) Sales
(d) Vendor
133) is important because merchandise to be sold in the future must be bought now.
(a) Planning
(b) Organizing
(c) Directing
(d) Controlling
(134) communication comprises of graphics, signs and theatrical effects.

(a) Formal
(b) Informal
(c) Visual
(d) External
135) oriented presentation is a method of presenting merchandise based on a specific idea or the
image of the store.
(a) Service
(b) Product
(c) Idea
(d) Brand
136) The primary purpose of fixtures are to efficiently hold and merchandise.
(a) display
(b) promote
(c) protect
(d) preserve
137) A rounder is also known as a fixture or capacity fixture.
(a) heavy
(b) light
(c) static
(d)bulk
(138) Sharing of with the vendors often goes a long way in creating a sense of responsibility and
involvement among them.
(a) funds
(b) information
(c) products
(d) services
(139) means collection of variety of products available in a store.

(a) Categorising
(b) Pricing
(c) Assortment
(d) Planning
140) pricing means establishing merchandise prices to drive competition away from market place.
(a) Skimming
(b) Predatory
(c) Penetration
(d) Odd-even
141) labels today play an important role in many of the retailer’s strategy.
(a) Organisational
(b) Business
(c) Private
(d) Informal
142) is the planning and control of the merchandise inventory of the retailer firm.
143) is the projection of achievable sales revenue, based on historical sales data, analysis of
market surveys and trends and salesperson's estimates.
(a) Sales Forecast
(b)Increasing Sales
(c) Profit Earning
(d) Store Management
144) Analysing the changes in the is now necessary to relate the demographic changes in the market to
that of the store and the products to be sold.
(a) Sales Forecast
(b)Increasing Sales
(c) Profit Earning
(d) Sales potential
145) The hierarchy forms the platform needed to create the store merchandise mix.
(a) Merchandise
(b) Sales
(c) Goods
(d) Product
146) involves determining the quantities of each product that will be purchased to fit into the overall
merchandise plan.
(147) Advertising agency Young and Rubicam (Y&R) developed a model of brand equity called
(a) NAV
(b) VAV
(c) CRM
(d) BAV
148) is referred to as reduction from the original retail price of an offering to meet the lower price
of another retailer.
(a) Psychological
(b) Discount
(c) Variable
(d) Markdown
149) is the process by which a retailer attempts to offer the right quantity of the right
merchandise in the right place at the right time and meet the company's financial goals
(a) Merchandise management
(b) Procurement
(c) Distribution
(d) Supply chain
150) A is the smallest unit available for inventory control.

(a) Assortment
(b) category
(c) stock keeping unit
(d) none of them
151) Merchandise that has high demand for a relatively short period of time is referred to as
(a) Staple merchandise
(b) Fad merchandise
(c) Fashion merchandise
(d) seasonal products
152) enjoy popularity for a limited time and usually generate a high level of sale for short time.
(a)Fads
(b) Staples
(c) Necessities
153) is the combination of all products made available in a store and a set of products offered within a
product category.
(a) Merchandise
(b) SKU
(c) Assortment
(d) Category
154) The gives the precise items and quantities that need to be purchased for each merchandise line
(a) Model Stock Plan
(b) Category
(c) Assortment
(d) Alignment
155) brands target price-sensitive segment by offering no-frills product at a discount price.
(a) Generic
(b) Copy cat
(c) Premium
(d) Niche
156) go from one store to another, buying only items that are on special discounts
(a) Cherry pickers
(b) Smart buyers
(c) Selective shoppers
(d) Speculators
157) refers to the various activities which contribute to the sale of products to the consumers for
their end use.
(a) Assorting
(b) Supplying
(c) Merchandising
(d) Purchasing
158) forecasting is a self-assessment tool for a company.

(a) Future
(b) Sales
(c) Supply
(d) Retail
159) Assortment means collection of variety of available in a store.

(a) people
(b) products
(c) prices
(d) promotions
160) management is a term describing a method of managing retail operations.

(a) Product
(b) Brand
(c) Category
(d) Operations
161) factors includes the level of demand, economic condition, competition, trade cycle, etc.
(a) Political
(b) Economic
(c) Social
(d) Technological
162) factors such as the development of e-commerce development of information, development of

the internet have brought changes.
(a) Political
(b) Organizational
(c) Technological
(d) Legal
163) includes policies, rules, regulations, power and control

(a) Political and legal
(b) Organizational
(c) Technological
(d) Economic
164) factors also affect the institutional buying behaviour which includes the buying objective, policies,
process, and organization.
(a) Political
(b) Organizational
(c) Technological
(d) Legal
165) agency Young and Rubicam (Y&R) developed a model of brand equity called BAV
(a) Private
(b) Corporate
(d) Real Estate
(d) Advertising
166) management means maintaining basic required stocks to fulfil consumer demands.
(a) Inventory
(b) Store
(c) Category
(d) Retail
167) Fad products enjoy popularity and generate lot of sales in a span of time and later go out of fashion.
(a) long
(b) medium
(c) short
(d) normal
168) is the sum of money at which a thing is valued, or value which a seller sets on his goods in market.
(a) Cost
(b) Value
(c) Price
(d) Offer
169) cost includes cost of buying merchandise, cost of running business, promotional cost etc.
(a) Operational
(b) Fixed
(c) Marginal
(d) Average
(170)Predatory pricing means establishing merchandise prices to drive away from market place.
(a) Suppliers
(b) Distributors
(c) Competitors
(d) Retailers
171) pricing strategy demands continuity of retail prices below the MRP mentioned on the goods.
(a) Predatory
(b) EDLP
(c) Skimming
(d) Psychological
172) price fixing involves agreements to fix prices between parties at different levels of the same
marketing channel.
(a) Vertical
(b) Horizontal
(b) Psychological
(d) Concentrated
173) pricing is used when prices are set to a certain level where the consumer perceives the price to be
fair.
(a) EDLP
(b) Psychological
(c) Predatory
(iv) Discount
174) Vertical price fixing involves agreements to fix prices between different participants of same chain
(a) product
(b) retail
(c) supply
(d) none of them
175) A policy of pricing goods at different levels for different customers or sales events at different times-
(a) EDLP
(b) Psychological
(c) Variable
(d) Discount
176) is referred to as reduction from the original retail price of an offering to meet the lower price of
another retailer.
(a) Psychological
(b) Variable
(c) Discount
(d) Markdown
177) Name the pricing in which two or more products are combined to sell together at single price.
(a) Prestigious pricing
(b) Predatory pricing
(c) Multi unit pricing
(d) Price bundling
178) pricing is the pricing in which the retailer initially sets a relatively higher price and then
gradually reduces the price.
(a) Skimming
(b) Prestigious
(c) Loss Leader
(d) Penetration
179) is the pricing in which retailer sets relatively low price as compared to competitors during entry
level.
(a) Predatory
(b) Penetration
(c) Prestigious
(d) Psychological
180) pricing uses a high price to convey a distinct image in the minds of consumers.
(a) Predatory
(b) Skimming
(c) Prestige
(d) Mark-up
181) EDLP stands for _ Low pricing

(a) Each Day
(b) Early Day
(c) Even
(d) Every
182) In pricing retailers sell goods at manufacturer suggested retail price.

(a) Vendor
(b) Supplier
(c) Distributor
(d) Agency
183)pricing simply means pricing below competition level.

(a) Discount
(b) Variable
(c) Vendor
(d) Competitive
184) Price and variable pricing is one and the same thing.
(a) Fluctuation
(b) Discrimination
(c) Adjustment
(d) None of them
185) Setting a single price for the purchase of two or more units of the same product is known as
(a) Price bundling
(b) Combine Pricing
(c) Mixed pricing
(d) Multi unit pricing
186) is the supplier who works in as a partner of sharing advices and market insight with the retailer.
(a) Category Captain
(b) Market Captain
(c) Resource allocator
(d) Category Manager
187) pricing is the pricing where sellers to fix a odd price like 49 or 99.
(a) Loss Leader
(b) Odd
(c) Even
(d) Sensitive
188) Private Label is also known as

(a) Store Branding
(b) Store Labelling
(c) Store channelling
(d) Store Pricing
MODULE 4- MANAGING AND SUSTAINING RETAIL

189) A is the person ultimately responsible for the day to day operations of a retail store
(a) Marketing manager
(b) Store Manager
(c) Warehouse operator
(d) Operations Head
190) For a customer, a store needs to be to navigate

(a) Difficult
(b) Complex
(c) Simple
(d) Large
191) Many a times, it is the exterior look of the store that draws a to the store
(a) employee
(b) customer
(c) competitor
(d) supplier
192) is the function of the aesthetics within the store.

(a) Exterior store design
(b) Interior store design
(c) In store design
(d) None of them
193) is not a tool used for visual merchandising.
(a) Colour combination
(b) Fixtures
(c) Fragrance
(d) Lighting
194) Windows, Aisle space, walls, dressing room are a part of areas.
(a) Style
(b) Fashion
(c) Grooming
(d) Feature
195) refers to the goods or merchandise kept on the premises of a store.

(a) Stock
(b) Space
(c) Standard
(d) System
196) In a display the customer is encouraged to look at merchandise but able to touch it.
(a) Open
(b) Closed
(c) Case
(d) Unique
197) Business reflects the philosophy of business and the aim is to determine the purpose
of the company.
(a) values
(b) Philosophy
(c) Ethics
(d) culture
198) HRM includes recruitment and selection of appropriate employees at various levels to perform day-
to-day operations of a organisation.
(a) Retail
(b) Systematic
(c) Formal
(d) Informal
199) is the entry level post of retail business.

(a) Retail Manager
(b) Retail Buyer
(c) Customer sales associate
(d) Store manager
200) refers to the variety of goods in one product line.

(a) Breadth
(b) Depth
(c) Assortment
(d) Category

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heading=I MIB [2019-2021], SEMESTER II, CORE : RETAIL MANAGEMENT - 253A&qname=253a

Dr.G.R.Damodaran College of Science

1. The word Retail is derived from the------word.

2. Retailer is a person who sells the goods in a---------.

3. The main objective of the management is--------.

4. In retailing there is a direct last with--------------.

6----------activities performed by the retailers.

7. The term stakeholders which includes-------.

8-------represents how a retailer is perceived by consumers and others.

9. The functions of management start with-----.

10. "Management is what a manager does" given by.

11. Human resource management process consists of------.

13gives the nature and requirements of specific jobs.

14is a kind of internal sources of recruitment.

15. Attracting potential employees is more difficult in case of---------.

16is the next step after recruiting the retail personnel.

21. Store security relates to ----.

22. Form of payment which a retailer may accept is ----.

24. The computerized check out is used by -----.

26helps the retailers to face the crisis situations.

27is a key task for both large &small retailers.

29is a warning to potential thieves and muggers.

30. Insurance against--------is more important due to government rules.

31. The factor leading to the growth of retailing is ----.

32. Consumer buying process in retailing involves ----.

33. Atmosphere in retailing refers to ----.

34. E-tailing refers to ----.

35. A multi channel retailer sells merchandise ----.

36. Retailing is a marketing function which ----.

39. The correct statement about chain stores is ----.

52. The boomerang effect is a relatively new phenomenon that describes

53. Discretionary income is.

57. Facilitating institutions may best be described as specialists that.

63. The two objectives of institutional advertising include:.

65. Consumer premiums are considered to be a form of.

66. A transient customer is a consumer who visits a retailer.

67. Merchandise availability is an example of a.

70. Which of the following is not part of a visual communications program

95. A positioning strategy should include the following strategies except.

101. The number of product lines a company carries is called.

114. Eurekha Forbes is popular for its strategy of.

115. Which one of the following is not an element of promotional mix?

D. All of the above.

129. Which of the following is an example of an external threat?

130. Which of the following is an example of an internal strength?

136. How can a firm optimize its environmental opportunities?

146. What are the major determinants of employee motivation?

149forms the basis for the allocation of corporate resources.

B. Stock items, ranging from groceries, hardware,

F. represents how a retailer is perceived by consumers

H. Around 96% of Indian retail sector is whereby majority of

I. has been categorized into two segments such as

J. A is a system used by retailers to display product price

26.A retailer's commitment to a type of business and to a distinctive role in the

a.. objectives c. retailing concept

a) Lack of “touch” c) Too difficult

a. nonstore retailing c. hypermarkets

a. sells products to other business

d. sells products for one’s own use

1.b 2.c 3.a 4.d 5.b 6.b 7.a 8.a 9.c

10.b 11.c 12.d 13.d 14.a 15.d 16.c 17.c 18.c

19.d 20.d 21.a 22.b 23.b 24.d 25.c 26.b 27.c