UNIT 1 2 MARKS 1. What is retailing? 2. Mention the characteristics of retailing. 3. List o t the f nctions of a retailer. !.

. "nlist the acti#ities $erfor%e& '( the retailers. ). Mention the reasons 'ehin& the rise of the retailers. *. +efine channel $o,er. -. +ra, the classification of the foo& ser#ices seg%ent. .. +ra, the classification of the a$$arel seg%ent. /. +ra, the co%$osition of the cons %er & ra'les sector. 10. +ra, the classification of the foot,ear sector. 11. What is 1+I in retail? 12. What are the %etho&s to ,hich international retailer can enter the In&ian retail %ar2et? 13. List o t so%e of the 2e( $la(ers in foo& ser#ices seg%ent. 1!. List o t so%e of the 2e( $la(ers in clothing an& te3tiles seg%ent. 1). List o t so%e of the 2e( $la(ers in cons %er & ra'les sector. 1*. List o t so%e of the 2e( $la(ers in foot ,ear sector. 1-. List o t so%e of the 2e( $la(ers in 4e,eller( retail sector. 1.. List o t so%e of the 2e( $la(ers in 'oo2s5 % sic an& gift retail sector. 1/. List o t so%e of the 2e( $la(ers in f el6$etrol retail sector. 20. +efine #ertical integration. 21. +efine scra%'le& %erchan&ising. 22. +efine retailing conce$t. 23. What is retail strateg(? 2!. What &o (o %ean '( retail %i3? 2). What is %erchan&ising? 10 MARKS 1. 2. 3. !. ). *. -. "3$lain the 2e( &ri#ers of retailing in In&ia. "3$lain the gro,th of organi7e& retailing in In&ia. "3$lain the tren&s in retail for%ats. "3$lain the challenges to retail &e#elo$%ent. "3$lain the retail %anage%ent &ecision $rocess. "3$lain the o$$ort nities in retailing. +isc ss a'o t glo'al retail %ar2et. Also e3$lain the iss es an& challenges facing glo'al retailers. .. "3$lain the tren&s in glo'al retailing. /. "3$lain the conce$t of organi7e& retail. 10. "3$lain the changing face of retailing. 11. "3$lain the si7e of retailing in In&ia ,ith res$ect to an( retail seg%ent of (o r choice. 12. "3$lain the econo%ic significance of retailing.

UNIT 2 2 MARKS 1. What are the critical factors ,hich affect the retail %o&el? 2. Who is an in&e$en&ent retailer? 3. Who is a chain retailer? !. +efine franchising. ). What &o (o %ean '( lease& &e$art%ents? *. What is %eant '( cons %er coo$erati#es? -. What are con#enient stores? .. What is a s $er %ar2et? /. What is a h($er%ar2et? 10. What are s$ecialit( stores? 11. What is %eant '( &e$art%ent store? 12. Who are off8$rice retailers? 13. What is a catalog e sho,roo%? 1!. +efine categor( 2illers. 1). What are ,areho se cl 's? 1*. What is s $er ,areho se store? 1-. What is li%ite& assort%ent store? 1.. What is s $er centre? 1/. What is a ,holesale cl '? 20. What is a &ollar store? 21. What is categor( s$ecialist? 22. What is &irect selling? 23. +efine non store retailing. 2!. What is &irect res$onse %ar2eting? 2). What &o (o %ean '( the ter% 9cash an& carr(:? 2*. +ifferences 'et,een ser#ices an& %erchan&ise retailers. 2-. What is en#iron%ental theor( of retail &e#elo$%ent? 2.. What is c(clical theor( of retail &e#elo$%ent? 2/. What is conflict al theor( of retail &e#elo$%ent? 30. What is electronic retailing? 10 MARKS 1. 2. 3. !. ). *. "3$lain the classification of retail for%ats. "3$lain the conce$t of lifec(cle in retail. "3$lain an( t,o theories of retail &e#elo$%ent. "3$lain in &etail a'o t air$ort retailing. "3$lain in &etail a'o t ser#ices retailing. "3$lain the follo,ing general %erchan&ise retailers an& iss es in#ol#e& in the%.

;i< +e$art%ent stores ;ii< +isco nt stores -. "3$lain the follo,ing general %erchan&ise retailers an& iss es in#ol#e& in the%. ;i< +r g stores ;ii< =ategor( s$ecialists ;iii< >o%e i%$ro#e%ent centers .. "3$lain the follo,ing general %erchan&ise retailers an& iss es in#ol#e& in the%. ;i< ?ff $rice stores ;ii< >($er %ar2ets /. "3$lain the tra&itional ' siness %o&els in In&ian retail. 10. "3$lain the #ario s store for%ats in retail $arlance. 11. +isc ss a'o t foo& retailers an& e3$lain the iss es in foo& retailing. UNIT 3 2 MARKS 1. +efine centrali7ation 2. What are the fo r a$$roaches that retailers se to coor&inate ' (ing an& selling? 3. What is &ecentrali7ation? !. What &o (o %ean '( flattening the organi7ation? ). +efine o tso rcing. *. What are the ses of o tso rcing? -. +efine organi7ation c lt re. .. +efine t rno#er. /. +efine e%$o,er%ent. 10. What is fle3ti%e an& 4o' sharing? 11. What is &i#ersit( training? 12. What is the $ r$ose of %entoring $rogra%s? 13. What is glass ceiling? 1!. What are the >RM f nctions in retail? 1). List o t the training nee&s in retail. 1*. What are the 2e( factors that hel$ in %oti#ating $eo$le in retail? 1-. What are the co%%on ,a(s of recr it%ent in retail? 1.. Wh( is >RM %ore i%$ortant in retailing? 1/. What are the a&#antages an& &isa&#antages of $olicies an& s $er#ision? 20. What are the a&#antages an& &isa&#antages of incenti#es? 21. What are the a&#antages an& &isa&#antages of organi7ation c lt re? 22. Who are single store retailers? 23. What is %erchan&ise &i#ision? 2!. What is stores &i#ision? 10 MARKS 1. "3$lain the $rocess of setting $ of retail organi7ation. 2. "3$lain the #ario s organi7ational $atters in retailing.

+isc ss in &etail a'o t the iss es in retail organi7ation &esign. "3$lain in &etail the #ario s as$ects of >R f nctions in retail. +isc ss a'o t the s$ecial iss es in retail >RM. "3$lain the organi7ation str ct re of &ifferent retail for%ats. @riefl( e3$lain the legal co%$liances in retailing. >o, can retailers %oti#ate e%$lo(ees to aggressi#el( sell %erchan&ise an& at the sa%e ti%e not 4eo$ar&i7e c sto%er ser#ice? UNIT ! 2 MARKS 1. What is retail %ar2et seg%ent? 2. What is geogra$hic %ar2et seg%entation? 3. What is &e%ogra$hic seg%entation? !. What is lifest(le seg%entation? ). What is 'enefit seg%entation? *. What is co%$osite seg%entation? -. What is a&#ertising? .. What are the o'4ecti#es of a&#ertising? /. What is the significance of a&#ertising in the retail sector? 10. What are the 'enefits of retail a&#ertise%ents? 11. What are the %a4or o'4ecti#es of cons %er oriente& a&#ertising? 12. What is infor%ati#e a&#ertising? 13. What is cor$orate a&#ertising? 1!. What is financial a&#ertising? 1). What is classifie& a&#ertising? 1*. What is #ertical coo$erati#e a&#ertising? 1-. What is hori7ontal coo$erati#e a&#ertising? 1.. What are the %etho&s for &eter%ining the e3$en&it re on a retail ca%$aign? 1/. What is affor&a'le %etho& in a&#ertising ' &get? 20. What is $ercentage of sales %etho& in a&#ertising ' &get? 21. What is o'4ecti#e an& tas2 %etho& in a&#ertising ' &get? 22. What is co%$etiti#e $arit( %etho& in a&#ertising ' &get? 23. What is gross rating $oint? 2!. List o t so%e of the $o$ lar %e&ia #ehicles se& in retail sector. 2). What is sales $ro%otion? 2*. What are the o'4ecti#es of sales $ro%otion? 2-. Mention the %ain instore $ro%otional acti#ities. 2.. Ai#e so%e e3a%$les of $oints of $ rchase &is$la( %aterial. 2/. List o t the a&#antages an& &isa&#antages of sales $ro%otion. 30. List o t the o'4ecti#es of $ersonal selling. 31. What is $ 'licit(? What are its t($es? 32. What are the o'4ecti#es of $ 'licit(? 33. What are the criteria for effecti#e %ar2et seg%entation? 3!. What is %ar2et seg%entation? 3). What is ti%e tilit( an& $lace tilit(?

3. !. ). *. -. ..

10 MARKS 1. 2. 3. !. ). *. "3$lain the criteria for e#al ating %ar2et seg%ents. "3$lain the #ario s a$$roaches for seg%enting %ar2ets. What is a&#ertising? "3$lain the o'4ecti#es5 significance an& 'enefits of a&#ertising. "3$lain the ste$s in#ol#e& in retail a&#ertising ca%$aign. "3$lain the a&#antages an& li%itations of %a4or %e&ia t($es ,ith e3a%$les. What is sales $ro%otion? "3$lain the o'4ecti#es5 a&#antages an& &isa&#antages of sales $ro%otion in retail. -. What is sales $ro%otion? "3$lain the ste$s in &esigning retail sales $ro%otion. .. What is $ersonal selling? "3$lain its o'4ecti#es an& t($es ,ith so%e effecti#e $ersonal selling ti$s. /. What is $ 'licit(? "3$lain the o'4ecti#es an& t($es of $ 'licit(. 10. +isc ss the rele#ance of $ 'licit( for retailers. 11. What is c sto%er $rofile? "3$lain the infor%ation containe& in a c sto%er $rofile. 12. What is %ar2et seg%entation? Wh( is seg%entation 'eco%ing increasingl( i%$ortant? 13. +isc ss a'o t the %ar2et seg%entation strategies in In&ia. 1!. >o, &oes a &etaile& %ar2et $rofile of target seg%ents hel$ a retailer in &e#elo$ing a$$ro$riate %ar2eting strategies? UNIT ) 2 MARKS 1. List o t the 2e( factors infl encing cons %er 'eha#io r. 2. +efine franchising. 3. What &o (o %ean '( $ro& ct na%e franchise? !. What &o (o %ean '( ' siness for%at franchise? ). List o t the a&#antages of franchising. *. List o t the &isa&#antages of franchising. -. +efine 'ran&. .. What is 'ran&ing? /. What is isolate& store location? 10. What is free stan&ing store location? 11. What is a ' siness &istrict? 12. +efine sho$$ing centre. Ai#e e3a%$les. 13. What is %eant '( tra&e area? 1!. What &o (o %ean '( in&e3 of retail sat ration? 1). What is B"ST anal(sis? 1*. +efine $rice lining an& $rice range. 1-. What is %ar2et s2i%%ing? 1.. What is %ar2et $enetration? 1/. What is $rice ' n&ling? 20. What is lea&er $ricing? 21. What is % lti nit $ricing?

22. What is "+LB? 23. What is o&& $ricing? 2!. What is single $ricing? 2). What is % lti$le $ricing? 2*. +efine retail strateg(. 10 MARKS 1. 2. 3. !. ). *. "3$lain the nee& for st &(ing cons %er 'eha#io r. "3$lain the factors ,hich affect the ' (ing 'eha#io r of sho$$ers. "3$lain the $rocess in#ol#e& in c sto%er &ecision %a2ing. "3$lain the #ario s %etho&s of franchising that e3ists. Ai#e e3a%$les. "3$lain the a&#antages an& &isa&#antages of franchising. >as franchising 'een s ccessf l in In&ia? What are the factors that are critical for the s ccess of a franchise o$eration? -. +isc ss in &etail a'o t the conce$t of retail 'ran&s. .. "3$lain the classification of store locations. /. "3$lain the ste$s in#ol#e& in choosing a retail location. 10. "3$lain the follo,ing %etho&s of e#al ating the $otential of tra&ing areasC ;i< The >erfin&ahl8>ersh%an in&e3. ;ii< The in&e3 of retail sat ration. ;iii< =entral $lace theor(. 11. "3$lain the follo,ing %etho&s of e#al ating the $otential of tra&ing areasC ;i< Reill(:s La, of retail gra#itation ;ii< > ff:s %o&el of tra&ing area anal(sis. 12. "3$lain the ste$s in#ol#e& in &e#elo$ing retail strateg(.