JMU COB 300D McMillen Final Exam Study
Guide FALL 2025
1. When considering GMROI in retailing, what result b.) Stock more Almond
would be the most beneficial to the retail store conduc- butter due to a GMROI of
ing the study when considering their following data: 200%
Peanut butter has a GMROI of 100%
Peanut butter has a GMROI of $100
Almond butter has a GMROI of 200%
Almond butter has a GMROI of $200
Cashew butter has a GMROI of $300
a.) Stock more Peanut butter with a GMROI of 100%
b.) Stock more Almond butter due to a GMROI of 200%
c.) Stock all 3 products equally
d.) Stock more almond butter due to a GMROI of $200
e.) Stock more Cashew butter due to a GMROI of $300
2. Odd-even pricing is most closely related to e.) Customers' percep-
tions of price
a.) Retailers perceptions of price
b.) Cost of product facilitation to market
c.) Wholesalers' markups
d.) Manufacturers' costs
e.) Customers' perceptions of price
3. From our examples in class, what typically provides b.) High sales
power to a wholesaler in a channel?
a.) Quality products
b.) High sales
c.) Expertise
d.) Financial
e.) Brand loyalty
, JMU COB 300D McMillen Final Exam Study
Guide FALL 2025
4. Items for which the consumer compares several alter- d.) Shopping products
natives on several criteria such as price, quality, or style
and may move from store to store are referred to as
a.) Specialty products
b.) Selective products
c.) Prestige products
d.) Shopping products
e.) Convenience products
5. What type of print ad would be most effective at reach- d.) Reminder product
ing a specific generational cohort?
a.) Product comparative
b.) Institutional advocacy
c.) Pioneering product
d.) Reminder product
e.) Product competitive
6. Calculate % mark ups based upon selling price given c.) 50%
the following information:
Manufacturer Selling Price = $50
how to solve:
Wholesaler $ Mark up = 10
1.) Add wholesaler markup
Retailer $ Mark up = 60
to manufacturer price
Manufacturer Cost = $25
’50 + 10 = 60
What is the % markup taken by the retailer?
2.) Add retailer markup to
a.) 100% find final selling price
b.) 5% ’60 + 60 = 120
c.) 50%
, JMU COB 300D McMillen Final Exam Study
Guide FALL 2025
d.) 500% 3.) Divide retailer markup
e.) 25% by final selling price
’ = 0.50
4.) Convert to percent
’50%
7. The catalyst for transition from the production era into d.) An oversupply of goods
the sales era was due to: in the market
a.) No mass production capabilities
b.) The need to identify what the customers wanted
first before production began
c.) Demand outstripping supply
d.) An oversupply of goods in the market
e.) A lack of raw materials available for production
8. Which promotional technique, when used by compa- e.) Rebates
nies, provides for the full 100% benefit to the company
(i.e. they gain 100% of the benefit from the promotion
could be a.) not entirely
in the form of increased sales) yet they only incur ap-
sure
proximately 22% of the cost of to run the promotional
campaign?
a.) Coupons
b.) Ads placed on TV
c.) Continuity programs
d.) Ads placed on social media like META
e.) Rebates
9. Major federal legislation passed to stem the problem d.) Clayton Act
of price discrimination in the United States was the
Guide FALL 2025
1. When considering GMROI in retailing, what result b.) Stock more Almond
would be the most beneficial to the retail store conduc- butter due to a GMROI of
ing the study when considering their following data: 200%
Peanut butter has a GMROI of 100%
Peanut butter has a GMROI of $100
Almond butter has a GMROI of 200%
Almond butter has a GMROI of $200
Cashew butter has a GMROI of $300
a.) Stock more Peanut butter with a GMROI of 100%
b.) Stock more Almond butter due to a GMROI of 200%
c.) Stock all 3 products equally
d.) Stock more almond butter due to a GMROI of $200
e.) Stock more Cashew butter due to a GMROI of $300
2. Odd-even pricing is most closely related to e.) Customers' percep-
tions of price
a.) Retailers perceptions of price
b.) Cost of product facilitation to market
c.) Wholesalers' markups
d.) Manufacturers' costs
e.) Customers' perceptions of price
3. From our examples in class, what typically provides b.) High sales
power to a wholesaler in a channel?
a.) Quality products
b.) High sales
c.) Expertise
d.) Financial
e.) Brand loyalty
, JMU COB 300D McMillen Final Exam Study
Guide FALL 2025
4. Items for which the consumer compares several alter- d.) Shopping products
natives on several criteria such as price, quality, or style
and may move from store to store are referred to as
a.) Specialty products
b.) Selective products
c.) Prestige products
d.) Shopping products
e.) Convenience products
5. What type of print ad would be most effective at reach- d.) Reminder product
ing a specific generational cohort?
a.) Product comparative
b.) Institutional advocacy
c.) Pioneering product
d.) Reminder product
e.) Product competitive
6. Calculate % mark ups based upon selling price given c.) 50%
the following information:
Manufacturer Selling Price = $50
how to solve:
Wholesaler $ Mark up = 10
1.) Add wholesaler markup
Retailer $ Mark up = 60
to manufacturer price
Manufacturer Cost = $25
’50 + 10 = 60
What is the % markup taken by the retailer?
2.) Add retailer markup to
a.) 100% find final selling price
b.) 5% ’60 + 60 = 120
c.) 50%
, JMU COB 300D McMillen Final Exam Study
Guide FALL 2025
d.) 500% 3.) Divide retailer markup
e.) 25% by final selling price
’ = 0.50
4.) Convert to percent
’50%
7. The catalyst for transition from the production era into d.) An oversupply of goods
the sales era was due to: in the market
a.) No mass production capabilities
b.) The need to identify what the customers wanted
first before production began
c.) Demand outstripping supply
d.) An oversupply of goods in the market
e.) A lack of raw materials available for production
8. Which promotional technique, when used by compa- e.) Rebates
nies, provides for the full 100% benefit to the company
(i.e. they gain 100% of the benefit from the promotion
could be a.) not entirely
in the form of increased sales) yet they only incur ap-
sure
proximately 22% of the cost of to run the promotional
campaign?
a.) Coupons
b.) Ads placed on TV
c.) Continuity programs
d.) Ads placed on social media like META
e.) Rebates
9. Major federal legislation passed to stem the problem d.) Clayton Act
of price discrimination in the United States was the
