1- Category management CPCA Practice Exam
questions with verified answers
55-70% of all categories are in this role primarily. Ans✓✓✓ Routine
A high % of retailer resources are allocated to categories with this role.
Ans✓✓✓ Destination
Categories in this role are a part of the regular shopping pattern.
Ans✓✓✓ Routine
Categories in this role are purchased impulsively and are not highly
price sensitive. Ans✓✓✓ Convenience
Define $ share or category share and how it's calculated. Ans✓✓✓
Share of a brand or segment represents the % of sales achieved by the
brand of the total category sales.
(Brand $volume / category $volume) X 100
Define $ share point change and how it is calculated. Ans✓✓✓ Share
point change captures the change in share from one time period vs
another.
$ share cy - $share py
,Define absolute $ change and how it is calculated. Ans✓✓✓ Absolute $
change represents a product's cy $volume amount gained or lost vs py.
$ volume cy - $ volume py
Define dollar volume and how it is calculated. Ans✓✓✓ All items
scanned through POS during a given period of time.
Unit sales X unit price
Define growth rates and how they are calculated. Ans✓✓✓ % change
represents a product's cy $ volume as a % gain or loss vs py $ volume.
($ volume cy / $ volume py) -1
Define item share Ans✓✓✓ Calculates the percentage of items that
each brand or segment carries.
#of current items by product group / total # of category items.
Define share per SKU Ans✓✓✓ Determines most and least productive
brands or segments in the category.
Brand or segment share / #of items.
, Define the convenience category role. Ans✓✓✓ Impulse buys.
Consumer is already in the store and they pick up these items.
Define the destination category role. Ans✓✓✓ The category that gets
customers into the store in the first place. It is the 'signature' or 'hero'
category that differentiates a retailer.
Define the routine category role. Ans✓✓✓ A category that is shopped
regularly as part of a routine shopping pattern.
Define the seasonal category role. Ans✓✓✓ A role specific to a holiday
or season.
Give four characteristics of image-building category strategies.
Ans✓✓✓ Price - EDLP, for example
Service
Quality
Assortment - high end & premium offerings
Give three examples of common price tiers/segments. Ans✓✓✓ Value,
mid, premium. Determined from price per volume.
How can you determine whether the index vs ACV score is 'good' or
'bad'? Ans✓✓✓ Compare to similar categories and/or compare to
channel and competitor results.
questions with verified answers
55-70% of all categories are in this role primarily. Ans✓✓✓ Routine
A high % of retailer resources are allocated to categories with this role.
Ans✓✓✓ Destination
Categories in this role are a part of the regular shopping pattern.
Ans✓✓✓ Routine
Categories in this role are purchased impulsively and are not highly
price sensitive. Ans✓✓✓ Convenience
Define $ share or category share and how it's calculated. Ans✓✓✓
Share of a brand or segment represents the % of sales achieved by the
brand of the total category sales.
(Brand $volume / category $volume) X 100
Define $ share point change and how it is calculated. Ans✓✓✓ Share
point change captures the change in share from one time period vs
another.
$ share cy - $share py
,Define absolute $ change and how it is calculated. Ans✓✓✓ Absolute $
change represents a product's cy $volume amount gained or lost vs py.
$ volume cy - $ volume py
Define dollar volume and how it is calculated. Ans✓✓✓ All items
scanned through POS during a given period of time.
Unit sales X unit price
Define growth rates and how they are calculated. Ans✓✓✓ % change
represents a product's cy $ volume as a % gain or loss vs py $ volume.
($ volume cy / $ volume py) -1
Define item share Ans✓✓✓ Calculates the percentage of items that
each brand or segment carries.
#of current items by product group / total # of category items.
Define share per SKU Ans✓✓✓ Determines most and least productive
brands or segments in the category.
Brand or segment share / #of items.
, Define the convenience category role. Ans✓✓✓ Impulse buys.
Consumer is already in the store and they pick up these items.
Define the destination category role. Ans✓✓✓ The category that gets
customers into the store in the first place. It is the 'signature' or 'hero'
category that differentiates a retailer.
Define the routine category role. Ans✓✓✓ A category that is shopped
regularly as part of a routine shopping pattern.
Define the seasonal category role. Ans✓✓✓ A role specific to a holiday
or season.
Give four characteristics of image-building category strategies.
Ans✓✓✓ Price - EDLP, for example
Service
Quality
Assortment - high end & premium offerings
Give three examples of common price tiers/segments. Ans✓✓✓ Value,
mid, premium. Determined from price per volume.
How can you determine whether the index vs ACV score is 'good' or
'bad'? Ans✓✓✓ Compare to similar categories and/or compare to
channel and competitor results.
