Class 11 Retail Chapter 3 Mechanism for Customers to Choose Right Products

Class 11 Retail Chapter 3 Mechanism for Customers to Choose Right Products Solutions English Medium As Per AHSEC New Syllabus to each chapter is provided in the list so that you can easily browse through different chapters Class 11 Retail Chapter 3 Mechanism for Customers to Choose Right Products Question Answer and select need one. Class 11 Retail Chapter 3 Mechanism for Customers to Choose Right Products Notes Download PDF. AHSEC Class 11 Elective Retail Question Answer English Medium.

Class 11 Retail Chapter 3 Mechanism for Customers to Choose Right Products

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Also, you can read the NCERT book online in these sections Solutions by Expert Teachers as per Central Board of Secondary Education (CBSE) Book guidelines. AHSEC Class 11 Elective Retail Textual Solutions are part of All Subject Solutions. Here we have given AHSEC Class 11 Retail Textbook Solutions English Medium for All Chapters, You can practice these here.

Mechanism for Customers to Choose Right Products

Chapter: 3

A. Fill in the blanks:

1. ________________ is the act of selling a product or service in return for money.

Ans: Sale.

2. _____________ refers to a sales quote which is prepared in the form of proforma invoice.

Ans: Proforma Sale.

3. _______________ sale is public sale.

Ans: Auction.

4. Some retailers ______________ products routinely to maintain their brand image.

Ans: Rearrange.

B. Multiple choice questions:

1. The display of goods is prioritised on the basis of the manufacturer’s ________________.

(a) Competitiveness.

(b) Sale.

(c) Demand.

(d) None of the above.

Ans: (a) Competitiveness.

2. _________________ sale refers to sales made to other businesses rather than individual consumers.

(a) B2B.

(b) B2C.

(c) B2D.

(d) None of the above.

Ans: (a) B2B.

3. In electronic-based sale _________________ is used.

(a) EMI.

(b) EDI.

(c) EMC.

(d) None of the above.

Ans: (b) EDI.

4. Indirect sales are the sales of a good or service by a ___________________.

(a) Manufacturer.

(b) Seller.

(c) Third party.

(d) None of the above.

Ans: (c) Third party.

C. State whether the following are True or False:

1. B2B means business-to-business.

Ans: True.

2. The products are divided section-wise in a retail outlet.

Ans: True.

3. The retailers need not rearrange to display seasonal products.

Ans: False.

D. Match the columns:

Ans:

E. Short answer questions:

1. What are direct sales?

Ans: It refers to the direct personal demonstration and sale of products and services

to the consumer. It consists of two business models, i.e., single-level marketing and multilevel marketing. A direct sale makes money by selling products directly to consumers.

2. Define proforma sales.

Ans: The term ‘proforma’ is used to describe a document that provides as a courtesy

or satisfies minimum requirement, conforms to a norm or decisive, tends to be performed as a formality. The proforma sale refers to a sales quote which is prepared in the form of a proforma invoice.

3. What is meant by agency-based sales?

Ans: It is a contractual arrangement, in which the agent has the right to negotiate on the sale of the principal’s goods and services. In exchange the agent gets a commission or fee. 

The various types of agents who are involved in agency-based sales are:

(i) Sales agents.

(ii) Sales outsourcing through direct branded representation.

(iii) Transaction sales.

(iv) Consultative sales.

(v) Consignment sales.

(vi) Telemarketing or telesales.

(vii) Retail sales.

4. What is auction sale?

Ans: It is a public sale. Customers who are willing can participate in an auction. Goods are sold to the highest bidder, i.e., one who has quoted the highest price.

5. Who is a repeat customer?

Ans: The basic reason for companies to rearrange products is to give their stores a fresh look. This keeps current customers coming back to the store. Rearrangement of products displays more products to the customer, so that they visit again, and simultaneously sales volume increases.

F. Long answer questions:

1. Explain the various methods of selling.

Ans: The various retail selling methods are as follows:

(a) Direct sales: It refers to the direct personal demonstration and sale of products and services to the consumer. It consists of two business models, i.e., single-level marketing and multilevel marketing. A direct sale makes money by selling products directly to consumers.

(b) Proforma sales: The term ‘proforma’ is used to describe a document that provides as a courtesy or satisfies minimum requirement, conforms to a norm or decisive, tends to be performed as a formality. The proforma sale refers to a sales quote which is prepared in the form of a proforma invoice.

(c) Agency-based: It is a contractual arrangement, in which the agent has the right to negotiate on the sale of the principal’s goods and services. In exchange the agent gets a commission or fee. 

The various types of agents who are involved in agency-based sales are:

(i)  Sales agents.

(ii) Sales outsourcing through direct branded representation.

(iii) Transaction sales.

(iv) Consultative sales.

(v) Consignment sales.

(vi)  Telemarketing or telesales.

(vii) Retail sales.

(d) Travelling salesman: They are a representative of a firm who visit shops and other businesses to show samples and gain orders. They are also called commercial traveller, door-to-door salesmen or hawkers.

(e) Auction sale: It is a public sale. Customers who are willing can participate in an auction. Goods are sold to the highest bidder, i.e., one who has quoted the highest price.

(f) Business-to-business (B2B) sales: It refers to Notes sales made by other businessman rather than an individual customer. An industrial or professional sale involves selling from one business to another.

(g) Electronic-based sales: It is a web-based sale. It includes both business-to-business and business-to-consumer sales. For electronic-based sale Electronic Data Interchange (EDI) is used.

(h) Indirect sales: Indirect sales are the sale of a good or service by a third party, such as a partner or affiliate rather than a company’s personnel.

2. Discuss the need for arranging products in a retail store

Ans: The need for arranging products in a retail store are as follows:

Product arrangement in a retail store is a critical element for its success. The products are divided section wise, giving a clear view of all the products available in store, and making it easy for the customer to pick up the products as they move in the store. The arrangement of the products in this manner also improves the profit of the retail store.

Rearrangement of products is done for the following reasons:

(i) Repeat customers: The basic reason for companies to rearrange products is to give their stores a fresh look. This keeps current customers come back to the store. Rearrangement of products displays more products to the customer, so that they visit again, and simultaneously sales volume increases.

(ii) Sales promotion: Retailers rearrange products for sales promotion. Rearrangement of stock increases customers.

(iii) Brand image: Some retailers rearrange products routinely to maintain their brand image. Monthly rearranging of products and changing of colour schemes is essential in building new and fresh style of product arrangements.

(iv) Seasonal: Retailers display products in one area. The retailers rearrange to display seasonal products.

3. Explain the procedure for arranging products in a store.

Ans: The process of arranging products in a retail store compels activity. The arrangement of products is very much affected by the store plan choice, including the size of the store, the type of product to be sold and the extent of customer focus required on a product. 

There are certain ways to be focused upon for arranging a product in the store, which are based on the following:

(i) Straight floor plan: In this floor plan, a retailer arranges products in a straight line. It is the most commonly used floor plan in the Indian retail industry and is economical as well.

(ii) Diagonal floor plan: This type of floor plan has more visibility for the store staff and customers. It requires a small space for arranging the products.

(iii) Angular floor plan: It gives a spacious look with a lot of space. This type of floor plan is used by high-value and high-end retailers. This reduces the display area and focuses only on a few popular products.

(iv) Geometric floor plan: In this floor plan, a retailer uses racks and other fixtures to create a different style of floor plan. This layout is used for trendy products like cosmetics, watches, etc.

4. Elaborate the steps adopted in identifying the product responsible for sale.

Ans: Customer service associates (CSA) in a retail store are responsible for identifying the products that are to be sold. 

Here are few steps that help the CSA in identifying the products for sale:

(i) He or she must have full information about the retail store and the products that are being sold.

(ii) The CSA must follow the instructions given by the store manager or supervisor regarding the stock that is to be received from different manufacturers.

(iii) The store manager or supervisor allocates the product sections to the CSA. The product sections in a retail store will be like vegetable section, housekeeping material section, stationery section, clothes section, etc.

(iv) The CSA is responsible for the section allotted to him or her and must hold full record regarding the stock received from the manufacturers till the product is sold.

(v) The CSA must have complete knowledge about the product being allotted to him or her and must possess the skills to sell it to the customers.

G. Write short notes on:

1. Promotion activities.

Ans: The promotion activities are classified into the following types:

(i) Sales force promotion (Sales force members).

(ii) Trade promotion (Wholesalers and retailers).

(iii) Business promotion (Business customers).

(iv) Consumer promotion (Final buyers).

2. Point-of-sale display.

Ans: These are materials provided by vendors for placing products that customers often buy. It includes special fixtures such as paperback publisher racks, dry battery stands, cold drink racks, etc. Other point-of-sale displays include display signs, leaflets, demonstrations, etc.

3. Trade incanting.

Ans: These are trade-offs or cash incentives directly provided by vendors to retailers. The benefit may sometimes not be extended to customers. Various types of trade incentives include cash discounts, special credit terms, goods in lieu of cash, staff incentives, and more.

4. In-store activity.

Ans: These sales promotion activities are targeted to give cash or kind advantages to customers. Various types of in-store promotional activities include price-off packs, premiums, small gifts, cooperative promotions, sampling, coupons, “buy one get one free” offers, multipacks, etc.

H. Check your performance:

1. Classify the methods of selling in retail.

Ans: The various retail selling methods are as follows:

(a) Direct sales: It refers to the direct personal demonstration and sale of products and services to the consumer. It consists of two business models, i.e., single-level marketing and multilevel marketing. A direct sale makes money by selling products directly to consumers.

(b) Proforma sales: The term ‘proforma’ is used to describe a document that provides as a courtesy or satisfies minimum requirement, conforms to a norm or decisive, tends to be performed as a formality. The proforma sale refers to a sales quote which is prepared in the form of a proforma invoice.

(c) Agency-based: It is a contractual arrangement, in which the agent has the right to negotiate on the sale of principle’s goods and services. In exchange the agent gets a commission or fee. The various types of agents who are involved in agency-based

sales are:

(i)  Sales agents.

(ii) Sales outsourcing through direct branded representation.

(iii) Transaction sales.

(iv) Consultative sales.

(v) Consignment sales.

(vi)  Telemarketing or telesales.

(vii) Retail sales.

(d) Travelling salesman: They are a representative of a firm who visit shops and other businesses to show samples and gain orders. They are also called commercial traveller, door-to-door salesmen or hawkers.

(e) Auction sale: It is a public sale. Customers who are willing can participate in an auction. Goods are sold to the highest bidder, i.e., one who has quoted the highest price.

(f) Business-to-business (B2B) sales: It refers to Notes sales made by other businessman rather than an individual customer. An industrial or professional sale involves selling from one business to another.

(g) Electronic-based sales: It is a web-based sale. It includes both business-to-business and business-to-consumer sales. For electronic-based sale Electronic Data Interchange (EDI) is used.

(h) Indirect sales: Indirect sales are the sale of a good or service by a third party, such as a partner or affiliate rather than a company’s personnel.

2. Prepare a chart on different methods of selling in different retail formats.

Ans: 

3. Demonstrate the checking of product packaging.

Ans: Step 1: Look at the Outside

(i) See if the box or packet is torn or damaged.

(ii)The outside should be clean and strong.

Step 2: Check the Label

(i) Make sure the label is clear.

(ii) It should show the name of the product, price, date, and barcode.

Step 3: Open and Match

(i) Open the pack and check if the right product is inside.

(ii) Match the product name or number with the bill or order.

Step 4: Seals and Stickers

(i) Look for any safety seal or sticker.

(ii) It should not be broken or opened.

Step 5: Inside Packing

(i) Check if the product has bubble wrap or paper inside to protect it.

(ii) It should not move or be loose in the box.

Step 6: Check for Damage

(i) Make sure nothing is broken, leaking, or dirty.

Step 7: Tell the Supervisor

(i) If anything is wrong, tell your boss or write it down.

Parimol

Hi! my Name is Parimal Roy. I have completed my Bachelor’s degree in Philosophy (B.A.) from Silapathar General College. Currently, I am working as an HR Manager at Dev Library. It is a website that provides study materials for students from Class 3 to 12, including SCERT and NCERT notes. It also offers resources for BA, B.Com, B.Sc, and Computer Science, along with postgraduate notes. Besides study materials, the website has novels, eBooks, health and finance articles, biographies, quotes, and more.