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2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
1
1. A legally binding contract comes into being
A. when someone promises to give something to someone else.
B. only if drawn up by a lawyer.
C. whenever someone promises to do something in exchange for something.
D. only when money is involved.
2. A supermarket customer wants to purchase an advertised product, but the product is not in stock. This is an example of
a problem in the area of distribution known as
A. warehousing.
C. stock handling.
B. inventory control.
D. leasing.
3. Technological advancements have made it possible for some cereal manufacturers to communicate directly with
customers, which reduces the need to use
A. warehouse personnel.
C. suppliers.
B. intermediaries.
D. freight carriers.
4. A snack-food distributor requires a supermarket to carry certain products in order to obtain the product that the
supermarket really wants. This is an example of an illegal activity called
A. intensive distribution.
C. selective distribution.
B. a tying agreement.
D. an open agreement.
5. Moving a food product to market and making it available and accessible to customers are important activities that
influence the rest of the
A. merchandise plan.
C. promotional plan.
B. product mix.
D. marketing mix.
6. Supermarket employees who are able to defend their ideas objectively usually are able to provide their coworkers with
A. personal opinions.
C. logical evidence.
B. emotional information.
D. unrelated statistics.
7. When a supermarket employee ask questions in an open-minded way, s/he avoids
A. attacking someone else's idea.
C. suggesting a better way to do something.
B. stating his/her own opinion.
D. mentioning the truth.
8. What should a food-marketing business include in a persuasive message?
A. Logical evidence
C. Graphic design
B. Elaborate typeface
D. Strong language
9. The owner of Bob's Bargain Supermarket has prepared a one-page report to inform the staff about current sales
volume. This is an example of a(n) __________ report.
A. activity
B. complex
C. informal
D. analytical
10. Which of the following will help you to have a pleasant voice when speaking to supermarket customers:
A. Speaking quickly
C. Speaking at a comfortable volume
B. Speaking very slowly
D. Speaking in a monotone voice
11. The action taken by the salesperson in handling customer complaints should be based on the
A. salesperson's opinion of the customer.
C. amount of time required to solve the problem.
B. customer's attitude toward the salesperson. D. solutions available within the business's policies.
12. Which of the following best describes an invoice:
A. A contract between the shipper and the transportation company
B. A packing list sent from the supplier to the merchant
C. A duplicate of the purchase order sent by the vendor
D. A bill from the supplier listing prices of goods shipped
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
2
13. Canned and boxed goods are often delivered as a unit on a pallet because
A. the unit can be moved with a forklift.
C. the pallet protects the shipment.
B. each box is easily accessible.
D. pallets weigh less than slip-sheets.
14. What do grocery stores often expect vendors to issue the store when vendors deliver damaged goods?
A. Shipper's bill
C. Credit voucher
B. Packing slip
D. Product rebate
15. Staple merchandise are products that
A. should always be in stock.
B. move slowly.
C. should be sold at a discounted price.
D. sell during certain seasons.
16. Eric's Supermarket wants to calculate the amount of ending inventory it has in nonfood merchandise. If the beginning
inventory was $280,000, net purchases were $756,000, and net sales were $872,000, what is the amount of ending
inventory?
A. $164,000
C. $150,000
B. $154,000
D. $170,000
17. Which of the following is an economical shipping method for carload shipments of canned goods traveling a long
distance:
A. Mail
C. Courier
B. Air
D. Rail
18. For which of the following foods do wholesalers need to inform buyers that the foods are produced without the use of
chemicals or insecticides:
A. Processed
C. Organic
B. Imported
D. Convenience
19. Economics involves decision making because most individuals must determine
A. how to get the most with the least.
C. the cost of their noneconomic wants.
B. what occupation appeals to them.
D. which capital goods to buy for their use.
20. The market price is the actual price that prevails in a market
A. at any particular moment.
C. on the first of each month.
B. at the beginning of each quarter.
D. at the beginning of the fiscal year.
21. A grocery store customer prefers buying the individual serving-sized bags of chips but is concerned that the packaging
creates a waste problem that is harmful to the environment. You could satisfy the customer's concern by pointing out
that
A. the customer has a responsibility to purchase larger bags.
B. the packaging is approved by the government.
C. convenience comes with a cost to the environment.
D. more than 90% of the packaging is recyclable.
22. The basic role of the United States government is to
A. protect U.S. citizens.
B. maintain control of prices.
C. increase production.
D. limit business startups.
23. A technique that food marketers use to reduce the risk of losing money because of incompetent workers is to
A. check credit references.
C. provide effective training.
B. install surveillance cameras.
D. sign contractual agreements.
24. Why should a food-marketing business measure productivity?
A. To see whether the food-marketing business's objectives are being met
B. To find new ways to meet customer needs
C. To determine the best ways to invest the food-marketing company's profits
D. To locate new sources of inputs
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
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25. When applying the law of diminishing returns, food producers know that there is a point at which production
A. is too expensive to continue.
C. equals the amount of revenue.
B. reaches its maximum level.
D. passes that of the competition.
26. In which of the following situations would consumers' purchasing power decrease:
A. State income-tax rates decrease by 1/2%.
B. Pay raise is 4% and inflation rate is 6%.
C. Interest rates decrease from 9% to 8%.
D. Employer matches contributions to retirement plan.
27. Food-marketing executives who respect the unique customs and habits of their foreign customers are exhibiting
A. stereotypical behavior.
C. communication skills.
B. cultural sensitivity.
D. language differences.
28. One of the most important functions of a leader is to
A. schedule deadlines.
B. assign tasks.
C. develop projects.
D. make decisions.
29. An important part of the coaching process involves
A. expressing interest.
B. being enthusiastic.
C. agreeing on goals.
D. having good skills.
30. Human relations can best be described as the study of the ways people
A. form and express opinions.
C. handle communication.
B. form and conduct relationships.
D. develop personal styles.
31. Patty is a grocery store owner who is thinking about retiring in a few years. Which of the following statements about
retirement is true:
A. Patty can depend on Social Security for basic living expenses.
B. There is plenty of time for Patty to start saving for retirement.
C. Saving even a little bit each month will help Patty.
D. Patty will be in retirement only about 15 years.
32. Why is it important for individuals to periodically validate their credit histories?
A. To protect themselves from bankruptcy
C. To find out about different types of credit
B. To understand credit laws
D. To avoid being denied credit
33. A grocery store has inventory valued at $750,000. This amount would appear in the grocery store's balance sheet
under
A. liabilities.
C. cash.
B. current assets.
D. income.
34. Why does a food-marketing company need a flow of money into the business?
A. To sell
C. To exist
B. To borrow
D. To invest
35. Interest a business earns from its bank accounts is included in which category of the income statement?
A. Revenue
C. Assets
B. Net income
D. Gross sales
36. What is a benefit to a supermarket of having written records of financial transactions?
A. Expenses are reduced.
C. Information is organized.
B. Accounting is simplified.
D. Investments are increased.
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
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37. Which of the following statements is true about maintaining petty cash records:
A. When a supermarket employee takes cash for business purposes, s/he should sign a voucher.
B. Supermarkets usually have their petty cash records reviewed and notarized.
C. Supermarket employees are not required to provide a sales receipt for purchases made with petty cash.
D. If a supermarket keeps petty cash on hand, it should maintain a balance of $200.
38. Many supermarkets reduce the amount of time they spend completing lengthy bank-deposit slips by encouraging their
customers to
A. visit ATM machines.
C. shop online.
B. pay in cash.
D. use debit cards.
39. Which of the following is an internal source of marketing information that a specialty food store uses:
A. Employee handbooks
C. Trade journals
B. Government web sites
D. Inventory records
40. Food distributors use the information from sales representatives to make decisions. One type of report that details a
sales representative's planned sales calls and routes for an upcoming week or month is a(n) __________ report.
A. activity
C. call
B. territory
D. quota
41. What process might a food distributor use to enter marketing data into a computer for analysis?
A. Editing
C. Screening
B. Keyboarding
D. Tabulating
42. One of the reasons why many businesses use relational databases rather than sequential databases is because
relational databases provide more
A. flexibility.
C. rigidity.
B. limitations.
D. restrictions.
43. What is the most frequently used method of collecting primary data?
A. Experimental method
C. Survey method
B. Observation method
D. Point-of-sale research
44. The general role of marketing in our private enterprise system is to coordinate
A. production and pricing.
C. government and business.
B. selling and distribution.
D. production and consumption.
45. Which of the following is an important aspect of merchandising food products:
A. Using techniques to sell goods
C. Advertising goods to customers
B. Developing ways to improve goods
D. Having goods available when needed
46. Which of the following would be likely to cause a supermarket chain to change its marketing strategies:
A. Large market share
C. An increase in sales
B. Advancements in technology
D. A stable economy
47. A market for food items and food-related services exists when there is a group of
A. potential consumers.
C. professionals.
B. responsible homeowners.
D. laborers.
48. In the food-marketing industry, an important aspect of marketing planning involves a(n)
A. internal assessment.
C. time measurement.
B. sales forecast.
D. creative process.
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
5
49. A convenience-food manufacturer that uses market-share analysis when preparing its sales forecast is basing the
forecast on the
A. total industry sales for a given period.
B. market share of a company within the industry.
C. sales of a specific company within the industry.
D. conditions under which all businesses will be operating.
50. Purchasing history, buying preferences, names, and addresses are information that a specialty food store collects for
its
A. financial analysis.
C. vendors' records.
B. customer database.
D. project plan.
51. Food-marketing businesses usually maintain customer sales records that contain information about the
A. suppliers that provide the goods.
C. cost of paying commissioned salespeople.
B. discounts offered by manufacturers.
D. types of products being purchased.
52. Supermarkets often maintain records about vendors' pricing, delivery terms, and credit policies and use the information
in the records to
A. award purchasing contracts.
C. monitor inventory levels.
B. negotiate higher discounts.
D. follow safe shipping procedures.
53. Some food marketers are reluctant to use e-commerce because the number-one fear among consumers is
A. credit-card information will be stolen.
C. not many people use the Internet.
B. the order will be lost in shipment.
D. the food will be out-of-date when it arrives.
54. Why do many supermarkets have safety guidelines for workers to follow?
A. To maintain control of workers' activities
C. To encourage workers to do a good job
B. To relieve workers of safety responsibility
D. To protect workers from being injured
55. Requiring supermarket workers to enter and exit the store by established entrances and exits is an example of a
security policy objective to control
A. employee theft.
C. payroll costs.
B. shoplifting.
D. supplier pilferage.
56. When creating project plans, what do food-marketing businesses often develop in the event of a crisis or unexpected
situation?
A. Escape mechanism
C. Contingency plan
B. Suggestion program
D. Modified schedule
57. The production activity that obtains all the resources needed in order for production to take place is
A. scheduling.
C. routing.
B. purchasing.
D. dispatching.
58. The costs of operating a grocery store are often called __________ expenses.
A. variable
C. overhead
B. fixed
D. markdown
59. If a grocery store's sales register tape is less than the amount of money in the cash drawer, the cash is
A. void.
C. short.
B. over.
D. balanced.
60. The supermarket made decisions about the specific items that it needed for business operations, which is the first step
in the
A. sales promotion.
C. purchasing process.
B. price decision.
D. credit system.
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
6
61. Jeff's current goals in life are to open his own grocery store, continue his exercise classes, and earn a high salary.
What types of goals has Jeff identified?
A. Educational, social, ethical
C. Social, physical, educational
B. Physical, emotional, career
D. Career, physical, financial
62. One way of improving creativity that many people do on a regular basis involves
A. telephoning friends.
C. watching television.
B. attending sports events.
D. playing mind games.
63. Which of the following is a source of career information that is available to individuals at all times:
A. School counselors
C. Local libraries
B. Employment agencies
D. Internet web sites
64. Job applicants write letters of application to explain to prospective employers how their qualifications relate to the
A. bonus plan.
C. job requirements.
B. company benefits.
D. compensation program.
65. Victoria is new to the food-marketing industry and wants to meet other food-marketing professionals. What would be
the best way for Victoria to meet other food-marketing professionals?
A. Go to after-work activities at the local country club
B. Wait until she is approached by others
C. Join a local professional or trade organization
D. Visit all businesses in the community
66. Which of the following is a tactic that some food retailers use that might be considered predatory pricing:
A. Meeting with competitors to agree on prices
B. Lowering prices to drive out competitors
C. Developing complex pricing structures
D. Offering discounts on some items to attract customers
67. If all the grocery stores in one community agree to carry the same goods, offer the same discounts, and accept only
certain credit cards, they are involved in
A. unit pricing.
B. price fixing.
C. price advertising.
D.
deceptive pricing.
68. In pure competition, most products are sold at market price, which is controlled by
A. market share.
B. supply and demand.
C. producers.
D.
sellers.
69. The reason Pepsi has used Shaquille O'Neal in its commercials is to appeal to younger audiences. This is an example
of product
A. positioning.
B. planning.
C. screening.
D.
mix.
70. During which stage of the product life cycle do food marketers spend most of their money trying to fend off the
competition?
A. Decline
B. Introductory
C. Maturity
D.
Growth
71. When a food manufacturer uses its product wrapping to state its corporate views on controversial issues, such as use
of growth hormones in animals, it is engaging in an ethical practice called
A. political lobbying.
C. cause packaging.
B. environmental labeling.
D. provocative branding.
72. Identifying new food-product opportunities usually requires a person to be
A. emotional.
B. aware.
C. decisive.
D.
indifferent.
73. What exists when there is a want or need for a food item or food-related service, and there is a product idea to fulfill the
want or need?
A. Innovative market opportunity
C. Potential competitive advantage
B. Reasonable competitive advantage
D. Real market opportunity
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
7
74. Feedback from grocery stores about problems with display products provides producers with the information needed to
A. organize meetings.
C. increase prices.
B. hire employees.
D. make improvements.
75. Why do food marketers use brand positioning?
A. In order to use another firm's brand legally
B. In order to satisfy identified consumer needs
C. In order to launch new brands
D. In order to find points of similarity to other brands
76. How can a supermarket maintain optimal freshness levels of the fruits and vegetables it stocks?
A. Store produce in cool display containers that are filled with chipped ice
B. Place produce in display and storage units that are appropriate for each item
C. Keep produce under regulated heat lamps to encourage the ripening process
D. Install misting units that regulate the moisture levels of all produce
77. Which of the following factors is the mostly likely reason for a food marketing business to reposition a product that is
declining in popularity in the marketplace:
A. High research and development costs
C. Stage of the product's life cycle
B. Few marketplace competitors
D. Obsolete features and benefits
78. Campbell's chicken noodle, cream of mushroom, and tomato soups are examples of __________ branding.
A. family
B. licensed
C. private
D.
individual
79. When preparing a merchandising plan, the supermarket manager takes into account employee discounts, markdowns,
and shortages. The manager is calculating planned
A. purchases.
B. sales.
C. inventory.
D.
reductions.
80. This year, a specialty market sold 1,350 cans of smoked oysters, which was a 10% increase over the previous year. If
the market expects next year's sales to increase by 12%, what quantity of smoked oysters should the market buy?
A. 1,647
B. 1,485
C. 1,512
D.
1,796
81. Linking buyers and sellers through communication is one of the main purposes of
A. research.
B. marketing.
C. promotion.
D. distribution.
82. A supermarket chain that needs to create a new company image or repair a damaged image will often use __________
promotions.
A. patronage
B. secondary
C. primary
D.
public relations
83. Contests, samples, and coupons are all examples of
A. sales promotion.
B. personal selling.
C. novelty items.
D. premiums.
84. Food-marketing businesses seeking to target the teenage market often use
A. broadcast media.
C. newspapers.
B. direct mail.
D. specialty advertising.
85. A disadvantage to food-marketing businesses that use e-mail as a direct-mail strategy is that recipients may not get the
message because many computers have
A. spam filters.
C. reply options.
B. invalid home addresses.
D. promotion controls.
86. "Hallmark...When you care enough to send the very best" is an example of a(n)
A. tag line.
B. tag line.
C. headline.
87. What is one of the main reasons that grocery stores use visual merchandising?
A. To buy for resale
C. To attract employees
B. To sell products
D. To create decoration
D. endorsement.
2008 DECA Ontario Regionals
Test 981
FOOD MARKETING SERIES
8
88. Which of the following is an example of a procedure that supermarkets might establish for maintaining displays:
A. Design simple settings.
C. Organize new inventory.
B. Create seasonal themes.
D. Rearrange goods daily.
89. Why is it important for a food-marketing business that is planning a promotion to advise the purchasing department
about the upcoming event?
A. To ensure that there is sufficient product in stock
B. So that the merchandising displays can be assembled
C. So that newspaper advertisement inserts can be created
D. To ensure that the sales personnel are aware of the event
90. How does selling benefit the private enterprise economic system?
A. Eliminates competition
C. Adds utility to products
B. Contributes to unemployment
D. Increases prices of products
91. Federal and state governments regulate food marketers and their sales policies in order to
A. promote discrimination.
C. control prices.
B. prevent competition.
D. protect consumers.
92. One way a food distributor can help its salespeople demonstrate ethical behavior in selling situations is by
A. establishing gift-giving guidelines.
C. making price deals.
B. developing sales quotas.
D. requiring reciprocity.
93. An advantage to food distributors of using mapping software to create sales territories is that the software allows the
food distributors to
A. view geographic characteristics.
C. experiment based on various criteria.
B. assign specific salespeople.
D. develop travel routes.
94. In preparing for a sales presentation, a food distributor's new salesperson feels that s/he needs additional product
information. An internal source of such information would be
A. a customer.
B. the library.
C. the manufacturer.
D. another salesperson.
95. What does a supermarket-supply salesperson need in order to be able to translate the features of goods and services
into benefits?
A. Industry research
C. Customer assistance
B. Product information
D. Personal experience
96. Jason works at the Acme Fish Market. Jason always greets customers right away, asking what he can do to help. What
is the next step that Jason should take in the selling process?
A. Establish a relationship with the customer
C. Prescribe solutions to customer needs
B. Try to get the customer to buy
D. Discover the needs of the customer
97. Questioning should be used throughout the __________ process.
A. trading
B. grading
C. closing
D.
selling
98. A supermarket offering a free bottle of barbecue sauce with the purchase of 10 pounds or more of baby-back ribs is an
example of a __________ close.
A. narrative
B. contingent
C. bonus
D. direct
99. When a supermarket customer requests that a bakery employee personalize a birthday cake, it is known as
a(n)___________ order.
A. certified
B. certified
C. exclusive
D. special
100. What items do supermarket delicatessens price and sell by the pound?
A. Cheese, ham, and bread
C. Turkey, bread, and pasta salad
B. Potato salad, cheese, and turkey
D. Ham, pasta salad, and pastries
Test 981
FOOD MARKETING—KEY
9
1. C
Whenever someone promises to do something in exchange for something. This exchange of money,
things, time, ideas, etc., is what distinguishes a contract from a gift. Promising to give something to
someone else is not a contract because no exchange occurs. Contracts can be binding whether or not
money is involved, or whether they are drawn up by a lawyer or private individuals.
SOURCE: BL:002
SOURCE: Legal Information Institute, Cornell Law School. (n.d.). Contracts: An Overview. Retrieved
August 18, 2008, from http://www.law.cornell.edu/topics/contracts.html
2. B
Inventory control. Controlling inventory involves keeping track of how much stock is on hand, how much
has been sold, and how much is on order. A benefit of inventory control is the prevention of stockouts—a
situation in which there is no stock of an inventory item on hand. Leasing is contracting to use property
that belongs to someone else for a specific period of time for a specific amount of rent. Warehousing
involves placing goods in safe locations until they are needed or are ready to be sold. Stock handling
includes the loading, unloading, and handling of goods.
SOURCE: CM:001
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (p. 512).
Woodland Hills, CA: Glencoe/McGraw-Hill.
3. B
Intermediaries. Intermediaries are distribution channel members operating between the producer and the
consumer or industrial users to help in the movement of goods and services. Technological
advancements have not reduced the need for suppliers. Manufacturers still need raw materials to
produce their goods. Technological advancements have not necessarily reduced the need to use
warehouse personnel and freight carriers in relation to communicating with customers.
SOURCE: CM:004
SOURCE: Coyle, J.J., Bardi, E.J., & Langley, C.J. (2003). The management of business logistics:
A supply chain perspective (7th ed.) [p. 460]. Mason, OH: South-Western.
4. B
A tying agreement. A tying agreement is an illegal agreement requiring a customer to buy other products
in order to obtain desired goods and services. The snack-food distributor's goal is to increase sales by
coercing supermarkets to carry and sell unwanted products. Intensive distribution and selective
distribution are legal strategies for moving products. An open agreement may or may not be legal.
SOURCE: CM:005
SOURCE: Boone, L.E., & Kurtz, D.L. (2004). Contemporary marketing (11th ed.) [pp. 442-443]. Mason,
OH: Thomson/South-Western.
5. D
Marketing mix. Although distribution decisions do not necessarily precede other marketing decisions,
they must be acknowledged as an important influence on the marketing mix of a food product. Food
products must be available and accessible in order for customers to be able to buy. Product mix,
promotional plans, and merchandise plans are also considered in the marketing mix.
SOURCE: CM:007
SOURCE: Pride, W.M., & Ferrell, O.C. (2000). Marketing: Concepts and strategies (2000e) [p. 351].
Boston: Houghton Mifflin.
6. C
Logical evidence. Being prepared will help supermarket employees remain objective and able to offer
logical evidence to back up their ideas. They should be prepared to explain supporting information
because others may have questions or concerns about the ideas. Using logical evidence, such as related
statistics or facts, will help supermarket employees defend their ideas because they are relying on valid
evidence rather than personal opinions. Supermarket employees who defend their ideas objectively do
not use emotional information, personal opinions, or unrelated statistics.
SOURCE: CO:061
SOURCE: Adler, R.B., & Elmhorst, J.M. (1999). Communicating at work: Principles and practices for
business and the professions (6th ed.) [p. 256]. Boston: McGraw-Hill College.
Test 981
FOOD MARKETING—KEY
10
7. A
Attacking someone else's idea. When a supermarket employee asks questions in an open-minded way,
s/he avoids attacking someone else's idea. The employee evaluates what s/he says before saying it,
which helps to avoid sarcasm. The goal is to phrase the question in a way that seeks helpful information.
The supermarket employee does not avoid suggesting a better way to do something, stating his/her own
opinion, or mentioning the truth.
SOURCE: CO:053
SOURCE: QS LAP 29—Put In Your Two Cents
8. A
Logical evidence. Messages usually are more persuasive if they are supported by logical evidence.
Logical evidence is based on fact rather than on opinion. If a food-marketing business is writing a
persuasive message to encourage customers to do something, such as buy a product, it should include
logical evidence to make the message more convincing. A food-marketing business should avoid using
strong language because it may offend readers. Typeface and graphic design are visual elements of the
message rather than part of the content.
SOURCE: CO:031
SOURCE: Hyden, J.S., Jordan, A.K., Steinauer, M.H., & Jones, M.J. (1999). Communicating for
success (2nd ed.) [pp. 335-336]. Cincinnati: South-Western Educational.
9. C
Informal. A short report that presents facts without analysis is considered an informal report. A formal
report is more complex, has several different parts, and provides an analysis of the facts in the report.
An activity report is an account of sales calls or other business activities carried out by supermarket staff.
SOURCE: CO:094
SOURCE: Locker, K.O. (2000). Business and administrative communication (5th ed.) [pp. 366-367].
Boston: Irwin/McGraw-Hill.
10. C
Speaking at a comfortable volume. To speak pleasantly with supermarket customers, you should speak
at a comfortable volume—not too loudly or too softly. You also need to vary the tone of your voice and
speak neither too quickly nor too slowly.
SOURCE: CR:004
SOURCE: HR LAP 32—Customer-Service Mindset
11. D
Solutions available within the business's policies. Salespeople handling complaints should take action
based on their understanding of the complaint and the solutions that are possible within the business's
policies. These policies should be explained to the customer. The salesperson should not permit his/her
opinion of the customer to be a factor, whether the opinion is negative or positive. S/He should also not
be influenced by the customer's attitude. The time required to solve the problem is not as important as
finding a solution.
SOURCE: CR:010
SOURCE: Levy, M., & Weitz, B. A. (2007). Retailing management (6th ed.) [pp. 251-252]. Boston:
McGraw-Hill/Irwin.
12. D
A bill from the supplier listing prices of goods shipped. An invoice may also include style number,
description, quantity shipped, unit and extended cost, items on back order, shipping charges, terms, etc.
A packing slip may be enclosed with a shipment to list the type and number of items shipped. A contract
between a shipper and a transportation company is called a bill of lading. A purchase order comes from
the buyer, not the vendor.
SOURCE: DS:004
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 350-351).
Woodland Hills, CA: Glencoe/McGraw-Hill.
Test 981
FOOD MARKETING—KEY
11
13. A
The unit can be moved with a forklift. A pallet is a sturdy wooden platform used as a base or foundation
for stacking containers of goods. One forklift can move a large load at one time because the unit is
usually strapped, roped, or fastened in some way to the pallet. This makes individual boxes difficult to
remove. A slip-sheet is a thick piece of cardboard or plastic that is used instead of a traditional pallet.
Slip-sheets tend to weigh less than pallets. A pallet does not protect the shipment.
SOURCE: DS:085
SOURCE: Johnson, J.C., Wood, D.F., Wardlow, D.L., & Murphy, P.R. (1999). Contemporary logistics
(7th ed.) [pp. 150-153]. Upper Saddle River, NJ: Prentice Hall.
14. C
Credit voucher. On occasion, vendors deliver damaged goods that grocery stores will not accept. When
this happens, grocery stores usually expect vendors to issue a credit voucher which deducts a certain
amount from the store's bill. Grocery stores will not accept damaged goods because they will not be able
to sell them to customers. They often use the credit voucher to pay for replacement goods. A packing slip
is a shipper' s form that usually accompanies incoming merchandise which describes the type and
number of each item in a shipment. An invoice is the shipper's bill for goods sent to the purchaser. A
rebate is a return of part of the price a customer pays for a good or service, usually offered by the
product's manufacturer.
SOURCE: DS:009
SOURCE: Johnson, J.C., Wood, D.F., Wardlow, D.L., & Murphy, P.R. (1999). Contemporary logistics
(7th ed.) [pp. 238-239]. Upper Saddle River, NJ: Prentice Hall.
15. A
Should always be in stock. Staple goods are items that consumers always need and want. Seasonal
merchandise is only sold during a specific time, such as Christmas, Easter, winter, summer, etc. Some
staple merchandise may occasionally become slow-moving and need to be re-evaluated or replaced.
SOURCE: DS:022
SOURCE: Levy, M., & Weitz, B. A. (2007). Retailing management (6th ed.) [pp. 325-326]. Boston:
McGraw-Hill/Irwin.
16. A
$164,000. Inventory records help businesses track sales and manage merchandise levels. After a
physical inventory has been taken, an ending inventory is the result. The ending inventory figure then
becomes the beginning inventory for the next fiscal period. To calculate then ending inventory for Eric's
Supermarket, use the following formula: $280,000 (beginning inventory) + $756,000 (net purchases) =
$1,036,000 – $872,000 (net sales) = $164,000 (ending inventory).
SOURCE: DS:091
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 513-514).
Woodland Hills, CA: Glencoe/McGraw-Hill.
17. D
Rail. Rail is an economical shipping method for carload shipments that are traveling a long distance. Rail
is often used to ship large quantities of many types of products, such as canned goods, from one major
city to another. Air is an expensive shipping method. Couriers are used to transport small deliveries, often
within a city. Mail is used to send smaller packages and letters rather than carload shipments.
SOURCE: DS:127
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (p. 399). New
York: Glencoe/McGraw-Hill.
Test 981
FOOD MARKETING—KEY
12
18. C
Organic. There is a growing market for organic foods, and the trend is expected to continue. As a result,
wholesalers who sell organic foods must certify that these foods actually are organic. This means that
they are produced without the use of chemicals, insecticides, etc. Wholesalers may not tell buyers that
certain foods are organic unless they actually are. Imported foods are not necessarily produced without
the use of chemicals or insecticides. Processed and convenience foods usually are not organic.
SOURCE: DS:133
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (pp. 666-667). New
York: Glencoe/McGraw-Hill.
19. A
How to get the most with the least. Economics is the study of how to meet unlimited, competing wants
with limited resources. It is the process of deciding how to get the most with the least or how to obtain the
greatest satisfaction with limited resources. An individual's choice of occupation affects his/her economic
decisions because it affects income level. Capital goods are materials used in the production of goods
and services, not by individuals. Noneconomic wants are desires for items that can be obtained without
money.
SOURCE: EC:001
SOURCE: Sexton, R.L. (2002). Exploring economics (2nd ed.) [p. 3]. Mason, OH: South-Western.
20. A
At any particular moment. The market price is the actual price that prevails in a market at any particular
moment and may change whenever the seller desires to change it. The market price could change as
frequently or infrequently as necessary and is not based on the price prevailing on a specific day or time
of the year.
SOURCE: EC:006
SOURCE: EC LAP 12—Price
21. D
More than 90% of the packaging is recyclable. Pointing out that most of the packaging is recyclable will
reassure the customer that buying small bags will not endanger the environment. Pointing out that
convenience comes with a cost to the environment or that the packaging is approved by the government
does not address the customer's concerns. Grocery store employees should not tell customers that they
have a responsibility to purchase larger bags.
SOURCE: EC:070
SOURCE: EC LAP 20—Business Connections (Business and Society)
22. A
Protect U.S. citizens. In the United States, the government should step in only to protect citizens, and it
should let them pursue their own goals. As life has become more complex, the role of government has
gradually expanded. Government has been asked to solve such problems as inflation, pollution, and
unemployment. It does not, however, try to increase production, limit business startups, or maintain
control of prices except in what are considered emergency situations.
SOURCE: EC:009
SOURCE: EC LAP 15—People Power (The Private Enterprise System)
23. C
Provide effective training. Many risks can be prevented or controlled, and providing effective training is
one way of reducing the risks associated with incompetent workers. Well-trained employees are more
efficient and productive and, therefore, less of a risk to food-marketing businesses. Checking credit
references, installing surveillance cameras, and signing contractual agreements are methods of reducing
other kinds of business risk.
SOURCE: EC:011
SOURCE: EC LAP 3—Lose, Win, or Draw (Business Risk)
Test 981
FOOD MARKETING—KEY
13
24. A
To see whether the food-marketing business's objectives are being met. Productivity may be measured
to see whether a food-marketing business's goals and objectives are being reached. Productivity doesn't
aid in the location of new sources of inputs. Members of the finance department are responsible for
determining the best ways to invest company profits. Research and development may find new ways to
meet customer needs.
SOURCE: EC:013
SOURCE: EC LAP 18—Make the Most of It (Productivity)
25. B
Reaches its maximum level. The law of diminishing returns states that, at some point, adding more
resources does not proportionately increase productivity. For example, adding more employees when
there is limited space and equipment will eventually have a negative effect on production because
overcrowding will occur, and no one will be able to work efficiently. Businesses such as food producers
apply this law when deciding whether to hire more employees or purchase more materials and
equipment. All of the resources need to be compatible for production to reach its maximum level. Once
maximum production occurs, adding more resources will begin to diminish the rate of productivity. The
law of diminishing returns does not determine at which point production is too expensive to continue,
equals the amount of revenue, or passes that of the competition.
SOURCE: EC:023
SOURCE: McConnell, C.R., & Brue, S.L. (2005). Economics: Principles, problems, and policies
(16th ed.) [pp. 395-397]. Boston: McGraw-Hill/Irwin.
26. B
Pay raise is 4% and inflation rate is 6%. When the inflation rate is higher than the percent of raise that
employees receive, the purchasing power of those employees decreases. This has a negative effect on
the economy because the higher inflation rate means higher prices for goods and services. The pay raise
that the employees received was less than the rate of inflation so employees lost purchasing power. They
have less money to spend, and the goods and services they want cost more than their pay increase.
When interest rates decrease, consumers' purchasing power usually increases. Consumers' purchasing
power does not change if their employers match their contributions to a retirement plan. A decrease in
state income-tax rates usually increases consumers' purchasing power.
SOURCE: EC:081
SOURCE: Arnold, R.A. (2004). Economics (6th ed.) [p. 180]. Cincinnati: Thomson/South-Western.
27. B
Cultural sensitivity. Culture is the customs, habits, and traditions of a particular group of people. The way
that different people interact with each other is an expression of their culture. Food-marketing executives
need to be sensitive to the fact that their foreign customers may have unique customs, such as bowing,
when they greet each other rather than shaking hands. They should accept these customs and try to
make their foreign customers feel comfortable. Food-marketing executives who behave in this manner
are showing respect for other customs and habits and are exhibiting cultural sensitivity. Communication
skills are abilities to express yourself clearly and simply. Stereotypical behavior involves acting in a
manner that conforms to a set image. Language differences occur when people speak different
languages.
SOURCE: EI:033
SOURCE: Lehman, C.M., & DuFrene, D.D. (1999). Business communication (12th ed.) [pp. 22-23].
Cincinnati: South-Western College.
28. D
Make decisions. Making decisions is a critical leadership activity. Usually, the difficulty of a decision
increases with the level of uncertainty. People who become leaders are more comfortable with
uncertainty. Some even like the excitement of not knowing for sure how things are going to turn out. If
leaders are also managers, they often assign tasks, develop projects, and schedule deadlines. However,
those are not the most important functions of a leader who is the individual with the ability to guide or
direct the actions of others in a desired manner to achieve goals.
SOURCE: EI:009
SOURCE: QS LAP 27—Follow Me!
Test 981
FOOD MARKETING—KEY
14
29. C
Agreeing on goals. The coaching process involves several steps. One of these steps is agreeing on
goals. The coaching relationship hinges on collaboration between the coach and the coachee. The coach
and the coachee must agree on the goal, or goals, so the coach can monitor progress accurately. It is
also important to write down the goals. Being enthusiastic and expressing interest are coaching
characteristics rather than part of the coaching process. Having goods skills is important, but that is not
part of the coaching process.
SOURCE: EI:041
SOURCE: QS LAP 7—Bring Out the Best
30. B
Form and conduct relationships. When you study human relations, you examine the ways that people
form and conduct relationships with one another. Relationships between people are often very complex
and can be either effective or ineffective. They are affected by people's personal styles, their opinions,
and their communication skills.
SOURCE: EI:037
SOURCE: EI LAP 5—Can You Relate? (Positive Working Relationships)
31. C
Saving even a little bit each month will help Patty. Even a small amount of money, invested from an early
age over a long period of time, can make a significant contribution to retirement savings. People do not
have plenty of time to save for retirement; beginning early allows more time for savings to grow. Social
Security benefits are not likely to cover basic living expenses. Due to longer life spans, many people are
in retirement longer than 15 years.
SOURCE: FI:064
SOURCE: Kapoor, J., Dlabay, L., Hughes, R., & Hoyt, W. (2005). Business and personal finance
(pp. 477-481). New York: Glencoe/McGraw-Hill.
32. D
To avoid being denied credit. Individuals should periodically validate their credit histories to make sure
that the information is correct. In some cases, inaccurate or false information may appear in a credit
history, which will result in an individual being denied credit. To make sure this doesn't happen,
individuals should review the information and contact the credit bureau to change or remove inaccurate
information. Individuals do not validate their credit histories to understand credit laws, find out about
different types of credit, or protect themselves from bankruptcy.
SOURCE: FI:072
SOURCE: Kapoor, J.R., Dlabay, L.R., Hughes, R.J., & Hoyt, W.B. (2005). Business and personal
finance (pp. 174-179). New York: Glencoe/McGraw-Hill.
33. B
Current assets. Assets are anything of value the grocery store owns. Current assets would include cash
on hand, accounts receivable, and inventory owned by the grocery store. Income is money received by
the grocery store from an outside source. Liabilities are debts that the grocery store owes.
SOURCE: FI:085
SOURCE: FI LAP 5—Show Me the Money (Nature of Accounting)
34. C
To exist. Money must flow into a business before it can ever exist. An entrepreneur starting a foodmarketing company usually borrows money from a bank or obtains financing from investors in order to go
into business. This initial flow of money is used to purchase the goods and services needed to start the
food-marketing company. A food-marketing company receives money from the sale of goods and
services. An entrepreneur often obtains start-up money by borrowing it from investors.
SOURCE: FI:091
SOURCE: FI LAP 6—Count the Cash (Cash Flow)
Test 981
FOOD MARKETING—KEY
15
35. A
Revenue. The revenue category of the income statement includes the total amount of money earned by a
business. It includes interest earned from bank accounts, returns on investments, sale of assets, and
sales of the business's goods and services. Assets are anything of value that the business owns. Net
income is the money remaining after operating expenses are subtracted from gross profit. Gross sales
are the total value of goods or services sold in a period of time.
SOURCE: FI:094
SOURCE: FI LAP 4—Watch Your Bottom Line (Income Statements)
36. C
Information is organized. Budgets create physical records. With a budget, a supermarket is able to keep
financial information organized and accurate because it provides a written record of financial
transactions. The budget records help supermarkets organize and track all of the financial information
involved in operating a business. Having written budget records does not necessarily simplify the
accounting process, reduce expenses, or increase investments.
SOURCE: FI:106
SOURCE: FI LAP 3—Money Tracks (Nature of Budgets)
37. A
When a supermarket employee takes cash for business purposes, s/he should sign a voucher. Petty
cash is a small amount of money kept on hand by a supermarket for business purposes. Petty cash is
often used to buy emergency office supplies or to pay for a delivery. Supermarkets keep records of their
petty cash transactions to control and monitor these types of purchases. Most supermarkets track petty
cash outflows by having the employee sign a voucher that indicates who is requesting the money and
why the money is needed. Once the sales transaction is complete, the supermarket employee submits
the sales receipt and change (leftover currency and coins) to the supermarket's cashier. Supermarkets
may want to review petty cash records but they do not need to notarize them. Because each supermarket
varies by type, size, and needs, they maintain different amounts of petty cash.
SOURCE: FI:088
SOURCE: Vallen, G.K., & Vallen, J.J. (2005). Check-in: Check-out (7th ed.) [pp. 438-439]. Upper
Saddle River, NJ: Prentice Hall.
38. D
Use debit cards. Debit cards are a type of electronic funds transfer (EFT) process which makes it easy to
move money from one bank to another through the use of computers. Debit cards access a customer's
checking or savings account and automatically transfer funds from the account to the supermarket's
account. The use of debit cards reduces the amount of time supermarket employees spend completing
bank-deposit slips because there are fewer personal checks to record and tabulate. A lot of supermarket
customers do not pay in cash. However, when supermarkets receive cash, they must count it and
complete deposit slips for the amount. Most customers prefer to buy their groceries in person rather than
online. Supermarkets do not encourage their customers to visit ATM machines.
SOURCE: FI:298
SOURCE: Kapoor, J.R., Dlabay, L.R., Hughes, R.J., & Hoyt, W.B. (2005). Business and personal
finance (pp. 126-127). New York: Glencoe/McGraw-Hill.
39. D
Inventory records. Internal information sources come from within the specialty food store itself. Invoices,
operating budgets, and inventory records are internal sources of information that a specialty food store
compiles itself. Government web sites and trade journals are examples of external sources of marketing
information. Employee handbooks are a type of internal information but they do not contain marketing
information.
SOURCE: IM:001
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 594-595).
Woodland Hills, CA: Glencoe/McGraw-Hill.
Test 981
FOOD MARKETING—KEY
16
40. A
Activity. An activity report describes a sales representative's intended sales calls and routes and is
submitted to management a week or month in advance. Food distributors often use the information in
these reports to make marketing decisions. A call report is a write-up of completed sales activities.
Territory and quota reports do not include planned activities of individual sales representatives.
SOURCE: IM:184
SOURCE: Kotler, P. (2000). Marketing management (10th ed.) [pp. 633-634]. Upper Saddle River, NJ:
Prentice Hall.
41. B
Keyboarding. The most popular technique for entering marketing data into a computer for analysis is
keyboarding. The keyboarding technique involves the use of a keyboard that is connected to a computer.
An individual types in the information via the keyboard and then saves it to the computer for future use
and analysis. Before the data are entered into a computer, they are edited for mistakes. Screening is a
method of validating the accuracy of the data. After the data are entered into a computer, researchers are
able to tabulate and analyze the information.
SOURCE: IM:062
SOURCE: Hair, J.F., Jr., Bush, R.P., & Ortinau, D.J. (2000). Marketing research: A practical approach
for the new millennium (pp. 491-499). Boston: Irwin/McGraw-Hill.
42. A
Flexibility. The use of relational databases provides businesses with more flexibility in examining many
variables and analyzing the relationships of those variables. Relational databases allow businesses to
examine all the variables at one time. For example, a relational database allows a business the flexibility
to examine how well all of its products are selling in each part of the country and compare one product
with another or compare one region with another. A sequential database organizes information in a
simple path from one factor to the next and does not provide the flexibility to compare many variables.
Sequential databases are more limiting, rigid, and restrictive than relational databases.
SOURCE: IM:063
SOURCE: Hair, J.F., Jr., Bush, R.P., & Ortinau, D.J. (2000). Marketing research: A practical approach
for the new millennium (pp. 160-165). Boston: Irwin/McGraw-Hill.
43. C
Survey method. Conducting surveys is the most frequently used method of collecting primary data.
Surveys may be conducted in person or in the form of questionnaires. Observation and experimental are
other methods of collecting primary data, but they are not used as often as the survey method. Point-ofsale research combines the survey and observations methods, but it is not the most frequently used.
SOURCE: IM:187
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.) [p. 527].
Woodland Hills, CA: Glencoe/McGraw-Hill.
44. D
Production and consumption. In effect, marketing serves as the connecting link, or "bridge", between
producers and consumers. Selling, distribution, and pricing are marketing functions. The relationship
between government and business is monitored by the legal system.
SOURCE: MK:001
SOURCE: BA LAP 11—Have It Your Way (Marketing)
Test 981
FOOD MARKETING—KEY
17
45. D
Having goods available when needed. Merchandising is the process of having the right goods in the right
place at the right time in order to make a profit. Having goods available when customers want or need to
buy them is an aspect of having the right goods to sell at the right time. If grocery stores do not have the
goods on hand when customers want to buy, customers might decide to shop elsewhere and the store
will lose sales. Developing ways to improve goods is an aspect of product/service management.
Advertising goods to customers is an aspect of promotion. Selling involves understanding the techniques
to use to influence purchase decisions.
SOURCE: MK:009
SOURCE: Berman, B., & Evans, J.R. (2004). Retail management: A strategic approach (9th ed.)
[pp. 339-340]. Upper Saddle River, NJ: Prentice Hall.
46. B
Advancements in technology. These advancements may cause changes in the goods or services that the
supermarket chain sells and, thus, require new marketing strategies. Other factors that can make it
necessary to change marketing strategies include changes in the economic climate, actions of
competitors, number of competitors, market size, loss of market share, and a reduction in sales.
SOURCE: MP:001
SOURCE: IM LAP 7—Pick the Mix (Marketing Strategies)
47. A
Potential consumers. A market is composed of individuals who have unfulfilled desires and are willing
and able to spend money in order to satisfy those desires. Without knowing the needs of professionals,
homeowners, or laborers, it cannot be determined if they are potential consumers.
SOURCE: MP:003
SOURCE: IM LAP 9—Have We Met? (Market Identification)
48. A
Internal assessment. In the food-marketing industry, an important aspect of marketing planning involves
an internal assessment of the food-marketing business. A food-marketing business needs to understand
its strengths and weaknesses before it can develop an effective marketing plan. Therefore, the planning
must come first and should include a thorough assessment of the food-marketing business's current
condition. An internal assessment might include reviewing previous sales goals rather than forecasting
future sales. Time measurement and a creative process are not important aspects of marketing planning.
SOURCE: MP:006
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (pp. 26-28). New
York: Glencoe/McGraw-Hill.
49. A
Total industry sales for a given period. Market-share analysis evaluates the convenience-food
manufacturer's share of the market. The manufacturer forecasts its sales with the assumption that its
share of the market will not change. The total industry sales are used, rather than the sales or market
share of any specific company. An economic forecast projects the conditions under which all businesses
will be operating.
SOURCE: MP:013
SOURCE: Burrow, J.L. (2006). Marketing: Instructor's wraparound edition (2nd ed.) [pp. 538-539].
Mason, OH: Thomson/South-Western.
Test 981
FOOD MARKETING—KEY
18
50. B
Customer database. A database is a collection of information that a specialty food store keeps in a
central location. Specialty food stores usually keep information about their customers in a computer or
filing cabinet. The database can hold many types of information including purchasing history, customer
buying preferences, contact names, and addresses. This information helps a specialty food store to
develop promotional activities (e.g., advertisements) that appeal to its target market. The specialty food
store does not consider its financial analysis, its vendors' records, or a general project plan when
developing promotional activities, such as advertising.
SOURCE: NF:115
SOURCE: Semenik, R.J. (2002). Promotion and integrated marketing communications (pp. 351-353).
Mason, OH: South-Western.
51. D
Types of products being purchased. Food-marketing businesses maintain a variety of records about the
quantities and types of products that customers are purchasing. These records are usually known as
sales records. By analyzing past sales records, food-marketing businesses can determine what
customers are buying, when they are buying, and how much they are buying. This helps a foodmarketing business forecast future sales so it can be prepared to offer the products that customers want.
Food-marketing businesses do not maintain customer sales records that contain information about the
discounts offered by manufacturers, the cost of paying commissioned salespeople, or the suppliers that
provide the goods.
SOURCE: NF:002
SOURCE: Burrow, J.L. (2006). Marketing (2nd ed.) [pp. 120-121]. Mason, OH: South-Western.
52. A
Award purchasing contracts. Supermarkets maintain records about their vendors and use the information
in the records to award contracts to the most appropriate vendor. When selecting a vendor, a
supermarket usually wants to buy from the vendor that offers the best price for the value, has reasonable
delivery terms, and favorable credit policies. By comparing the information about each vendor, a
supermarket can make an informed decision about the best vendor. This type of information does not
help a supermarket to negotiate higher discounts, monitor inventory levels, or follow safe shipping
procedures.
SOURCE: NF:014
SOURCE: Burrow, J.L. (2006). Marketing (2nd ed.) [pp. 120-121]. Mason, OH: South-Western.
53. A
Credit-card information will be stolen. Identity theft is on the increase, and hackers have become more
adept at breaking into web sites. Not all food is perishable. The Internet actually makes it easier to track
shipment. Internet use is growing rapidly every month.
SOURCE: NF:057
SOURCE: BA LAP 3—Internet's Impact on Marketing
54. D
To protect workers from being injured. Safety education should be part of the employee training program.
Supermarket employees who understand and follow safety guidelines are much less likely to get hurt on
the job. While supermarkets may provide safety guidelines, workers are also responsible for behaving in
a safe manner. Encouraging workers to do a good job and maintaining control of workers' activities are
not purposes of safety guidelines.
SOURCE: OP:007
SOURCE: Ninemeier, J.D. (2000). Management of food and beverage operations (3rd ed.)
[pp. 268-272]. Weimar, TX: Culinary and Hospitality Industry Publications Services.
Test 981
FOOD MARKETING—KEY
19
55. A
Employee theft. Employee theft may be controlled by developing a secure environment, using security
personnel, and establishing security policies. Employee security policies would not control shoplifting,
which is customer theft of goods from the business. Supplier pilferage occurs when a store's vendors are
dishonest. Payroll costs are the expenses involved in paying workers their wages.
SOURCE: OP:013
SOURCE: Berman, B., & Evans, J.R. (2004). Retail management: A strategic approach (9th ed.)
[pp. 383-385]. Upper Saddle River, NJ: Prentice Hall.
56. C
Contingency plan. A contingency plan is often known as "Plan B," or the backup in the event that the
original plan will not work for some reason. Food-marketing businesses often develop contingency plans
along with original project plans in order to be prepared for the unexpected. There's no way to know
when a crisis will occur, and having a contingency plan often helps a food-marketing business to be
successful even under adverse conditions. Food-marketing businesses do not develop an escape
mechanism, which is a way out of a situation. Suggestion programs are usually intended to encourage
employees to share ideas. A modified schedule might be a part of a contingency plan.
SOURCE: OP:001
SOURCE: DuBrin, A. J. (2003). Essentials of management (6th ed.) [pp. 116-117]. Mason, OH: SouthWestern.
57. B
Purchasing. Purchasing is the buying of resources needed for production. These may include raw
materials, parts, equipment, supplies, machinery, and labor. Scheduling establishes the timetable to be
followed in production. Routing determines the sequence for the steps in the production process.
Dispatching is issuing orders for production to start.
SOURCE: OP:017
SOURCE: BA LAP 1—Nature of Production
58. C
Overhead. Operating expenses such as rent, maintenance, and managers' salaries are often referred to
as overhead. Markdown is a reduction in the retail price of an item. Variable expenses are business
expenses that vary in response to changes in sales volume. Fixed expenses are expenses that do not
vary in response to changes in sales volume.
SOURCE: OP:024
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (pp. 767-769). New
York: Glencoe/McGraw-Hill.
59. B
Over. For example, if the sales register tape is $35.00, and the cash drawer is $50.00, the cash is $15.00
over ($50 - $35 = $15). The cash would be short if it were less than the amount on the sales register
tape. When both figures are the same, the cash drawer is balanced. A void is a sale that has been
canceled.
SOURCE: OP:195
SOURCE: Stull, W.A. (1999). Marketing and essential math skills: Teacher's edition (pp. 153-153).
Cincinnati: South-Western Educational.
60. C
Purchasing process. Businesses (e.g., supermarkets) decide what items they need as the first step in the
purchasing process. The price decision is the decision a customer reaches on the price s/he is willing to
pay for a good or service. Sales promotion is the promotional activities other than advertising, personal
selling, and publicity that are used to stimulate customer purchases. Credit system is the variety of credit
plans available to companies to pay for purchases over a period of time.
SOURCE: OP:117
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 490-493).
Woodland Hills, CA: Glencoe/McGraw-Hill.
Test 981
FOOD MARKETING—KEY
20
61. D
Career, physical, financial. A career goal is an objective for your work life, such as opening his own
grocery store. Physical goals are objectives for your health and well-being, such as exercising. Financial
goals are measured in terms of money. Emotional and ethical are not types of goals. Educational goals
deal with education, and social goals are objectives for interactions with other people.
SOURCE: PD:018
SOURCE: Settingyourgoals.com. (n.d.). Achieve your maximum potential. Retrieved August 18, 2008,
from http://www.settingyourgoals.com/Types_of_Goals.html
62. D
Playing mind games. Most puzzles and mind games encourage people to think in new ways, thereby
improving their creativity. Playing mind games helps to keep people alert and is an excellent way of
sharpening thinking skills. Watching television, attending sports events, and telephoning friends do not
encourage creative thinking.
SOURCE: PD:012
SOURCE: PD LAP 2—Creativity
63. D
Internet web sites. Today, Internet web sites are a valuable source of career information that is available
to individuals at all times. Many professional organizations maintain web sites that provide career
information. Also, many businesses post career and employment information on their web sites. Some
sites are designed specifically to allow job seekers access to potential employers, as well as information
about careers in various industries. Employment agencies, local libraries, and school counselors are
sources of career information, but they are not available to individuals at all times.
SOURCE: PD:022
SOURCE: Kimbrell, G., & Vineyard, B.S. (2006). Succeeding in the world of work (p. 117). New York:
Glencoe/McGraw-Hill.
64. C
Job requirements. Job applicants write letters of application to create interest in themselves by explaining
how their qualifications might benefit the company. Writing letters of application that explain what the
applicants can do will encourage the company to interview them. Benefits, compensation, and bonuses
are not included in letters of application but are discussed during the interview process.
SOURCE: PD:030
SOURCE: Kimbrell, G., & Vineyard, B.S. (2006). Succeeding in the world of work (pp. 125-126). New
York: Glencoe/McGraw-Hill.
65. C
Join a local professional or trade organization. People who are members of a professional or trade
organization have a common need and have gained strength through pooling their talents and resources.
Visiting every business is ambitious but too time consuming and may not produce the desired results.
Attending after-work activities is a possibility, but it is too limiting, and she has no control over who will be
at those activities. Victoria could wait until approached by others, but the process would be slow. She
would only meet those who took the time to approach her.
SOURCE: PD:036
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 789-790).
Woodland Hills, CA: Glencoe/McGraw-Hill.
Test 981
FOOD MARKETING—KEY
21
66. B
Lowering prices to drive out competitors. Predatory pricing involves setting very low prices on certain
goods or services in order to hurt competitors and try to drive them out of business. Predatory pricing is
unethical because its only purpose is to drive out the competition. Food retailers that engage in predatory
pricing usually do so for only the amount of time it takes to drive out competitors, and then they raise the
prices. Meeting with competitors to agree on prices is price fixing. Developing complex pricing structures
may be unethical because customers are unable to understand the prices. However, this practice is not
considered predatory pricing. Offering discounts on some items to attract customers is a type of
promotional pricing rather than predatory pricing.
SOURCE: PI:015
SOURCE: Kotler, P., & Armstrong, G. (1999). Principles of marketing (8th ed.) [p. 344]. Upper Saddle
River, NJ: Prentice Hall.
67. B
Price fixing. Price fixing is an illegal agreement between businesses (e.g., grocery stores) as to a price or
price range for products. Price fixing extends beyond merely agreeing on prices; it also includes
coordinating the amount of discounts and credit terms. When competitors agree to carry the same goods,
set prices, and control the market, they are fixing prices. This exchange of information prevents
customers from having a choice about what they buy and what they pay. Unit pricing is a pricing
technique in which consumers are given the price per unit for products. Price advertising involves
promoting special prices, such as discounts or two-for-one offers. Deceptive pricing involves misleading
customers about the actual price of an item.
SOURCE: PI:017
SOURCE: Soloman, M. R., Marshall, G. W., & Stuart, E. W. (2008). Marketing: Real people, real
choices (5th ed.) [p. 364]. Upper Saddle River, NJ: Pearson Prentice Hall.
68. B
Supply and demand. Pure competition is a market in which there are a great many buyers and sellers of
nearly identical products, and marketers have very little control over pricing. Producers and sellers must
accept the market price, the actual price that prevails in a market at a given time. They cannot raise or
lower prices because buyers are already buying as much as they want of the product at the current price.
Market share is an organization's share of the total industry's sales in a specific market.
SOURCE: PI:002
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials
(pp. 544, 546-547). Woodland Hills, CA: Glencoe/McGraw-Hill.
69. A
Positioning. Product positioning is the consumer's image or impression of a product as compared to that
of competitive products. Product positioning directs products toward the particular segment of the market
to which they would have the most appeal. Product mix is the particular assortment of products that a
business offers in order to meet the needs of its markets and its company's goals. Product planning is the
process of developing the product/service mix in response to market opportunities. Product screening is
the process of considering each idea for a new product and discarding those that seem unworkable.
SOURCE: PM:001
SOURCE: Soloman, M. R., Marshall, G. W., & Stuart, E. W. (2008). Marketing: Real people, real
choices (5th ed.) [p. 220]. Upper Saddle River, NJ: Pearson Prentice Hall.
70. C
Maturity. During this stage, the product has asserted itself in the market and attracted competitors who
wish to take away or gain back market share. In the introductory stage, advertising is focused on
awareness. During the growth stage, advertising is focused on consumer satisfaction. During the decline
stage, advertising may cease completely.
SOURCE: PM:024
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.)
[pp. 557-558]. Woodland Hills, CA: Glencoe/McGraw-Hill.
Test 981
FOOD MARKETING—KEY
22
71. C
Cause packaging. Cause packaging is using a product to promote a political or social issue.
Environmental labeling and provocative branding are not terms commonly associated with packaging.
Political lobbying is the act of trying to influence the attitudes and actions of legislative groups.
SOURCE: PM:040
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.) [p. 578].
Woodland Hills, CA: Glencoe/McGraw-Hill.
72. B
Aware. A product opportunity is a favorable circumstance that presents itself to provide a good or service
that consumers are willing to buy. People identify food-product opportunities by being attentive to their
surroundings, by being aware. Many food-product opportunities are realized by observing people in
various situations. While people are often emotional, decisive, or indifferent, these qualities do not always
help them identify new food-product opportunities.
SOURCE: PM:134
SOURCE: Meyer, E.C., & Allen, K.R. (2006). Entrepreneurship and small business management
(p. 51). New York: Glencoe/McGraw-Hill.
73. D
Real market opportunity. An opportunity is a circumstance that presents itself as a favorable means to
meet an objective. Real market opportunity requires two circumstances: there must be unmet need or
want, and there must be a product idea that will fulfill the unmet want or need. It would not be feasible to
come up with a product idea, produce the good or service, and not have anyone interested in purchasing
the good or service. In other words, there would not be a "real market" to purchase the product. The
competitive advantage is the edge achieved by a business that offers something better than its
competitors. If a business has an edge or competitive advantage over its competitors, it is not merely
potential or reasonable. Innovative market opportunity is a fictitious term.
SOURCE: PM:127
SOURCE: PM LAP 11—Unleash Your Oh! Zone (Product Idea Generation)
74. D
Make improvements. Businesses receive benefits from offering warranties and guarantees. One benefit
is getting feedback from grocery stores about unsatisfactory display products. Without this feedback, the
company would not be able to make corrections and improvements in its products. Companies do not
use information about problems with products to increase prices, hire employees, or organize meetings.
SOURCE: PM:020
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 324-327).
Woodland Hills, CA: Glencoe/McGraw-Hill.
75. B
In order to satisfy identified consumer needs. Food marketers research competitive brands, define the
unique characteristics of their own brands, and use this information to position their products to meet
consumer needs. Food marketers want to find the point of difference that separates their brand from the
competition, not the way in which the brands are alike. Brand extension is used in the launching of new
brands. Brand licensing allows a firm to lease another firm's brand for a fee.
SOURCE: PM:003
SOURCE: PM LAP 3—Mix and Match (Product Mix)
Test 981
FOOD MARKETING—KEY
23
76. B
Place produce in display and storage units that are appropriate for each item. Fruits and vegetables have
different needs to ensure optimal freshness for the consumer. Some vegetables, such as potatoes and
onions, do not need to be refrigerated. Potatoes are often kept in cool, dry holding units and do not
generally need misting or ice to stay fresh. Other vegetables, such as asparagus, stay freshest when
placed in refrigerated or ice-packed display units that are lightly misted with cool water throughout the
day. Supermarkets do not store fruits and vegetables under heat lamps.
SOURCE: PM:053
SOURCE: U.S. Dept. of Agriculture. (2004). Agricultural handbook number 66: The commercial storage
of fruits, vegetables, florist, and nursery stocks (draft). Retrieved August 20, 2008, from
http://www.ba.ars.usda.gov/hb66/contents.html
77. C
Stage of the product's life cycle. During the decline stage of a product's life cycle, sales and profits fall
rapidly. To keep the product on the market, the food marketing business may reposition it to appeal to a
different market segment. For example, the business might position the product by reducing the price in
order to attract value-conscious customers. By positioning the product in this way, the business has the
opportunity to generate some profit by keeping the product alive. If the demand is consistent or high and
there are few competitors, the business would probably not need to reposition the product. High research
and development costs are associated with products in the introductory stage. If features or benefits
become obsolete, the product would most likely be taken off the market.
SOURCE: PM:042
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (pp. 644-645). New
York: Glencoe/McGraw-Hill.
78. A
Family. Family branding is using one brand name for a group of related products in a product line. A
private brand is owned by the middleman. An individual brand is a brand in which different brand names
are used for products owned by one company. Licensed branding occurs when a brand owner allows
another company to use the brand for a fee.
SOURCE: PM:021
SOURCE: PM LAP 6—It's a Brand, Brand, Brand World! (The Nature of Branding)
79. D
Reductions. Calculating reductions, such as employee discounts, markdowns, and shortages, is
important because they impact how much money can be used for purchases. To calculate planned sales,
one takes the amount sold last year and makes adjustments depending on the current economy and the
store's competition. To calculate planned inventory, one can use last year's information if economic and
competitive conditions are similar. One uses all of the above information to calculate planned purchases.
SOURCE: PM:061
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (p. 487).
Woodland Hills, CA: Glencoe/McGraw-Hill.
80. C
1,512. When determining the quantity of smoked oysters to purchase, a specialty market would consider
this year's sales as well as the expected amount of increase. If sales have been increasing and the
market expects a continued increase, the market would plan to purchase additional quantities next year.
In this example, sales are expected to increase 12% over this year's level. To calculate the increase, first
multiply the number of cans sold this year by the expected percent of increase (1,350 x 12% or .12 =
162). Then, add that figure to the number of cans sold this year to determine the quantity to buy for next
year (1,350 + 162 = 1,512).
SOURCE: PM:261
SOURCE: Dunne, P., Lusch, R., & Griffith, D. (2002). Retailing (4th ed.) [pp. 328-329]. Mason, OH:
South-Western.
Test 981
FOOD MARKETING—KEY
24
81. C
Promotion. Promotion is the communication of information about goods, services, images, and/or ideas.
One of the purposes of promotion is to link buyers and sellers. Promotion informs consumers about the
goods and services offered by sellers and encourages buying. Research is gathering, analyzing and
interpreting information about a specific question or problem. Marketing is the process of planning and
executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create
exchanges that satisfy individual and organizational objectives. Distribution is all the activities involved in
moving or transferring the ownership of goods or services from producers to consumers.
SOURCE: PR:001
SOURCE: PR LAP 2—Promotion
82. D
Public relations. Public relations promotions are institutional promotions created to deal with controversial
public issues that are related to a supermarket chain or its products. Patronage promotions are designed
to promote a firm's prestige, or its features. Primary promotion is intended to stimulate demand for an
entire class of goods or services. Secondary promotion is intended to stimulate demand for a particular
brand of product.
SOURCE: PR:002
SOURCE: PR LAP 4—Know Your Options (Types of Promotion)
83. A
Sales promotion. Sales promotion is promotional activities other than advertising, personal selling, and
publicity which stimulate customer purchases. Other examples are prizes, premiums, and novelty items.
Personal selling is the form of promotion that uses planned, personalized communication in order to
influence purchase decisions and enhance future business opportunities.
SOURCE: PR:003
SOURCE: PR LAP 1—Promotional Mix
84. A
Broadcast media. Broadcast media, such as radio and television, are especially effective at reaching
teenage audiences. Print media, such as newspapers and magazines, are most effective in reaching
adult audiences. Most direct mail, such as letters and catalogs, generally target adults. Specialty
advertising, categorized as "other media," are "giveaway items", such as pens, matchbooks, calendars,
or key rings embossed with a company's name, logo, or promotional message.
SOURCE: PR:007
SOURCE: PR LAP 3—Types of Promotional Media
85. A
Spam filters. Direct mail is a promotional medium that comes to consumers' homes and businesses. Email is a form of direct mail that food-marketing businesses send by computer. Spam is junk e-mail that
the recipient does not request and does not allow the recipient to request removal from the subscriber
list. To reduce the amount of spam recipients receive, businesses and consumers are installing software
programs that filter the spam, which keeps it from reaching the intended recipients. Invalid e-mail
addresses, rather than home addresses, would prevent e-mail recipients from receiving e-mail. Reply
options do not keep e-mail from reaching the intended message recipients. Promotion control is a
fictitious term.
SOURCE: PR:089
SOURCE: Arens, W.F. (2004). Contemporary advertising (9th ed.) [p. 574]. Boston: Irwin/McGraw Hill.
86. A
Tag line. A tag line is a slogan used in an advertisement. Another example would be "You can be sure...if
it's Westinghouse." A headline is text set in large type and usually positioned at the top of an
advertisement. A testimonial is a statement by an identified user of a product, proclaiming the benefits
received from the use of the product. An endorsement is approval by a reputable outside source.
SOURCE: PR:014
SOURCE: Arens, W.F. (2004). Contemporary advertising (9th ed.) [p. 422]. Boston: Irwin/McGraw Hill.
Test 981
FOOD MARKETING—KEY
25
87. B
To sell products. One of the main reasons for using visual merchandising is to sell. Grocery stores design
displays and arrange merchandise is such ways that consumers are motivated to make purchases.
Selling goods is the goal of all grocery stores, and the use of visual merchandising is one way of
achieving that goal. Grocery stores do not use visual merchandising for the purpose of buying for resale,
attracting employees, or creating decoration.
SOURCE: PR:023
SOURCE: Pegler, M.M. (2006).Visual merchandising and display (5th ed.) [p. 3]. New York: Fairchild
Publications, Inc.
88. D
Rearrange goods daily. Many displays are designed to encourage customers to handle and examine the
goods. In order to maintain these displays in a neat and attractive condition, it usually is necessary to
straighten and rearrange the goods on a daily basis. Customers handling and removing the goods to
purchase make it necessary to routinely rearrange the display goods. Creating seasonal themes,
organizing new inventory, and designing simple settings are not procedures for maintaining displays.
SOURCE: PR:052
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (p. 393).
Woodland Hills, CA: Glencoe/McGraw-Hill.
89. A
To ensure that there is sufficient product in stock. For example, suppose a snack-food distributor wants
to promote a specific snack item. As part of the promotion, the distributor provides customers with deep
discounts for a limited time. Therefore, the distributor must make sure there is enough of the snack item
on-hand for the customers. In most companies, the purchasing department orders the product.
Therefore, the promotions coordinator needs to advise the buyers in the purchasing department to
increase snack item purchases to meet the anticipated rise in demand. The merchandising department
coordinates displays. The advertising department coordinates advertising activities. Although sales
personnel need to know about promotional events, they do not generally purchase inventory.
SOURCE: PR:076
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.)
[pp. 302-304]. Woodland Hills, CA: Glencoe/McGraw-Hill.
90. C
Adds utility to products. Selling adds utility, or usefulness, to products. Through selling, products can be
in the right place, at the right time. This makes it easy for customers to buy which, in turn, keeps the
economy growing. In a private enterprise system, selling usually helps to reduce unemployment, promote
competition, and keep prices from increasing.
SOURCE: SE:017
SOURCE: SE LAP 117—Sell Away (The Nature and Scope of Selling)
91. D
Protect consumers. Federal and state governments, along with the regulatory agencies they have
created, pass legislation that affects businesses (e.g., food marketers) and their sales policies.
Regulatory factors include consumer protection regulations intended to protect individuals when making
purchases. The federal and state regulations are intended to encourage competition among businesses,
eliminate the possibility of price-fixing, and prevent discrimination in the prices or services that
businesses offer customers.
SOURCE: SE:932
SOURCE: Levy, M., & Weitz, B. A. (2007). Retailing management (6th ed.) [pp. 251-252]. Boston:
McGraw-Hill/Irwin.
Test 981
FOOD MARKETING—KEY
26
92. A
Establishing gift-giving guidelines. Giving gifts to customers often presents an ethical dilemma because
situations and peoples' perspectives differ. One food distributor may view any gift (e.g., inexpensive
holiday gifts) as a form of bribery while another food distributor does not. A food distributor can help
salespeople by establishing specific gift-giving policies for its sales personnel. If a salesperson does not
know if it is appropriate to give a gift in a certain situation, s/he can refer to the food distributor's written
guidelines about acceptable and unacceptable behavior. Sales quotas are specific selling goals set for
members of a food distributor's sales force and do not necessarily guide a salesperson's ethical behavior
on the job. Making price deals and requiring reciprocity are illegal selling activities and are generally
considered unethical.
SOURCE: SE:106
SOURCE: SE LAP 129—Keep It Real—In Sales (Selling Ethics)
93. C
Experiment based on various criteria. An advantage of using mapping software to create sales territories
is that food distributors can experiment based on various criteria, such as travel time and estimated
sales. Before establishing territories, a food distributor can input certain criteria and view a territory based
on that information. If the food distributor is not satisfied with the results, it can enter new criteria and
continue to experiment to find the territories that will be the most effective. Once territories have been
created, food distributors assign salespeople to cover the territories. Mapping software does not allow the
food distributors to view geographic characteristics or develop travel routes.
SOURCE: SE:107
SOURCE: Futrell, C.M. (2001). Sales management: Teamwork, leadership, and technology (6th ed.)
[pp. 133-134]. Mason, OH: South-Western.
94. D
Another salesperson. Experienced salespeople within the business can be an invaluable source of
product information and are usually willing to share their experience with a new employee. A customer,
the library, and the manufacturer are sources external to the business.
SOURCE: SE:062
SOURCE: Anderson, R.E., & Dubinsky, A.J. (2004). Personal selling: Achieving customer satisfaction
and loyalty (p. 311). Boston: Houghton Mifflin.
95. B
Product information. Supermarket-supply salespeople must be thoroughly familiar with the features of
their products and be prepared to translate those features into benefits for individual customers. In order
to do this, salespeople need product information. They need information, such as how products are made
and used, in order to explain to customers how these features will benefit them. Salespeople can obtain
product information from industry research and reports, by talking to customers, and from personal
experience using the products.
SOURCE: SE:109
SOURCE: SE LAP 113—Find Features, Boost Benefits (Feature-Benefit Selling)
96. D
Discover the needs of the customer. The second step in the selling process is discovering the needs of
the customer. The first step is establishing a relationship, which Jason does when he greets customers.
The third step in the selling process is to prescribe solutions to customer needs. The fourth step in the
selling process is to reach closure and try to get the customer to buy.
SOURCE: SE:048
SOURCE: SE LAP 126—The Selling Process
Test 981
FOOD MARKETING—KEY
27
97. D
Selling. Questioning should be used throughout the selling process to help salespeople better
understand their customers. By asking questions throughout the selling process, salespeople can find out
what their customers really need and then try to satisfy those needs. Grading is the process of rating
products according to certain established standards or characteristics. Closing is the point in a sales
presentation at which the customer makes a favorable buying decision. Trading is exchanging one item
for another.
SOURCE: SE:111
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (pp. 285-286).
Woodland Hills, CA: Glencoe/McGraw-Hill.
98. C
Bonus. The bonus close gets its name from the extra gift or bonus a salesperson offers with the purchase
of the product being presented. A narrative close involves telling a story about people who have solved
similar problems by purchasing the good or service. A contingent close depends upon a salesperson's
proving a point to the customer to remove obstacles to the sale. A direct close is a closing technique
used in personal selling that involves asking the customer to buy the product.
SOURCE: SE:895
SOURCE: Farese, L. S., Kimbrell, G., & Woloszyk, C.A. (2009). Marketing essentials (p. 318).
Woodland Hills, CA: Glencoe/McGraw-Hill.
99. D
Special. A special order is a request for an item that is not usually carried in stock. The cake might be a
regularly stocked item, but personalized cakes (e.g., Happy Birthday, Pete) are not. An open order is an
order that is placed by buyers who select the supplier that can best meet the needs or criteria (e.g., price)
for a particular item or order. Exclusive and certified are not common terms used in the food-marketing
industry to describe specific types of orders.
SOURCE: SE:009
SOURCE: Levy, M., & Weitz, B. A. (2007). Retailing management (6th ed.) [pp. 306-307]. Boston:
McGraw-Hill/Irwin.
100. B
Potato salad, cheese, and turkey. Supermarket delicatessen employees sell products such as potato
salad, cheese, turkey, ham, and pasta salad to customers. The customer tells the delicatessen employee
how much of an item s/he wants, and the employee slices or packages the food to the customer's weight
specifications. The price of the item depends on its weight. The supermarket bakery sells bread and
pastries.
SOURCE: SE:161
SOURCE: John's Grocery. (n.d.). Deli/Catering features. Retrieved August 20, 2008, from
http://www.johnsgrocery.com/departments/deli/pricelist/index.cfm