Chapter 13:

1. What is the merchandise budget? Why do retailers need one?
2. Know how to calculate a merchandise budget.
3. What is Open-to-Buy?
4. What is an ABC analysis?
5. What is a sell-through analysis? Why is it useful?

Chapter 14:

1. Know the different types of brands, like national brands, private labels, generics, licensed brands, and retail brands.
2. Know the various considerations of international sourcing, such as currency fluctuations, tariffs, trade zones, inventory carrying costs, lead times, and quality control.
3. Know the pros and cons of buying in the USA vs. overseas.
4. Where is retail buying done? Know these: trade shows, trade centers, RBOs, and "on their own turf."
5. What is a strategic partnership? Why could it be important?
6. Know the ethical and legal issues of buying: slotting fees, bribes, counterfeit merchandise, gray marketing, diverting, exclusive territories, tying contracts, refusals to deal, and dual distribution.

Chapter 15:

1. Know these different pricing strategies: EDLP, high/low, the pros and cons of EDLP vs. high/low, coupons, rebates, leader pricing, price bundling, multiple-unit pricing, price lining, and odd pricing.
2. Know the difference between cost-oriented and demand-oriented price setting. Also know what keystoning means.
3. What is maintained markup? How is it calculated?
4. What is initial markup? What are markdowns?
5. Why do we have markdowns? When should they be taken?
6. What is Break Even Point? How is it calculated?
7. Know these effects (p. 460): substitution, total expenditure, difficult comparison,price/benefit, and situation.
8. Know these issues: price discrimination, quantity discounts, functional discounts, vertical and horizontal price fixing, predatory pricing, comparative price advertising, reference pricing, bait-and-switch tactics.

Chapter 16:

1. What are the five components of the communications mix for retailers? What are the strengths and weaknesses of each?
2. What are the three different tasks of the communications program?
3. What is positioning? How is it done?
4. Know the various methods of setting the advertising budget, as well as the criticisms or strengths of each.
5. Know the various types of media available for communicating, and the costs and strengths/weaknesses of each.
6. Know the following: coverage, reach, frequency, impact, and CPM.
7. Know the different types of sales promotions.
8. Know the various methods of conducting publicity.

Chapter 18:

1. Know the different types of store layouts, which types of stores each is appropriate, and the strenghts/weaknesses of each.
2. What are the different types of display areas? Know how each can be used effectively.
3. What are the important considerations of space planning?
4. What is a planogram? For what is it used?
5. Know what sales per square foot is, and why it should be calculated.
6. know the different types of presentation techniques discussed in the text.
7. What is atmopsherics? How can the store atmosphere be manufactured? Why is this so important for the image and survival of a store?