Use the Following Information to Answer Questions That Refer to the Jewel

question 29

Multiple Choice

Use the following information to answer questions that refer to the Jewel Craft case. Jewel Craft, Inc. is a leading producer in the United States women's costume jewelry and accessories market. Its brands are well known and are sold by department stores and better women's stores. Several stores in a city may carry Jewel Craft's brands because most of Jewel Craft's customers will not consider any other brand.
Jewel Craft's sales force calls on one wholesaler in each state. Gemco, Inc., of Boston, Massachusetts, is the Jewel Craft distributor in that state. Gemco stocks and sells women's accessories (noncompeting lines) for several manufacturers like Jewel Craft. Wholesalers are allowed a 20 percent markup by Jewel Craft--but pay the freight charges to their warehouses. Jewel Craft's policy of using one wholesaler per state comes from its desire to control its distribution. Jewel Craft uses national magazine advertising and also supports a cooperative ad program with retailers.
Jewel Craft's prices allow for a 40 percent retail markup--an attractive percent when one considers that Jewel Craft's products require little in-store selling because of their well-established reputation.
Recently, Jewel Craft was approached by a watch producer with the idea of expanding to watches under the Jewel Craft name. It was argued that although national watch sales have leveled off, Jewel Craft could enjoy growing sales for several years because of the fine reputation the company has achieved. If watches are added, Jewel Craft will use its present policies regarding distribution, pricing, and advertising. Further, it will offer the wholesalers and retailers an attractive "package" deal as an incentive to carry Jewel Craft watches. Intermediaries will be required to carry the watches if they wish to handle the jewelry and accessories.
When selling Jewel Craft's jewelry and accessories, a retail clerk's major role usually would be:

• A) missionary selling.
• B) supporting selling.
• C) retailing.
• D) order taking.
• E) order getting.

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Definitions:

Scientific Management

A management theory that emphasizes optimizing efficiency through systematic study and analysis of work processes.

Supervisory Support

Assistance and guidance provided by supervisors to their subordinates to help them perform their duties.

Job Science

An interdisciplinary field that applies scientific methods and principles to the study of employment, workforce dynamics, and labor markets.

Bureaucratic Organisations

Organizations characterized by a hierarchically structured authority, formal rules and procedures, and a clear division of labor.