1. (TCO 1) Candle-Mix, a supply house for scented and unscented tapers and other ceremonial candles to houses of…

1. (TCO 1) Candle-Mix, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, Kim, the owner of Candle-Mix, learns that the same candles that they sell are available from online retailers for at least 13% less. The firm will not be able to survive if customers continue purchasing from competing e-retailers. Candle-Mix maintains a storefront for selling candles but does not provide other services or products. Which of the following would most likely enable Candle-Mix to recapture their previous customers and gain new customers? (Points : 10)       Candle-Mix could lower their prices on less popular candles to create “loss leaders” that would induce new customers to purchase regularly-priced candles from them.       Candle-Mix could shut down their retail location to cut overhead and move their business to the Internet, where they could charge lower prices and compete with other online candle retailers.       Candle-Mix could send out a mailing to all their customers reminding them that they carry a full line of candles.       Candle-Mix could move their store to a more visible and expensive location in the mall.       Candle-Mix could announce a “candle of the month” program to discount candles that traditionally have not sold as well as their other candles.

1. (TCO 8) Eagle Enterprises is a design company that sells office equipment, layout and furnishing packages to builders and developers. Bo Hernandez is a trade sales representative with Eagle Enterprises. As a trade sales representative, he promotes the company and its products to brokers who have their sales representatives selling Eagle’s designs, equipment and furnishings to clients. A large part of Bo’s job involves attending industry trade shows and working at the Eagle Enterprises booth at the exhibit hall of the trade show. Since Bo covers both trade shows and resellers, it makes most sense for him to organize his territory by: (Points : 10)       date of trade show and location of reseller       date of trade show and complexity of reseller       time zone of trade show and time zone of reseller       size of trade show and size of reseller       size of trade show and zip code of reseller

1. (TCO 2) Our textbook discusses three channels of distribution that employ sales professionals.  Discuss the main components of the Consumers Channels.  Which career opportunity within this channel do you see yourself working in?  Explain why you chose this option. (20 points) (Points : 20)   

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