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Retail Marketing (Sales Specialist) Grade 3 | Merchandising Purchasing Plans and Inventory Metrics Questions 02

1 / 100.0s

Problem 1

A store expects 80 customers per day, an average transaction value of 1,500 yen, and 300 operating days per year. What annual sales figure follows from these assumptions?

View explanation

Annual sales can be estimated as customers per day times average transaction value times annual operating days. Thus, 80 × 1,500 × 300 = 36,000,000 yen. Omitting operating days would not produce the annual figure.

Problem 2

In a new store's sales plan, the only basis for the daily customer forecast is "the number needed to achieve the sales target." Which action would best improve the forecast?

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Customer forecasts should be based on observable evidence such as foot traffic, the trading area, and how frequently the products are purchased, rather than wishful thinking. Back-solving only from the target does not demonstrate demand, and actual results should later be used to update the forecast.

Problem 3

In addition to products and quantities, which information is most appropriate to organize when preparing a purchasing plan that is feasible from a cash-flow perspective?

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A purchasing plan should organize not only products and quantities but also suppliers, purchase amounts, cost ratios, and payment timing. Including payment terms links the sales plan to its funding requirements. Store presentation and customer lists belong to other planning areas.

Problem 4

A retailer will carry a new product on consignment, without owning the goods, and will pay commission according to sales. Which matter is especially important to confirm before trading begins?

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Even if the retailer does not own consigned goods, the parties need to clarify responsibility for damage or loss during storage and who will collect unsold goods and when. Lack of ownership does not mean that custody conditions can be ignored.

Problem 5

For a seasonal product subject to rapid fashion changes, a supplier offers a 10% lower unit price if the store orders twice its normal quantity. Storage space is also limited. What is the most appropriate decision?

View explanation

Bulk purchasing can bring quantity discounts and fewer stockouts, but can also raise storage costs, slow turnover, and increase unsold stock when demand changes. Because this product changes quickly and storage is constrained, the quantity should be based on total cost and likely sales, not unit price alone.

Problem 6

A product takes seven days from order to delivery. The store waits until inventory reaches zero before ordering, causing repeated stockouts. Which matter should it review first?

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Sales continue during the lead time, so demand until delivery must be forecast and the order placed by working backward from when stock is needed. Ordering only after stock reaches zero loses sales during the delivery period. Safety stock may also be considered when demand or lead time varies significantly.

Problem 7

Several retailers of different sizes are starting joint purchasing. Which preparation best preserves the benefits of quantity discounts and stronger bargaining power while limiting unfairness among participants?

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Combining orders can improve access to discounts, pool information, and strengthen negotiations. Differences in store size and demand can create conflict, however, so the participants should agree beforehand on quantities, costs, allocation, and responsibility for remaining stock.

Problem 8

Using sales-based inventory turnover, Product A has annual sales of 24 million yen and average inventory of 4 million yen, while Product B has annual sales of 21 million yen and average inventory of 7 million yen. With other conditions equal, which product should receive priority for an inventory-efficiency review, and why?

View explanation

Sales-based turnover is annual sales divided by average inventory. A is 24 ÷ 4 = 6 turns, while B is 21 ÷ 7 = 3 turns, so B is relatively slower under the same basis. Some definitions use cost of goods sold as the numerator, so comparisons must use a consistent calculation basis.

Problem 9

What is an appropriate main purpose for registering GTINs in a retailer's product master?

View explanation

A GTIN is a standard code that uniquely identifies a product or service. It can be used not only for POS sales registration but also for ordering, receiving inspection, sorting, and stocktaking. The GTIN itself does not state price or stock quantity; systems link it to product-master data.

Problem 10

A retailer trades both a single 500 ml bottle of a beverage and a six-bottle pack of the same brand. Which GTIN assignment is appropriate?

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One GTIN is assigned to one trade item. A single bottle and a six-pack are different sales units and therefore require separate GTINs. Even under the same brand, differences in size, net content, packaging, color, flavor, or sales unit can require different codes.