Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Mortuary Management 2 > 13. Merchandising > Flashcards

13. Merchandising Flashcards

1
Q

Goods that are purchased from a wholesaler for sale to client families

A

Merchandising

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

The purchase, DISPLAY, and sale of goods

A

Merchandise

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

What are examples of types of merchandise in funderal service?

A

Caskets
Outer Burial Containers
Keepsakes
Cremation Containers
Rental Caskets
Cremation Jewelry / keepsakes
Register Book
Thank You Cards
Religious, Fraternal, and Military symbols
Tribute Videos
Monuments and Memorials

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

True or false:
Families will not be emotional and susceptible to sentiment?

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

True or False:
Families rarely buy the first casket they see

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

True or False:
Price will never be a factor

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Families will respond to what they think is __________, ____________, and _____________ _________________

A

Simple, Elegant, and Priced Reasonably

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Always be __________, _______________. and ____________ about ALL of your merchandise

A

honest, ethical, and knowledgeable

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Which selection room is this:

  • selection from a number of full size caskets on display
  • 70% of funeral homes use this room
  • usually 16-20 caskets
A

Traditional Selection Room

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Which selection room is this:

  • Corners or end sections mounted on a wall display
  • Small number of full-size caskets on display
A

Fractional Display Room

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

What do we need to remember about digital display presentations?

A

Many caskets can be presented
Limited only by the number of caskets offered by the funeral home

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

What are catalogs?

A

Paper based presentation
Have all information and looks like digital presentation

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

What are things to consider when it comes to the location of the selection rooms?

A

In same building
Main floor
Near arrangement conference room
Psychological benefits to 2nd floor
Public elevator

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Which lighting option is this:
The illumination produced by a tubular electric discharge lamp; the fluorescence of phosphors coating the inside of a glass tube

A

Florescent Lighting

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Which lighting option is this:
Illumination resulting from a glowing, heated filament

A

Incandescent Lighting

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Which lighting option is this:
Light shining directly on an object

A

Direct Lighting

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

Which lighting option is this:
Reflected illumination of an object

A

Indirect Lighting

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

A device on which 2 or 3 caskets can be placed for display

A

Casket Rack

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Can be obtained from the casket manufacturer
- Sturdy
- Attractive

A

Casket Stand

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Wheeled, collapsible support for casket
Used for church, funeral home, or any other location

A

Church Truck

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

National Board Exam:
What’s the number of caskets allowed in a selection room?

A

12-30

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

What is the space requirements for the selection room casket arrangements?

A

40-60 square feet for each casket

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

What is this:

Used to introduce selection room to client families
Inform families of casket construction
Features that affect pricing
Where description and price info is located
General room layout
Decide how director will proceed, stay in the room or wait outside

A

Demonstration or Educational Group

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Which casket arrangement is Consecutive Method?

A

Caskets are arranged in order of increasing or decreasing price

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Q

Which casket arrangement is By Material?

A

Woods, steels, coppers, and bronzes

Basically like in title, by material

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
26
Q

Which casket arrangement is By Alternating Pricing Groups?

A

Low-, medium-, and high-priced units in one grouping

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
27
Q

What are selection room enhancements?

A
  • Should be an inviting, non-intimidating room
  • Attractive furniture grouping(s)
  • Neutral paint color
  • Artwork in soothing pastels
  • Potted plants
  • These guidelines serve to reduce stress for client families
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
28
Q

What’s included in the pre-selection room introduction?

(REMEMBER TO BE IN COMPLIANCE W STATE AND FEDERAL REGULATIONS)

A

General Price List
Casket Price List
Outer Burial Container Price List
Facts about Funerals brochure

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
29
Q

We must provide the family with a _________ of funeral home charges __________ they choose a casket

A

subtotal
before

30
Q

How can we prepare the family for what they will be seeing in the casket selection room?

A

Number of caskets on display
Price range
Reason for broad price range
Types of caskets

31
Q

How can we soften the shock of entering the casket selection room?

A

Have all lights on
Funeral Director enters first
Furniture grouping is in view
Demonstration group is near the door

32
Q

A style of presentation whereby the funeral director remains in the selection room with the family?

A

Direct Selection Room Procedure

33
Q

What are advantages to the direct selection room procedure?

A
  • Families will have the support of the FD
  • We can better meet their needs
34
Q

What are disadvantages to the direct selection room procedure?

A
  • No privacy for family
  • FD may influence family’s choice
  • Non verbal communication can help or harm
  • FD can misread needs of the family
35
Q

Casket presentation whereby the funeral director does not stay in the selection room

A

Indirect selection room procedure

36
Q

What are the requirements for the indirect selection room procedure?

A
  • Adequate pre-counseling by the FD
  • Signage with complete information about each casket
37
Q

What are advantages to the indirect selection room procedure?

A
  • Privacy for family
  • No FD influence
  • No nonverbal communication
  • No misinterpretation
  • Casket information can be studied
38
Q

What are disadvantages to the indirect selection room procedure?

A
  • Some families will see the FD as support
  • FD can’t answer questions
  • Casket information may be misunderstood
39
Q

What is CVI?

A

Consumer Value Index

40
Q

What is the CVI equation?

A

Wholesale Cost / Retail Price = CVI

41
Q

What does the CVI measure?

A

The value received for each dollar spent by the consumer

42
Q

What does the CVI ensure?

A

Value progression
“If a buyer spends more, they should get more”

43
Q

What does the Gross Casket Profit measure?

A

The profit of each casket for funeral home

44
Q

What is the Gross Casket Profit (Profit Margin) equation?

A

Retail Price - Wholesale Cost = Margin

45
Q

What is MVR?

A

Merchandise Value Ratio

46
Q

What is the equation for the MVR?

A

Wholesale Cost / Service AND Merchandise = MVR

47
Q

What is the equation for the Fixed Multiple (or Times Factor)?

A

Wholesale Cost x Fixed Multiple = Selling Price

48
Q

Is there an improvement on the CVI in the Fixed Multiple?

A

No

49
Q

What is this:

Pricing structure where the markup varies
Higher priced caskets are given higher markup

A

Graduated Recovery

50
Q

What’s the advantage of the Graduated Recovery?

A

Makes lower cost available

51
Q

What’s the disadvantages of the Graduated Recovery?

A

Lower CVI
Low margin at the low end
Best value is at the low end

52
Q

What’s this:

Inverse relationship between markup and price of the casket
Higher priced casket given a lower markup

A

Declining Price Structure

53
Q

What’s the advantage to Declining Price Structure?

A

CVI improves on higher price caskets

54
Q

What are the disadvantages to Declining Price Structure?

A

Low end markup may be too aggressive
Encourages consumer to buy better merchandise

55
Q

The sum of a group of numbers divided by number of units

A

Average (Mean)

56
Q

A value in an ordered set of values which represents the midpoint, whereby there are an equal number of values above and below midpoint value

A

Median

57
Q

What’s the median? (Example of even set of numbers)

70
80
100
120
140
200

A

110

Because 100 + 120 = 220 / 2

58
Q

Number that appears most frequently in a listing of numbers

A

Mode

59
Q

1/4 of the total number

A

Quartile

60
Q

The caskets sold in the 2nd and 3rd quartile

A

Range

61
Q

The number of times sales in a given price bracket occurs over a fixed period of time

A

Sales Frequency

62
Q

A chart on which all sales are listed showing the number of sales in any sales bracket

A

Sales Frequency Chart

63
Q

A method of pricing by which each unit of service and merchandise is priced separately

A

Itemization

64
Q

Who requires us to have an itemized pricising system?

A

The FTC

65
Q

One total price for both services and merchandise

A

Unit Pricing

66
Q

Price of service of caskets are listed separately

A

Bi-Unit Pricing

67
Q

Priced by component parts.
Professional services, transportation, facilities, merchandise, etc

A

Functional Pricing

68
Q

A grouping of services and merchandise sold at a particular price

A

Package Pricing

69
Q

Merchandise for resale

A

Inventory

70
Q

Number of times inventory has been sold in a given period

A

Inventory Turnover

71
Q

Number of units purchased to get a discount from the supplier

A

Economic Order Quantity (EOQ)

Mortuary Management 2 (13 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions