Merchandise and Management Quiz 7

Merchandise

Goods that are bought and sold

Merchandising

The purchasing, pricing, display, and sale of goods and services

Cash Discounts

Reduction given for payment of an account within the time limits established by the sales contract

Quantity Discount

Reduction in the amount of a bill when a minimum quantity has been ordered

Rebates

Return of a portion of payment paid

Consignments

Merchandise is given to funeral director to sell; funeral director does not pay for merchandise until it is sold

Human Factor and Product Knowledge

Any merchandising plan is only as good as the director’s knowledge of the products being sold and the ability to convey this knowledge to the buyer

Unit Pricing

One total price for both service and merchandise

Itemized Pricing

Each unit of service and/or merchandise is priced separately

Bi-Unit Pricing

Separates the price of services and the price of the casket

Functional Pricing

The charges are broken down into several component parts, such as professional service, facilities, automobile, and merchandise

Fluorescent Lighting

The illumination produced by a tubular electric discharge lamp; the fluorescence of phosphors coating the inside of a tube

Incandescent Lighting

The illumination resulting form the glowing of a heated filament

Direct Lighting

Illumination directly shining on an object

Indirect Lighting

Reflected illumination of an object

Church Truck

A wheeled collapsible support for the casket, used in the funeral home, church, or other location when moving a casket

Casket Rack

A device upon which two or three caskets are placed, one on top of the other for display

Lumen

A common measure of light output

Casket Stand (Standard)

Supports an individual resting casket

Group Displaying

Three or more caskets grouped together

Demonstrational (Educational) Grouping

Selected caskets help introduce consumers to the selection room and explain their choices

Foot-Candle

Illumination equivalent to one lumen per square foot; a candle source at a distance of one foot

Direct Selection

The funeral director stays in the room during casket selection

Non-direct Selection

Purchasers select a casket without the funeral director in the room

What should be done before entering the selection room?

Present the casket price list (CPL) and discuss applicable disclosures. Explain the number of caskets and the price range. Ask about the family’s spending range

Where should the selection room be located?

On the main level, if not on the main level, should be on an upper level