Merchandising Comprehensive Exam

Question 1

Any wood light in texture, non-resistant, and easily worked, or wood of a coniferous tree

Answer 1

Softwood

Question 2

A pricing procedure which places a separate price on casket and a separate price on service fee is called

Answer 2

Bi-unit

Question 3

If total overhead for the funeral home was $65,000 for a fiscal period, and the firm did 100 services, what would the average overhead per service be?

Answer 3

$650

Question 4

All of the following are methods of closure for the burial vaults except:

• Double seal
• Air seal
• Top seal
• Dome

Answer 4

Dome

Question 5

The throw or overthrow is the piece of interior material which is placed on the foot panel and divides which two sections of the casket:

Answer 5

The foot from the head

Question 6

An older term indicating a wedge-shaped burial case, usually eight-sided, and broader at the shoulder than at the head or foot

Answer 6

Coffin

Question 7

A pricing procedure which creates a total price for service and casket is called:

Answer 7

Unit

Question 8

One of the following is a disadvantage of itemized pricing:

• A thorough discussion of all items of service and merchandise
• A clearer understanding on the part of the client of items of service and merchandise
• Possible elimination of certain items of service resulting in loss of overhead recovery
• All of the above
• None of the above

Answer 8

Possible elimination of certain items of service resulting in loss of overhead recovery

Question 9

A source of income in the funeral business:

Answer 9

Non-formula

Question 10

This shell is one in which the corners are actually flat, an eight-sided shell:

Answer 10

Octagon

Question 11

Extra sizes of caskets increase for each extra width by:

Answer 11

2 inches

Question 12

A wood state casket labeled 6/6XXX would measure in length, 6 feet, 6 inches and in width

Answer 12

28 inches

Question 13

The reasons usually given by those who call a certain funeral home are:

Answer 13

• Funeral home previously served the client
• Personal acquaintance with members of the funeral home
• Professional, social, civic, and religious affiliations
• Pre-arrangement agreement with the funeral home before need

Question 14

Placing the responsibility of purchasing funeral merchandise on one individual does what?

Answer 14

Eliminates duplication of purchases

Question 15

This shell is one in which the width of the casket is narrower at the bottom than at the top:

Answer 15

Flaring square

Question 16

The conversation with the family immediately before entering the selection room so as to learn their desires, anticipate their needs, and acquaint them with your practices:

Answer 16

Pre-selling

Question 17

Methods of figuring a formula price are:

Answer 17

• Functional
• Itemization
• Unit
• Bi-unit

Question 18

The base molding is a part of a casket:

Answer 18

Shell

Question 19

A non-movable handle that extends all the way around the casket is called a:

Answer 19

Stationary bar handle

Question 20

A commercial form of iron containing carbon and one or more of the alloys of chromium, molybdenum, or tungsten

Answer 20

Steel

Question 21

A casket which has sides that are vertical, or at right angles to the bottom is called:

Answer 21

State casket

Question 22

The term applied to caskets, clothing and saleable items displayed by the funeral director:

Answer 22

Merchandising

Question 23

A pricing procedure which places a price on each and every item of service and merchandise is called:

Answer 23

Itemization

Question 24

That number which occurs most frequently:

Answer 24

Mode

Question 25

Examples of materials used on the interior of caskets are all of the following except: * Mohair * Satin * Velvet * Silk * All of the above

Answer 25

Mohair

Question 26

Any metal formed from iron (steel or stainless steel)

Answer 26

Ferrous

Question 27

A specific method of placing two or three caskets together, each having the same price:

Answer 27

Group pricing

Question 28

A grouping of three or four caskets itemized to educate the selecting party in the construction of the casket itself:

Answer 28

Demonstration group

Question 29

The difference between a burial vault and a grave liner is:

Answer 29

Burial vaults seal

Question 30

Hermetic means:

Answer 30

* Air tight | * Water tight

Question 31

Extra sizes of caskets increase for each extra length by:

Answer 31

3 inches

Question 32

Derived from the French word "casset" meaning a chest for valuable objects

Answer 32

Casket

Question 33

Which of these is not a basic type of grave liner: * Dome or bell * Grave box * Ziegler case * Sectional or concrete sectional

Answer 33

Ziegler case

Question 34

The acts immediately after the selection to confirm the judgment of the buyer, under the circumstances, he has made the best selection:

Answer 34

Post selling

Question 35

All of the following are examples of hardwood except: * Plywood * Poplar * Cherry * Mahogany

Answer 35

Plywood

Question 36

An example of a softwood is:

Answer 36

Pine

Question 37

The largest overhead item:

Answer 37

Personnel

Question 38

An example of a formula service would be:

Answer 38

Predetermined price

Question 39

The price of the funeral is based on:

Answer 39

* Business ethics * Human need * Overhead * Competition

Question 40

Whenever it becomes necessary to collect a delinquent account, a friendly reminder often provides which result:

Answer 40

Immediate

Question 41

Full couch is one in which the lid is raised how much:

Answer 41

The entire lid

Question 42

The crown and ogee are part of the casket:

Answer 42

Shell

Question 43

An advantage of bi-unit pricing method:

Answer 43

Places realistic value on the casket

Question 44

All of the following materials can be used on the exterior of the casket except: * Velour * Silk * Brocade * Mohair

Answer 44

Silk

Question 45

The focal point of the interior portion of the casket is the:

Answer 45

Interior head panel

Question 46

The part of a handle the pallbearer grasps to lift is called:

Answer 46

Bar

Question 47

A burial vault which is closed by placing the dome over the base is called a(an):

Answer 47

Air seal

Question 48

Handles are often referred to as:

Answer 48

Hardware

Question 49

The part of the handle which is attached to the casket is the:

Answer 49

Lug

Question 50

The merits of caskets are classified primarily by:

Answer 50

* Appearance * Resistance of the material when buried in the earth * Amount and kind of material contained

Question 51

A method of pricing which places a price on three separate items of service such as casket, facilities, and automobiles is called:

Answer 51

Functional

Question 52

Any handle that extends the length of the side of the casket is referred to as:

Answer 52

Extension handle

Question 53

Commonly used ounces in copper caskets are 32 and

Answer 53

48 ounces

Question 54

The middle number when the numbers are arranged in their increasing value:

Answer 54

Median

Question 55

Any pricing method would be based on:

Answer 55

* Average overhead per adult formula service * Wholesale casket cost * Mark-up on wholesale casket cost

Question 56

Total sum of operational costs:

Answer 56

Overhead

Question 57

The metal or concrete enclosure designed to protect the casket is called:

Answer 57

Vault

Question 58

The method whereby the selection of the casket is made with the funeral director present:

Answer 58

Direct selling

Question 59

A malleable, ductile, metallic element having a characteristic reddish brown color:

Answer 59

Copper

Question 60

This type of casket is utilized for most non-sealer types of caskets:

Answer 60

20 gauge

Question 61

Selling price less the sum of cost of operation and the cost of merchandise:

Answer 61

Net profit

Question 62

The metal used in the shell of a 20 gauge steel casket would be:

Answer 62

1/20 inch thick

Question 63

The length of a standard adult metal casket is:

Answer 63

6/6

Question 64

The amount added to the cost of an article to determine the selling price of that article:

Answer 64

Mark-up

Question 65

The increment between the casket prices when arranged in order of their increasing value:

Answer 65

Price progression

Question 66

The sum of a group of figures divided by the number of items:

Answer 66

Mean

Question 67

A quartile means simply:

Answer 67

1/4

Question 68

The length of a standard adult wood casket is:

Answer 68

6/3

Question 69

The amount of illumination produced by the source of one candle at a distance of one foot

Answer 69

Foot candle

Question 70

The business of buying and selling:

Answer 70

Merchandising

Question 71

If a casket cost $200 wholesale and sold for $1000, and the average overhead per funeral was $500, what would the net profit be:

Answer 71

$300

Question 72

Sum of a group of figures divided by the number of units:

Answer 72

Average

Question 73

What is the simplest pricing method:

Answer 73

Unit

Question 74

A gasket sealed container which can be used as an insert into a casket or a separate shipping container:

Answer 74

Ziegler case

Question 75

Half couch opening of a casket refers to being able to view which part of the deceased:

Answer 75

The upper portion of the body

Question 76

The excess of selling price over cost of merchandise:

Answer 76

Gross profit

Question 77

If a funeral home had an average overhead of $650, and the wholesale cost of the casket was $100, and the funeral director marked his casket up 100%, what would the unit price be:

Answer 77

$850

Question 78

The method whereby the selection of the casket is made without the funeral director present:

Answer 78

Indirect selling

Question 79

The advantage of itemized pricing to the funeral home is:

Answer 79

Increased gross profit due to placement of a profit on each item

Question 80

If a casket cost $100 wholesale, and the funeral home's fixed multiple was 5, what would the selling price of that casket be:

Answer 80

$500

Question 81

A non-formula sale is one in which it is actually less than a complete funeral. An example is:

Answer 81

Graveside service

Question 82

A metal alloy consisting of 90% copper with tin and sometimes zinc comprising the other 10%

Answer 82

Bronze

Question 83

The higher the ounces per square foot, the ____ the metal

Answer 83

Thicker