Match the words on the left with the words on the right

1. cross a retailers

2. to offer b stock

3. targeted с benefits

4. growth d merchandising

5. chain e customer needs

6. diverse f margins

7. to meet g stores

8. profit h potential

17. Are these statements true or false? Correct the false ones.

1. One book can be variously entertainment, education, a keepsake or perhaps augment.

2. The 1980s became the decade of specialization.

3. The most successful companies currently are those devoted to publishing general books for home market.

4. Specialist retailers are emerging and thriving, and specialist usually equals small.

5. The retail market-place for books has changed dramatically in recent years, with the emergence of large chains of specialist booksellers.

6. In Germany it has been found that smaller bookshops can never survive when chain stores arrive.

7. Prosperity as a rule is the preserve of the larger firms.

8. The Books and Consumer survey found that, of all practical reference books, computer manuals are bought at the highest rate.

9. The profit margins on videos and stationary items are in general higher than on books.

10. Children's book clubs have never experimented with cross merchandising.

18. Answer the following questions:

1. How does the book market deal with the problem of identifying customer segments?

2. What were the most successful companies in 1991 according to "Bookseller"?

3. Prove that "specialist does not necessarily equal small".

4. What is meant by the "category killer"?

5. What does the Silver Moon Women's Bookshop put its success down to?

6. What did the Books and Consumer survey find about computer manuals?

7. Why do specialized businesses benefit from strong customer loyalty?

8. Why is cross merchandising important? Can you give any examples of cross merchandising in Children bookshops? (other shops)?