CMA CERTIFICATION CPCA
CERTIFICATION REVIEW SET 2026
QUESTIONS WITH ANSWERS GRADED A+
⫸ Basic Industry Knowledge Answer:
⫸ which of the following is not a specific trend in category management
Answer: industry consolidation
⫸ what is in store merchandising materials used to catch shoppers
attention Answer: POP
⫸ When looking at channel dynamics which one of these statements
best describes the grocery channel? Answer: grocery stores have higher
operating expenses creating higher overhead resulting in tighter margins
and higher prices
⫸ which of the following best represents the primary concerns driving
shopper purchase decisions Answer: quality, value, convenience
⫸ which one of the following best reflects the tactics of limited
assortment stores Answer: limited SKU counts
low prices
limited service
,small store footprint
⫸ which of the following best represents two trends that grocers need to
consider with their instore strategies Answer: changes in health and
wellness preferences
⫸ What dynamic is occurring within the value channel? Answer: this
channel is appealing to higher income level shoppers
⫸ which of the following best describes why channel blurring is
occurring in our industry Answer: all of the above:
increasing growth of alternative store formats, increased competition for
consumer spending, items carried beyond the typical assortment with a
channel, consumer demand for convenience
⫸ which one of these statements best represents an attribute of a club
store Answer: club stores tend to have less operating expenses and less
overhead so prices are generally lower
⫸ on average, how many different channels do shoppers shop in today
Answer: most shoppers will shop across 5 or more channels to purchase
the products and services they need
⫸ what is the difference between EDLP and High/Low Answer: EDLP
offers shoppers everyday low prices on all items whereas High/Low
offers higher everyday prices and selectively promotes items at lower
prices through weekly promotions
, ⫸ Base volume is additional sales beyond what is expected due to
promotional activity Answer: NO
⫸ when looking at the grocery channel dynamics which one of these
statements best describe the grocery channel Answer: grocery stores
typically have higher operating expenses creating higher overhead for
the retailer resulting in tighter margins and/or higher prices
⫸ the grocery industry is basically recession-proof therefore in difficult
economic times shelf planning strategy wont work Answer: FALSE
⫸ Dollar Stores have begun to appeal to more upscale families. Why is
this happening? Answer: low prices on certain items are important to
some upscale families
⫸ which of the following best describes 3 in-store retail factors affected
by SKU proliferation Answer: variety, placement, space
⫸ ACV Answer: total sales volume reported for a store or group of
stores
⫸ base sales Answer: product sales that would occur in the absence of
any promotion
⫸ consumer Answer: end-user of a product
CERTIFICATION REVIEW SET 2026
QUESTIONS WITH ANSWERS GRADED A+
⫸ Basic Industry Knowledge Answer:
⫸ which of the following is not a specific trend in category management
Answer: industry consolidation
⫸ what is in store merchandising materials used to catch shoppers
attention Answer: POP
⫸ When looking at channel dynamics which one of these statements
best describes the grocery channel? Answer: grocery stores have higher
operating expenses creating higher overhead resulting in tighter margins
and higher prices
⫸ which of the following best represents the primary concerns driving
shopper purchase decisions Answer: quality, value, convenience
⫸ which one of the following best reflects the tactics of limited
assortment stores Answer: limited SKU counts
low prices
limited service
,small store footprint
⫸ which of the following best represents two trends that grocers need to
consider with their instore strategies Answer: changes in health and
wellness preferences
⫸ What dynamic is occurring within the value channel? Answer: this
channel is appealing to higher income level shoppers
⫸ which of the following best describes why channel blurring is
occurring in our industry Answer: all of the above:
increasing growth of alternative store formats, increased competition for
consumer spending, items carried beyond the typical assortment with a
channel, consumer demand for convenience
⫸ which one of these statements best represents an attribute of a club
store Answer: club stores tend to have less operating expenses and less
overhead so prices are generally lower
⫸ on average, how many different channels do shoppers shop in today
Answer: most shoppers will shop across 5 or more channels to purchase
the products and services they need
⫸ what is the difference between EDLP and High/Low Answer: EDLP
offers shoppers everyday low prices on all items whereas High/Low
offers higher everyday prices and selectively promotes items at lower
prices through weekly promotions
, ⫸ Base volume is additional sales beyond what is expected due to
promotional activity Answer: NO
⫸ when looking at the grocery channel dynamics which one of these
statements best describe the grocery channel Answer: grocery stores
typically have higher operating expenses creating higher overhead for
the retailer resulting in tighter margins and/or higher prices
⫸ the grocery industry is basically recession-proof therefore in difficult
economic times shelf planning strategy wont work Answer: FALSE
⫸ Dollar Stores have begun to appeal to more upscale families. Why is
this happening? Answer: low prices on certain items are important to
some upscale families
⫸ which of the following best describes 3 in-store retail factors affected
by SKU proliferation Answer: variety, placement, space
⫸ ACV Answer: total sales volume reported for a store or group of
stores
⫸ base sales Answer: product sales that would occur in the absence of
any promotion
⫸ consumer Answer: end-user of a product
