Bait-and-Switch Advertising

Advertising one product (the "bait") at a very attractive price, then informing the customer that the advertised product is either unavailable or of poor quality, convincing the customer to purchase a different, more expensive product.

Deceptive Advertising

Advertising misleads consumers, either by making unjustified claims regarding a product's composition, qualities, sponsorship, or performance or by omitting a material fact concerning the product's composition, qualities, sponsorship, or performance.

channel of distribution is straight from manufacturer to consumer.

False Statements of “Fact”

Advertising that appears to be based on facts which are, in fact, scientifically untrue, is deceptive.

not capable of being detected though the senses.

business firms operating between manufacturer & the customer/buyer that aides in the movement of product (middlemen); o performs Marketing functions better than manufacturer is capable of.

ability to determine customers’ needs, wants, and buying motives; to open and close sales; to question customers; to handle customer objections; suggest additional or substitute items; demonstrate products; and follow up sales.

Selling-Activity Policies

guidelines for sales people. What is required of the sales employees? What laws apply?

are guidelines for servicing customers.

Terms-of-Sale Policies

determining conditions that apply to each type of sale? (Think airline tickets, e-Bay, close-outs)

process or activity of using goods and services for personal use.

guidelines for selling. How will products be sold?

helping customers make wise buying decisions; planned, personalized communication designed to influence purchase decisions that ensure customer satisfaction.

Indirect Distribution

intermediary/middlemen (wholesaler, retailer) involved in channels of distribution

basic principles that govern your behavior.

people who assume the risks of starting and operating businesses.

emotional or rational reasons a customer decides to make a purchase.

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SEM Unit 2 Vocab

Term	Definition
Bait-and-Switch Advertising	Advertising one product (the "bait") at a very attractive price, then informing the customer that the advertised product is either unavailable or of poor quality, convincing the customer to purchase a different, more expensive product.
Deceptive Advertising	Advertising misleads consumers, either by making unjustified claims regarding a product's composition, qualities, sponsorship, or performance or by omitting a material fact concerning the product's composition, qualities, sponsorship, or performance.
Direct Distribution	channel of distribution is straight from manufacturer to consumer.
False Statements of “Fact”	Advertising that appears to be based on facts which are, in fact, scientifically untrue, is deceptive.
Intangible	not capable of being detected though the senses.
Intermediaries	business firms operating between manufacturer & the customer/buyer that aides in the movement of product (middlemen); o performs Marketing functions better than manufacturer is capable of.
Selling Skills	ability to determine customers’ needs, wants, and buying motives; to open and close sales; to question customers; to handle customer objections; suggest additional or substitute items; demonstrate products; and follow up sales.
Selling-Activity Policies	guidelines for sales people. What is required of the sales employees? What laws apply?
Service Policies	are guidelines for servicing customers.
Terms-of-Sale Policies	determining conditions that apply to each type of sale? (Think airline tickets, e-Bay, close-outs)
Ultimate Consumption	process or activity of using goods and services for personal use.
Selling Policies	guidelines for selling. How will products be sold?
Selling	helping customers make wise buying decisions; planned, personalized communication designed to influence purchase decisions that ensure customer satisfaction.
Indirect Distribution	intermediary/middlemen (wholesaler, retailer) involved in channels of distribution
Ethics	basic principles that govern your behavior.
Entrepreneurs	people who assume the risks of starting and operating businesses.
Buying Motives	emotional or rational reasons a customer decides to make a purchase.

Created by: mario.f.garcia11

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