Chapters 12-18
Quiz yourself by thinking what should be in
each of the black spaces below before clicking
on it to display the answer.
Help!
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| show | Arises when one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals.
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| Customer Service | show 🗑
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| Disintermediation | show 🗑
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| show | An arrangement whereby a firm reaches different buyers by employing to or more different types of channels for the same basic product
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| show | A level of distribution density whereby only one retailer in a specific geographical area carries a firm's products
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| show | A level of distribution density whereby a firm tries to place its products and services in as many outlets as possible
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| Logistics | show 🗑
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| show | Consists of individuals and firms involved in the process of making a product or service available for use or consumption by consumers or industrial users
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| show | The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online
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| Reverse Logistics | show 🗑
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| show | A level of distribution density whereby a firm selects a few retailers in a specific geographical area to carry its products
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| show | The various firm involved in performing the activities required to create and deliver a product or service to consumers or industrial users
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| show | Expenses associated with transportation, materials handling and warehousing, inventory, stockouts (being out of inventory), order processing, and return products handling
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| show | An inventory-management system whereby the supplier determines the product amount and assortment a customer (such as a retailer) needs and automatically delivers the appropriate items
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| Vertical Marketing Systems | show 🗑
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| Brokers | show 🗑
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| Category Management | show 🗑
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| show | Agents who work for several producers and carry noncompetitive, complementary merchandise in an exclusive territory
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| Merchant Wholesalers | show 🗑
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| show | Retailers that utilize and integrate a combination of traditional store formats and nonstore formats such as catalogs, television home shopping, and online retailing.
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| show | The process of growth and decline that retail outlets, like products, experience. Consists of the early growth, accelerated development, maturity, and decline stages
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| Retailing | show 🗑
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| show | The activities related to managing the store and the merchandise in the store, which includes retail pricing, store location, retail communication, and merchandise
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| show | Offering several unrelated product lines from a single store.
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| show | The use of displays, coupons, product samples, and other brand communications to influence shopping behavior in a store
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| Telemarketing | show 🗑
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| Wheel of Retailing | show 🗑
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| Advertising | show 🗑
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| Communication | show 🗑
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| show | A promotion alternative that uses direct communication with consumers to generate a response in the form of an order, a request for further information, or a visit to a retail outlet.
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| Direct Orders | show 🗑
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| show | The sequence of stages a prospective buyer goes through from initial awareness of a product to eventual action. The stages include: AWARENESS, INTEREST, EVALUATION, and ADOPTION
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| Ingegrated Marketing Communications (IMC) | show 🗑
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| show | The result of a direct marketing offer designed to generate interest in a product or service and a request for additional information.
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| Personal Selling | show 🗑
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| Promotional Mix | show 🗑
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| Public Relations | show 🗑
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| show | A nonpersonal, indirectly paid presentation of an organization, product, or service
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| show | Directing the promotional mix at ultimate consumers to encourage them to ask the retailer for a product
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| show | Directing the promotional mix to channel members to gain their cooperation in ordering and stocking the product.
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| Sales Promotion | show 🗑
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| Traffic Generation | show 🗑
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| show | Any paid form of nonpersonal communication about an organization, product, service, or idea by an identified sponsor
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| Consumer-oriented sales promotions | show 🗑
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| show | Advertising programs by which a manufacturer pays a percentage of the reatiler's local advertising expense for advertising the manufacturer's products
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| Infomercials | show 🗑
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| Institutional Advertisements | show 🗑
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| Posttests | show 🗑
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| show | Tests conducted before an advertisement is placed in any medium to determine whether it communicates the intended message or to select among alternative versions of the advertisement
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| show | Advertisements that focus on selling a product or service and which take three forms: (1) pioneering (or informational) (2) competitive (persuasive) (3) reminder
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| Product Placement | show 🗑
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| show | Methods of obtaining nonpersonal presentation of an organization product, or service without direct cost, such as new releases, news conferences, and public service announcements
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| show | Sales tools used to support a company's advertising and personal selling directed to wholesalers, distributors, or retailers
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| show | Small, downloadable software programs that can run on smartphones and tablet devices
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| Blog | show 🗑
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| show | A business oriented website that lets users post their professional profiles to connect to a network of business people, who are also called connections
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| show | Online media where users submit comments, photos, and videos -- often accompanied by a feedback process to identify 'popular' topics
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| show | The various forms of online media content that are publicly available and created by end users
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| show | A video-sharing website in which users can upload, view, and comment on videos
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| Account Management Policies | show 🗑
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| show | A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask or more information
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| show | A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution
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| show | The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships
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| Order Getter | show 🗑
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| Order Taker | show 🗑
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| show | The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision
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| show | Sales activities occurring before, during, and after the sale itself, consisting of six stages: (1) PROSPECTING (2) PREAPPROACH (3) APPROACH (4) PRESENTATION (5) CLOSE (6) FOLLOW UP
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| show | The practice of building ties to customers based on salesperson's attention and commitment to customer needs over time
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| Sales Management | show 🗑
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| show | A statement describing what is to be achieved and where and how the selling effort of salespeople is to be destroyed
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| Sales Quota | show 🗑
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| Salesforce Automation (SFA) | show 🗑
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Review the information in the table. When you are ready to quiz yourself you can hide individual columns or the entire table. Then you can click on the empty cells to reveal the answer. Try to recall what will be displayed before clicking the empty cell.
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If you know all the data on any row, you can temporarily remove it by tapping the trash can to the right of the row.
To hide a column, click on the column name.
To hide the entire table, click on the "Hide All" button.
You may also shuffle the rows of the table by clicking on the "Shuffle" button.
Or sort by any of the columns using the down arrow next to any column heading.
If you know all the data on any row, you can temporarily remove it by tapping the trash can to the right of the row.
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