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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| Channel Conflict | show 🗑
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| show | The ability of logistics management to satisfy users in terms of time, dependability, communication, and convenience.
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| show | Channel conflict arises when a channel member bypasses another member and sells or buys products direct
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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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| Intensive Distribution | show 🗑
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| Logistics | show 🗑
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| Marketing Channel | show 🗑
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| Multichannel Marketing | show 🗑
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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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| Total Logistics Cost | show 🗑
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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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| show | Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact.
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| Brokers | show 🗑
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| show | An approach to managing the assortment of merchandise in which a manager is assigned the responsibility for selecting all products that consumers in a market segment might view as substitutes for each other, with the objective of maximizing sales and prof
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| show | Agents who work for several producers and carry noncompetitive, complementary merchandise in an exclusive territory
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| show | Independently owned firms that take title to the merchandise they handle
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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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| show | All activities involved in selling, renting, and providing products and services to ultimate consumers for personal, family,
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| Retailing Mix | show 🗑
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| Scrambled Merchandising | show 🗑
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| Shopper Marketing | show 🗑
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| show | Using the telephone to interact with and sell directly to consumers
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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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| Hierarchy of Effects | show 🗑
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| show | The concept of designing marketing communications programs that coordinate all promotional activities -- advertising, personal selling, sales promotion, public relations, and direct marketing -- to provide a consistent message across all audiences
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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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| 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 | The combination of of one or more communication tools used to: (1) inform prospective buyers about the benefits (2) persuade them to try it (3) remind them later about the benefits they enjoyed
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| Public Relations | show 🗑
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| Publicity | show 🗑
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| Pull Strategy | show 🗑
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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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| show | A short-term inducement of value offered to arouse interest in buying a product of service
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| Traffic Generation | show 🗑
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| Advertising | show 🗑
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| Consumer-oriented sales promotions | show 🗑
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| Cooperative Advertising | show 🗑
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| show | Program length (30 minute) advertisements that take an educational approach to communication with potential customers
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| show | Advertisements designed to build goodwill or an image for an organization rather than promote a specific product or service
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| show | Tests conducted after an advertisement has been shown to the target audience to determine whether it accomplished its intended purpose
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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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| Product Advertisements | show 🗑
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| show | A consumer sales promotion tool that uses a brand-name product in a movie, television show, video game, or a commercial for another product
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| Publicity Tools | show 🗑
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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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| show | A contraction of 'web log' is a web page that serves as a publicly accessible personal journal and online forum for an individual or organization
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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 | A website that enables users to send and receive 'tweets', messages up to 140 characters long
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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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| Adaptive Selling | show 🗑
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| Consultative Selling | show 🗑
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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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| Personal Selling | show 🗑
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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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| Relationship Selling | show 🗑
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| Sales Management | show 🗑
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| Sales Plan | show 🗑
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| Sales Quota | show 🗑
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| show | The use of computer, information, communication, and Internet technologies to make the sales function more effective and efficient
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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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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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