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Terms in this set (60)When marketing channel members are engaged in assorting, storing, sorting, and transporting products and services, they are performing __________ functions. logistical Agent refers to any intermediary with legal authority to act on behalf of the manufacturer. Amazon.com was started with a simple idea: Use the Internet to ______________ into the fastest, easiest, and most enjoyable shopping experience possible. transform book buying Wholesaler refers to an intermediary that sells to other intermediaries, usually to retailers in consumer markets. The process of reclaiming recyclable and reusable materials, returns, and reworks from the point of consumption or use for repair, remanufacturing, redistribution, or disposal is referred to as reverse logistics. In terms of distribution, when marketing channel members are engaged in financing, grading, and marketing information and research, they are performing the __________ function. facilitating The General Mills-Nestlé strategic channel alliance increased the ready-to-eat cereal worldwide market share of these companies. A direct channel exists when producers and end users deal with each other on a one-on-one basis. Individuals and firms involved in the process of making a product or service available for use or consumption by consumers or industrial users are referred to as a marketing channel. Walmart can obtain cooperation from manufacturers in terms of product specifications, price levels, and promotional support, given its position as the world's largest retailer. Walmart is an example of an administered vertical marketing system. Pharmaceutical companies sell some of their products to hospitals and clinics directly. They also market other products to large retail chains such as Walgreens that distribute them to their stores across the nation. In addition, they sell products to drug wholesalers that sell to the remaining independent drugstores in the United States. What method of distribution best describes the method used by pharmaceutical companies in this example? dual distribution Indirect channels for consumer products include intermediaries that are between the producer and consumer and perform numerous channel functions. Retailer refers to an intermediary that sells to consumers. Forward integration means a producer owns an intermediary at the next level down in the marketing channel. Distributor is an imprecise term for intermediaries that perform a variety of distribution functions, including selling, maintaining inventories, extending credit, and so on.
A snack vending machine located in a university building creates both __________ utility. time and place A middleman is any intermediary between a manufacturer and end-user markets. A large company produces paint and other home decorating products. Its goal is to choose the best marketing channel arrangement that will give it the most control over supply sources. Which marketing channel system should this company choose? a corporate vertical marketing system Allowing consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson is referred to as a direct marketing channel. Franchising is one form of a contractual vertical marketing system. Franchising is a type of contractual system. Direct selling, sometimes called __________, involves direct sales of goods and services to consumers through personal interactions and demonstrations in their home or office. door-to-door retailing Outlets where customers are responsible for most shopping activities, although salespeople are available in some departments, would be classified as __________ retail outlets. limited-service A large assortment of each item within a product line in a store is referred to as depth of product line. The Sports Authority is a sporting goods superstore that provides year-round inventory of equipment for just about any sport. Even during the off-season, equipment for seasonal sports is available at the Sports Authority. Which utility does the Sports Authority best provide? time One of the biggest problems online retailers face is that nearly two-thirds of online shoppers make it to "checkout" and then leave the website to compare shipping costs and prices on other sites. Of the shoppers who leave, __________ percent do not return. 70 The acronym RFID stands for radio frequency identification. A supercenter is a store that combines a typical merchandise store with a full-size grocery store. The greatest dollar amount of retail sales in the United States is generated by automotive dealers. Specialty discount stores that dominate the market are referred to as category killers. Most of the 1.1 million retail establishments in the United States are considered independent retailers. All of the following are reasons direct-mail and catalog retailing are attractive except their paper costs and postal rates have declined, making them less expensive to send. Three __________ are provided by self-, limited-, and full-service retailers. levels of service Vending machines are an example of nonstore retailing. A form of ownership that involves multiple outlets under common ownership is referred to as a corporate chain. Retailing includes all activities involved in the selling, renting, and providing of products and services to ultimate consumers for personal, family, or household use. In Europe, stores called __________ are based on the concept of one-stop shopping for consumers. Such retail stores, which use scrambled merchandising, typically encompass over 200,000 square feet of floor space and offer quality, variety, and low price for food and groceries and general merchandise. hypermarkets Wells Fargo is one of the best-run banks in the United States. It reaches retail customers through 9,000 stores, a worldwide network of 12,000 ATMs, and its online banking service. Which utility does Wells Fargo best provide? place Subway is a popular business-format franchise. In the past, television home shopping programs have attracted mostly 40- to 60-year-old women. The __________ includes advertising, personal selling, sales promotion, public relations, and direct marketing. promotional mix Promotional mix refers to the combination of one or more communication tools used to inform prospective buyers about the benefits of the product, persuade them to try it, and remind them later about the benefits they enjoyed by using the product. Advertising refers to any paid form of nonpersonal communication about an organization, product, service, or idea by an identified sponsor. Personal selling refers to the two-way flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision. Which of the following is a strength of advertising? Advertising is an efficient means for reaching large numbers of people. In the communication process, printing mistakes that affect the meaning of a newspaper advertisement, or using words or pictures that fail to communicate the message clearly, are referred to as noise. Which of the following is a weakness of publicity? There is a lack of user control over publicity. Direct marketing refers to a promotional 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 Sales promotion refers to a short-term inducement of value offered to arouse interest in buying a product or service. Communication is the process of conveying a message to others and it requires six elements. These elements are __________, a message, a channel of communication, a receiver, and the processes of encoding and decoding. a source The term receivers refers to consumers who read, hear, or see the message sent by a source during the communication process. Melissa saw an ad promoting Vermont as a tourist destination and a great place to live. The ad contained a postage-paid reply card that could be used to request more information. In terms of the communication process, the mailing in of the postcard with a request for further information is an example of a response. Which of the following statements describes a disadvantage associated with personal selling? There may be inconsistency in the presentation of the message from one salesperson to another. Like personal selling, __________ has the advantage of being customized to match the needs of specific target markets. Messages can be developed and adapted quickly to facilitate one-to-one relationships with customers. direct marketing All products go through a product life cycle of __________ stages: __________. four; introduction, growth, maturity, and decline All of the following factors are used to balance the use of the promotional mix elements except the different departments responsible for implementing the sales promotion strategy and tactics. A product characteristic known as __________ refers to the technical sophistication of the product and the amount of understanding required to use it. complexity By taking consumer expectations into consideration, integrated marketing communications (IMC) is a key element in a company's __________ strategy. customer experience management Reminding buyers of the product's existence is the promotional objective during which stage of the product life cycle? maturity All of the following were elements of Taco Bell's Cool Ranch Doritos Locos Tacos campaign except direct mail. 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Also, it is an extremely labour intensive method because a large sales force is required to carry out personal selling successfully. The training of the salesperson is also a very time consuming and costly process. And the method can only reach a limited number of people.
Which of the following are disadvantages of personal selling select three?Which of the following are disadvantages of personal selling? It can be difficult to keep the message consistent to all customers. The cost per contact is much higher than other promotion methods. Salespeople can be pushy or can convince customers to buy something they don't need.
What are the advantages of personal selling quizlet?- Personal selling can be the most effective method for actually obtaining a sale. - Personal selling allows for a more detailed explanation of the product. - The sales message can be customized for each prospect, including answering questions and handling objections.
Which of the following is true of personal selling quizlet?Which of the following statements is true of personal selling? It provides a detailed explanation or demonstration of the product.
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Which of these describes a disadvantage associated with personal selling quizlet?
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