Details Title: Alex marketing ch 20 Description: k Total Flash Cards: 40 Created: 12/03/2008 13:03:11		New Users: To study from this flashcard set, or to create your own your own study flash cards, REGISTER HERE. Existing Users: CLICK HERE. Additional Marketing Flashcards
Cards in this set: Term Personal selling Definition Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation. Term Prospecting Definition Developing a list of potential customers. Term Approach Definition The manner in which a salesperson contacts a potential customer. Term Closing Definition the stage in the personal selling process when the salesperson asks the prospect to buy the product. Term Order getting Definition A salesperson who sells to new customers and increases sales to current custmers. Term order takers Definition a salesperson who rimarily seeks repeat sales. Term support personnel Definition sales staff members who facilitate selling but usually are not involved solely with making sales. Term missionary salespeople Definition Support salespeople, usually employed by a manufacturer, who assist the producer's customers in selling to their own customers. Term Trade salespeople Definition Salespeople involved mainly in helping a producer's customers promote a product. Term Technical salespeople Definition support salespeople who give technical assistance to a firms current customers. Term Team selling Definition The use of a team of experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process. Term relationship selling Definition The building of mutually beneficial longterm associations with a customer through regular commnications over prolonged periods of time. Term Recruiting Definition Developing a list of qualified applicants for sales positions. Term Straight salary compensation plan Definition Paying salespeople a pecific amount per time period, regardless of selling effort. Term Straight commission compensation plan Definition Paying salespeople according to the amount of their sales in a given time period. Term Combination compensation plan Definition Paying salespeople a fixed salary plus a commission based on sales volume. Term Sales promotion Definition An activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy it. Term Consumer sales promotion methods Definition Sales promotion techniques that encourage consumers to patronize specific stores or try particular products. Term Coupon Definition A written price reduction used to encourage consumers to buy a specific product. Term Cents-off offer Definition A promotion that allows buyers topay less than the regular price to encourage purchase. Term money refund Definition A sales promotion technique offering consumer a specified amount of money when they mail in a proof of purchase, usuallyfor multiple product purchases. Term Rebate Definition A sales promotion technique in which a consumer receives a specified amount of money for making a single product purchase. Term Point-of-purchase (P-O-P) materials Definition Signs, window displays, display racks, and similar devices used to attract customers. Term Demonstration Definition A sales promotion method a manufacturer uses temporarily to encourage trial use and purchase of a product or to show how a product works. Term Free sample Definition A sample of a product given out to encourage trial and purchase Term Premium Definition An item offered free or at a minimal cost as a bonus for purchasing a product. Term Customer contest Definition Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills. Term Customer game Definition Sales promotion method in which individuals compete for prizes based primarily on chance. Term Consumer sweepstakes Definition A sales promotion in which entrants submit their names for inclusion in a drawing for prizes. Term Trade sales promotion methods Definition Methods intended to persuade wholesalers and retailers to carry a producers products and market them aggressively. Term Buying allowance Definition A temporary price reduction to resellers for purchasing specified quantities of a product. Term Buy-back allowance Definition A sum of money given to a reseller for each unit bought after an nitial promotion deal is over. Term Scan-back allowance Definition A manufacturer's reward to retailers based on he number of pices scanned. Term Merhandise allowance Definition A manufactuer's agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display. Term Cooperative advertising Definition An arrangement in which a manufactuer agrees to pay a certain amount of a retailer's media costs for advertising the manufactuers products. Term Dealer listing Definition An advertisement that promotes a product and identifies the names of participating retailers that sell the product. Term Free merchandise Definition A manufactuer's reward given to resellers that purchase a stated quantity of products. Term Dealer loader Definition A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise. Term Premium (push) money Definition Extra compensation to salespeople for pushing a line of goods. Term Sales contest Definition A sales promotion method used to motivate distributors , retailers, and sales personnel through recognition of outstanding achievements.