Details Title: ch.15 other Description: other Total Flash Cards: 12 Created: 11/11/2008 20:54:56		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 Why marketing Intermediaries Definition - Very efficient in helping make goods available to customers - Help match supply from producers to demand from consumers. -Offer the producer more than it can achieve on its own. Term Channels for consumer products Definition can be -producer - consumers -producer - retailers - consumers Producers- Wholesalers- Ret. - Consumers Pro- Agents/brokers - whole- ret- consumers Term Channels for business products Definition Producer - Organizational Buyers Pro - Industrial dist's - Org Buyers Pro - Agents - Org buyers Pros - Agents - Ind Dist's - Org Buyers Term Advantages of Industrial distributors Definition - Perform Selling activities in local markets - Pass market information on to producers - Reduce capital requirements by holding inventories. Term Disadvantages of industrial distributors Definition - Difficult to control - Stock competing brands - Lack of technical knowledge Term Manufacturers' agent Definition Independent businessperson who sells, on commission, the complementary products of several producers: does not take title to or hold inventories Term Advantages of manufacturers agent Definition - Possess technical and market information -Established set of customers -Serve as substitute for a sales force Term Disadvantages of manufacturers agent Definition - Difficult to control - Concentrate on only large accounts - Sales focus limited to cmmission-related activities. Term Selecting marketing channels customer characteristics Definition Consumers buy for personal use, want many choices. Business buys for profit, need more complex, technical products, direct channel. Term selecting marketing channels Product attributes Definition Exensive, complex, fragile, exclusive products shorter channel. basic, less expensive, products, longer channels Term selecting marketing channels type of organization Definition Large firms negotiate better deals, have more distribution centers. smaller firms may not have sales force, resources, must hire it. Term selecting marketing channels competition Definition Strong competitors' channels are usually copied to try and remain competitive.