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Marketing ch 14-16
marketing stuffffff
194
Business
Undergraduate 3
07/06/2011

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Term
What is retailing?
Definition
Set of business activities that add value to products and services sold to consumers for their personal use; includes products bought from stores, catalogs, and the internet and services like fast-food restaurants, airlines, and hotels.
Term
What are wholesalers?
Definition
Firms engaged in buying, taking, storing, and physically handling goods in large quantities, then reselling ( in smaller quantities) to retailers or users.
Term
What is one view of how retail institutions may evolve?
Definition
the big middle.
Term
How does the big middle chart work?
Definition
the big middle refers to that part of the market in which the most successful retailers compete because the biggest potential customer base resides there. great new retailers start out with an innovative format or products, offer a low price. Firms can also be in trouble. having low prices or innovativness can get you in the big middle, but it is a dangerous place to be.
Term
to maintain their positions in the big middle, retailers must understand..
Definition
their strength and weaknesses, continually keep an eye on their target segments and competition, and do anything and everything they can to retain loyal customers.
Term
What are to factors that explain the dramatic shift that prioritizes value?
Definition
1.) consumers have fundamentally changed their reference points for both price and quality, such that they have been trained to expect significantly lower prices from many retailers.
2.) peoples lifestyles have become more casual.
3.) low price retailers have upped their game and offered services that rival upscale competitors.
Term
how do retailers create value for the product?
Definition
reduce transportation costs and handling, performing the storage function, develop new brands.
Term
What are private label store brands.
Definition
brands developed and marketed by a retailer and available only from that retailer.
Term
How does price add value?
Definition
price helps define the value of both the merchandise and the service, and the general price range of a particular store helps define its image.
Term
retailers know that good promotion, both within their retail enviroments and throughout the mass media...
Definition
can mean the difference between flat sales and a growing consumer base.
Term
what are other ways retailers can add value via promotion?
Definition
by offering pricing promotions, coupons, rebates, in store discounts, etc. Also the music, color, scent, and crowding can also affect the shopping experience. the way the store is set up is very important.
Term
What is meant by share of wallet?
Definition
percentage of the customer's purchase made from a particular retailer
Term
how do firms offer value via place.
Definition
convenient location
Term
what is meant by a bricks and mortar retailer?
Definition
a traditional, physical store.
Term
what is a trade area?
Definition
geographical area that contains the potential customers of a particular retailer or shopping center.
Term
what are multichannel retailers?
Definition
retailers that sell merchandise in more than one retail channel ( store catalog, internet)
Term
what can multichannel retailers achieve?
Definition
economies of scale.
Term
what are the three major categories of e-retailers.
Definition
internet niche, large internet - only, and traditional retailers with internet offerings.
Term
what are internet helpers?
Definition
product category, access to information, accessibility, and convenience.
Term
what are internet hinderers?
Definition
lack of trial, interpersonal trust, instant gratification, loss of privacy and security, lack of in store shopping experience, high shipping and handling costs.
Term
What are the types of retailers?
Definition
foods retailers, general merchandise retailers,
Term
what is a conventional supermarket?
Definition
retailer that offers groceries, meat, and produce with limited sales of nonfood items and general merchandise in a self service format.
Term
What is a big box retailer?
Definition
carries both food and non food items in three types: super center, hypermarket, and warehouse club, larger than conventional supermarket.
Term
what is a convenience store?
Definition
retailer that provides a limited number of items at a convenient location in small store with speedy checkout.
Term
what is a general merchandise retailer?
Definition
may be a discount, specialty, department, or drug store; category speciaalist; off-price or extreme value retailer; often sells through multiple channels, such as the internet and catalogs.
Term
what is a discount store?
Definition
retailer that offers a broad variety of merchandise, limited service, and low prices.
Term
what is a specialty store?
Definition
retailer that concentrates on a limited number of complementary merchandise categories in a relatively small store.
Term
what is a category specialist?
Definition
retailer that offers a narrow variety but deep assortment of merchandise.
Term
What is a category killer?
Definition
specialist that offers an extensive assortment in a category so other retailers have difficulty competing
Term
what is a department store?
Definition
retailer that carries a broad variety and deep assortment; offers some customer service; is organized into separate departments to display its merchandise.
Term
what is a drug store
Definition
specialty store that concentrates on health and personal grooming merchandise; pharmaceuticals may represent more than 60 percent of sales.
Term
what is an off price retailer?
Definition
retailer that offers an in consistent assortment of merchandise at relatively low prices.
Term
what is an extreme value retailer?
Definition
general merchandise discount store found in lower-income urban or rural areas.
Term
What is integrated marketing communications?
Definition
promotion dimension of the 4 p's; encompasses various communication media in combination to provide clarity, consistency, and maximum impact.
Term
What is a sender?
Definition
firm that originates the IMC message; must be clearly identified to the intended audience.
Term
What is a transmitter?
Definition
agent or intermediary that helps sender develop marketing communications; for example, firm's creative department or advertising agency.
Term
what are the three elements in any IMC strategy?
Definition
the customer, the channels through which the message is communicated, and the evaluation of the results of the communication.
Term
What is encoding?
Definition
process of converting sender's ideas into a message, which can be verbal, visual, or both.
Term
what is a communication channel?
Definition
the medium- print, broadcast, internet- that carries a message.
Term
what is the reciever
Definition
person who reads, hears, or sees and processes information contained in a message or advertisement.
Term
what is decoding?
Definition
process by which receiver interprets sender's message.
Term
what is noise?
Definition
any interference that stems from competing messages, lack of message clarity; or flaw in the medium; a problem for all communication channels.
Term
what is a feedback loop?
Definition
Allows receiver to communicate with sender and thereby informs sender whether the message was received and decoded properly.
Term
what is true about how consumers perceive communication?
Definition
receivers decode messages differently, and senders adjust messages according to the medium and receivers' traits.
Term
What is the AIDA model?
Definition
common model of the series of mental stages consumers encounter because of marketing communications: Awarness to Interests to Desire to Action.
Term
What is the lagged effect?
Definition
delayed response to a marketing communication campaign.
Term
for any communications campaign to succeed, the firm must ...
Definition
deliver the right message to the right audience through the right media.
Term
What is advertising?
Definition
A paid form of communication from an identifiable source, delivered through a communication channel, designed to persuade the receiver to take some action, now or in the future.
Term
What is personal selling?
Definition
two way flow of communication between buyer and seller designed to influence the buyer's purchase decision.
Term
What are sales promotions?
Definition
special incentives of excitement-building programs that encourage purchase, such as coupons, rebates, contests, free samples, and point of purchase displays.
Term
what is direct marketing?
Definition
sales and promotional techniques that deliver promotional materials individually to potential customers.
Term
what is public relations?
Definition
organizational function that manages a firm's communications to build and mantain a positive image, address unfavorable events, or promote positive media relationships.
Term
Unlike mass media, which communicate to a wide audience, direct marketing...
Definition
allows for personalization of the message, a key advantage.
Term
Public relations activities support the other promotional efforts by the firm by generating what?
Definition
free media attention
Term
What is cause - related marketing?
Definition
commercial activity in which businesses and charities partner to market an image, product, or service for their mutual benefit; a type of promotional campaign.
Term
What is event sponsorship?
Definition
popular PR tool; corporations support various activities ( financially or otherwise) usually in cultural or sports and entertainment sectors.
Term
What is a blog?
Definition
web page with periodic posts; corporate blogs are a new form of marketing communications.
Term
what can be damaging to an advertising campaign?
Definition
insincere postings or fake blogs that are actually disguised as advertising campaigns.
Term
What is one way to reach younger consumers?
Definition
through the use of online games or text messaging.
Term
What is objective and task method?
Definition
IMC budgeting method that determines cost required to undertake tasks to accomplish communication objectives; setting objectives, choosing media, and determining costs.
Term
What is rule of thumb methods
Definition
budgeting methods that base IMC budget on firms share of the market, a fixed percentage of forecasted sales, or what remains after budgeting operating costs and forecasted sales.
Term
What is frequency?
Definition
measure of how often an audience is exposed to a communication within a specified period of time.
Term
what is reach
Definition
measure of consumers' exposure to marketing communications; percentage of the target population exposed to a marketing communication at least once.
Term
What are the three rule of thumb methods.
Definition
1.) competitive parity
2.) percentage of sales
3.) affordable budgeting.
Term
what is gross rating points?
Definition
measure used for various media advertising; equals reach x frequency.
Term
what is web tracking software
Definition
assesses how much time viewers spend on a particular web pages and the number of pages they view.
Term
what is click through tracking?
Definition
measure of how many times users click on banner advertising on web sites.
Term
what is online couponing
Definition
promotional web technique in which consumers print a coupon and then redeem it in a store.
Term
what is online referring
Definition
promotional web technique in which consumers fill out a form and are referred to an offline dealer that offers the product or service of interest.
Term
When measuring IMC success, the firm should examine...
Definition
when and how often consumers have been exposed to various marketing communications. specifically managers use measures of frequency and reach to gauge consumers exposure to marketing communications.
Term
what is commercial speech?
Definition
message with an economic motivation to promote a product or service, persuade someone to purchase and so on.
Term
What is noncommercial speech?
Definition
message that does not have an economic motivation and therefore is fully protected under the first amendment.
Term
what is deceptive advertising?
Definition
representation, ommision, act, or practice that is likely to mislead consumers acting reasonably under the circumstances.
Term
what is stealth marketing?
Definition
strategy to attract consumers; promotional tactics deliver sales message unconventionally often without target audience knowing the message has selling intent.
Term
what is viral marketing
Definition
phenomenon that encourages people to pass along a marketing message to other potential consumers.
Term
is it deceptive to disguise the message sender in advertising?
Definition
it is an ethical dilemma, no correct answer.
Term
What is advertising?
Definition
A paid form of communication from an identifiable source, delivered through a communication channel, designed to persuade the receiver to take some action, now or in the future.
Term
How is advertising different from public relations?
Definition
advertising is not free; someone has paid to get the message shown. second advertising must be carried by some medium. third, the source of the source of the message must be known or knowable. fourth, advertising represents a persuasive form of communication, designed to get the customer to take some action.
Term
What are some key facts about advertising?
Definition
1.) advertising is everywhere
2.) to get you to remember their ad and the brand, advertisors need to get your attention.
3.) designing a successful advertising program requires much planning
Term
what is an advertising plan?
Definition
part of the firm's overall marketing plan outlining the objectives, methods, and success measures of an advertising campaign.
Term
What is a pull strategy?
Definition
designed to get consumers to pull the product into the supply chain by demanding it.
Term
What is a push strategy?
Definition
designed to increase demand by motivating sellers to highlight the product, rather than competitors', and thereby push the product onto consumers.
Term
What are the steps to planning an ad campaign?
Definition
1.) identify target audience
2.) set advertising objectives
3.) determine the advertising budget
4.) convey the message
5.) evaluate and select media.
6.) create advertisements
7.) assess impact
Term
the success of an advertising program depends on what?
Definition
how well the advertiser can identify its target audience. firms must keep in mind that their target audience may or may not be the same as current users of the product.
Term
advertising campaign objectives are derived from the overall objectives of the marketing program and clarify the specific goals that the ads are designed to accomplish. true or false
Definition
true
Term
what objectives do advertising aim to achieve?
Definition
inform, persuade, and remind customers.
Term
what is informative advertising?
Definition
communication used to create and build brand awareness, with the ultimate goal of moving the consumers through the buying cycle to a purchase.
Term
what is persuasive advertising?
Definition
communication used to motivate consumers to take action.
Term
what is reminder advertising?
Definition
communication used to remind consumers of a product or prompt repurchases, especially for products in the maturity stage of their life cycle.
Term
what is top of the mind awareness?
Definition
prominent in people's memories; triggers a response without them having to think about it.
Term
what is a product focused advertisement?
Definition
inform persuade, or remind consumers about a specified product or service.
Term
what is institutional advertisements?
Definition
inform, persuade, and remind consumers about issues related to places, politics, industries, or particular corporations.
Term
what is primary demand advertising?
Definition
ads designed to generate demand for the product category or an entire industry.
Term
What is selective demand advertising?
Definition
ads designed to generate demand for a specific brand, firm, or item.
Term
What is public service advertising?
Definition
advertising focused on public welfare; generally sponsored by non profit, civic, religious, trade, or political groups; form of social marketing.
Term
what is social marketing?
Definition
application of marketing principles to a social issue to induce attitudinal and behaviorial change.
Term
in later stages of the plc, what can persuasive advertising be used as?
Definition
reposition an established brand by persuading consumers to change their existing perceptions of the advertised product.
Term
What is selective demand?
Definition
demand for a specific brand?
Term
primary and selective demand can be:
Definition
product focused or institutional
Term
each campaigns objectives must be...
Definition
specific and measurable.
Term
Why is the advertiser's ability to understand the needs of the target market crucial?
Definition
it helps the firm determine which type of advertising and appeal to use.
Term
how do firms determine their advertising budget?
Definition
1.) firms must consider the role that advertising plays in their attempt to meet their overall promotional objectives.
2.) advertising expenditures vary over the course of the PLC.
3.) the nature of the market and the product influence the size of advertising budgets.
Term
the nature of the market determines what?
Definition
the amount of money spent on advertising.
Term
in terms of conveying the message, what are the step the firm needs to take?
Definition
1.) firm determines the key message it wants to communicate to the target audience.
2.) firm decides what appeal would most effectively convey the message.
Term
the message provides what?
Definition
the target audience with reasons to reason in the desired way. easy way to start is tout the benefits of the product. the message should communicate its problem solving ability clearly and in a compelling fashion.
Term
what is a unique selling proposition ( USP )
Definition
strategy of differentiating a product by communicating its unique attributes; often the common theme or slogan for the advertising campaign.
Term
What is informational appeal
Definition
promotion to help consumers make purchase decisions by offering factual info and strong arguments about relevant issues; encourage favorable evaluations based on key benefits.
Term
what is emotional appeal?
Definition
attempt to satisfy consumers emotional desires rather than utilarian needs.
Term
What is media planning?
Definition
process of evaluating and selecting the media mix that delivers a clear consistent, compelling message to the intended audience.
Term
what is media mix?
Definition
combination of the media used and the frequency of advertising in each medium.
Term
what is a media buy?
Definition
actual purchase of air time or print pages.
Term
what is mass media?
Definition
channels ideal for reaching large numbers of anonymous audience members, such as national newspapers, magazines, radio, and television.
Term
What is niche media?
Definition
channels focused and used to reach narrow segments, often with unique demographic characteristics or interests.
Term
how do firms choose the right medium?
Definition
for each class of media, each alternative has specific characteristics that make it suitable for meeting specific objectives.
Term
how can advertisers determine how effective their media mix was in reaching the target audience?
Definition
by using the GRP ( reach x frequency)
Term
What is the advertising schedule?
Definition
specification of timing and duration of advertising.
Term
what is continuous advertising schedule?
Definition
ads run throughout the year; suited to products and services consumed at steady rates that require constant levels of persuasive or reminder advertising.
Term
what is flighting advertising schedule
Definition
advertising schedule implemented in spurts, with periods of heavy advertising followed by periods of no advertising.
Term
what is pulsing advertising schedule?
Definition
combines continuous and flighting ad schedules maintains a base level of advertising but increases intensity during certain periods.
Term
After the advertiser has decided on the message, the type of ad, and appeal, what is the next step?
Definition
creating the advertisment. during this step the message and appeal are translated creatively into words, pictures, colors, and/or music. often the execution style for the ad will dictate the type of medium used to deliver the message.
Term
what is pretesting?
Definition
assessments performed before an ad campaign; implemented to ensure that the various elements work in an integrated fashion and do what they are intended to do.
Term
what is tracking?
Definition
monitoring key indicators, such as daily or weekly sales volume, while an advertisement runs to identify any problems with the message or medium.
Term
what is posttesting?
Definition
evaluation of an IMC campaigns impact after it has been implemented.
Term
why is measuring sales impact challenging?
Definition
the many influences other than advertising on consumers' choices, purchase behavior, and attitudes.
Term
what are some good indicators of advertising success.
Definition
sales volume, sales data, comparing to competitors.
Term
What are the primary federal agencies that regulate advertising activities?
Definition
FTC, FCC, FDA
Term
what is puffery?
Definition
legal exxageration of praise, stopping just short of deception, lavished on a product.
Term
what are sales promotions
Definition
special incentives or excitement building programs that encourage purchase, such as coupons, rebated, contests, free samples, and point of purchase displays.
Term
if the marketer is employing a push strategy, when it targets consumers themselves, using a what kind of strategy
Definition
a pull strategy.
Term
What is a coupon
Definition
stated discount on the final selling price of a specific item' retailers handle the discount
Term
what is a deal?
Definition
short term price reduction, such as featured price, buy one get one free, can involve financing arrangement, such as reduced interest rates or extended repayment.
Term
What is a premium?
Definition
item offered for free or at a bargain price to reward some type of behavior, such as buying, sampling, or testing.
Term
what is a contest?
Definition
brand sponsored competition that requires some form of skill or effort.
Term
what are sweepstakes?
Definition
form of sales promotion that offers prizes based on a chance drawing of entrants names.
Term
what is sampling?
Definition
offers potential customers the opportunity to try a new product or service before making a buying decision.
Term
What is a loyalty program?
Definition
designed to retain customers by offering premiums or other incentives to those who make multiple purchases over time.
Term
what is a point of display?
Definition
merchandise display located at the point of purchase. such as the checkout counter in a grocery store.
Term
what is a rebate?
Definition
consumer discount that returns portion of the purchase price to the buyer in cash; manufacturers issue refunds.
Term
what is product placement
Definition
inclusion of a product in nontraditional situations such as a scene in a movie.
Term
what are pop up stores?
Definition
temporary storefronts that focus on a new or limited group of products; give consumers the chance to interact with brand awareness but are not designed primarily to sell product.
Term
what is cross promoting?
Definition
combined efforts of two or more firms to reach a specific target market.
Term
retailers dont mind pop up stores why?
Definition
they dont pose long term competition
Term
sales promotion and advertising can generate both...
Definition
long term and short term effects. the effective combination of both types of activities lead to impressive results for the firm and the consumers.
Term
What is personal selling?
Definition
two way flow of communication between buyer and seller designed to influence the buyers purchase decision.
Term
where are some of the places personal selling take place?
Definition
face to face, video teleconferencing, telephone, over the internet.
Term
why can a salesperson be a satisfying career?
Definition
1.) many people love the lifestyle of planning their own day.
2.) the variety of the job is great.
3.) can be a very lucrative career, can be very high paying.
4.) because salespeople are the frontline emissaries for their firm, they are very visible to management.
Term
because of the one on one nature of sales, a salesperson is in a unique position to do what?
Definition
customize a message for each buyer. things can be altered at any time.
Term
What is relationship selling?
Definition
sales philosophy and process emphasizing commitment to a long term relationship and investing in mutually beneficial opportunities.
Term
what has research shown about positive customer-salesperson relationships
Definition
it contributes to trust, increased loyalty, and the intent to continue the relationship with the salesperson.
Term
to build strong relationships, many firms do what?
Definition
undertake active CRM programs ( customer relationship management).
Term
What are some CRM components.
Definition
they include a customer database or date warehouse. If used properly, customers will feel special and important when a salesperson calls just to see how things are going.
Term
How does personal selling add value?
Definition
by educating and prodividing advice, saving the customer time, and making things easier for the customer.
Term
Sometimes sales people can be a problem, when is this?
Definition
when they are given too much responsibility. salespeople can help facilitate a buying situation, but they shouldn't take it over.
Term
What is the B2B buying process?
Definition
1.) need recognition- the buying organization recognizes, through either internal or external sources, that it has an unfilled need.
2.) product specification- the firm considers alternative solutions and comes up with specifications that suppliers might use to develop their proposals to supply the product.
3.) RFP process- request for proposals. buying organizations invite alternative suppliers to bid on supplying their required components.
4.) Proposal analysis and supplier selection- it evaluates the proposals it receives and narrows the suppliers down
5.) Order specification- when firm places order with its preferred supplier. will involve a detailed description, and an acknowledgement by the supplier.
6.) Vendor/ Performance assessment- firm's analyze their vendors performance so they can make decisions about their future purchases.
Term
what is request for proposals
Definition
process through which buying organizations invite alternative suppliers to bid to supply required components
Term
how do firms evaluate the performance of suppliers.
Definition
1.) the buying team develops a list of issues that it believes are important to consider in the evaluation of the vendor.
2.) buying firm assigns an importance score to each component.
3.) buying team assigns numbers about how well the supplier performs
4.) the team adds up the importance of each issue by multiplying the columns to determine who was best.
Term
what is true about the personal selling process?
Definition
depending on the situation, not all steps might be necessary.
Term
What are leads?
Definition
list of potential customers.
Term
what is qualify
Definition
process of assessing the potential of sales leads.
Term
what are trade shows
Definition
major events attended by buyers who pursue products and services offered by potential suppliers in an industry.
Term
what are cold calls?
Definition
method of prospecting in which salespeople telephone or visit potential customers without appointments.
Term
what is telemarketing?
Definition
method of prospecting in which salespeople telephone potential customers.
Term
what is the personal selling process?
Definition
1.) generate and qualify leads
2.) preapproach
3.) sales presentation and overcoming reservations
4.) closing the sale
5.) follow up-
Term
what is preapproach
Definition
prior to meeting the customer, extends qualification of leads procedure; salesperson conducts additional research and develops plans for customer meeting.
Term
what is role playing?
Definition
technique for practicing sales presentations prior to customer meeting; salesperson acts out a simulated buying situation while a colleague acts as the buyer.
Term
Having done the additional research, the salesperson establishes goals for meeting with the customer; it is important...
Definition
that he or she know ahead of time exactly what should be accomplished.
Term
asking questions during a sales presentation is one half of the battle, whats the other half?
Definition
listening carefully
Term
what is the best way to handle reservations that the customer might have
Definition
relax and listen, then ask questions to clarify any reservations.
Term
What is meant by closing the sale?
Definition
Obtaining a commitments from a customer to make a purchase.
Term
What do good salespeople do?
Definition
carefully listen to what potential customers say and pay attention to their body language.
Term
what are the five service dimensions that can be applied to the follow up
Definition
reliability, responsiveness, assurance, empathy, tangible.
Term
when customers' expectations are not met, they often complain- about deliveries, the billing amount or process, the product's performance, or after sale marketing.
Definition
effectively handling complaints is critical to the future of the relationship
Term
How has technology impacted personal selling?
Definition
sales people have instant access to their customers. they can make appointments, take orders, solve problems, and get information any time from any place.technology has made sales training programs more effective, easier, and less expensive. salespeople have saved time and participate in more creative and technical aspects of selling.
Term
ethical and legal issues arise in three areas in personal selling, which are they?
Definition
from the relationship between the sales manager and the sales force, in some situations, an inconsistency might exist between corporate policy and the salesperson's ethical comfort zone. both ethical and legal issues can arise when the salesperson interacts with the customer.
Term
in terms of sales manager and sales force, what should they do ethically.
Definition
s sales manager must treat people fairly and equally in everything he or she does. includes hiring, promotion, supervision, training, etc.
Term
what should sales people do in terms of ethics?
Definition
salespeople must live within their ow ethical comfort zone. if this, or any other situation, is morally wrong repunant to the sales person, he or she must question being associated with the company.
Term
sometimes what happens to sales people and managers.
Definition
they get mixed signals from their managers or simply do not not know when their behaviors might be considered unethical or illegal.
Term
What is a commission
Definition
compensation or financial incentive for salespeople based on a fixed percentage of their sales.
Term
what is sales management
Definition
planning, direction, and control of personal selling activities, including recruiting, selecting, training, motivating, compensating, and evaluating the sales force.
Term
what is company sales force?
Definition
people employed by the selling company who are engaged in the selling process.
Term
what is independent agents ( manufactuerer's representative)
Definition
salespeople who sell a manufacturer's products on an extended contract basis but are not employees; also known as reps.
Term
What are some salespersons duties?
Definition
order getting, order taking, sales support, combination duties.
Term
what is an order getter?
Definition
salesperson whose primary responsibilities include identifying potential customers and engaging them in discussions to attempt to make a sale.
Term
what is an order taker?
Definition
salesperson whose primary responsibility is to process routine orders, reorders, or rebuys of products.
Term
what is sales support personnel?
Definition
employees who enhance and help a firms overall selling effort by responding to customers' technical questions or facilitating repairs.
Term
what are selling teams?
Definition
sales specialists whose primary duties are order getting, order taking, or sales support but who work together to service important accounts.
Term
what do good sales people have?
Definition
personality, optimism, resilience, self-motivation, empathy.
Term
what is a salary?
Definition
compensation in the form of a fixed sum of money paid at regular intervals
Term
what is a bonus?
Definition
payment made at management's discetion when a salesperson attains certain goals; usually periodic, such as at the end of a year.
Term
what is a sales contest
Definition
a short term incentive designed to elicit a specific response from the sales force.
Term
what are non financial rewards for sales people.
Definition
plaques, pens, free trips, it should be publicized
Term
sales people evaluation must be tied to...
Definition
their reward structure.
Term
evaluation measures are neither..
Definition
objective or subjective
Term
due to the relatively high expense of maintaining a personal selling force, it is important that salespeople be adequately...
Definition
trained motivated and compensated.
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