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Definition
| The overall impression conveyed by a store's physical layout, decor, and surroundings |
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| The use of machines to offer goods for sale |
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| A department head who is in charge of buying stuff for their department as well as promotion and personnel |
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| Specialty discount stores that heavily dominate their narrow merchandise segment. |
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| Stores owned and operated as a group by a single organization. |
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| A miniature supermarket, carrying only a limited line of high turnover convenience goods. |
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| A store housing several departments under one roof |
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| Stores that comsumers purposefully plan to visit |
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| Techniques used to get consumers to make a purchase from a non-retail setting. |
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| The selling of products by representatives who work door-to-door, office-to-office or at home parties |
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| Direct-response Marketing |
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Definition
| Techniques used to get consumers to make a purchase from a non-retail setting (direct marketing) |
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Definition
| A retailer that competes on the basis of low prices, high turnover, and high volume |
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| A retail store that stocks pharmacy products and services as its main draw |
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| An off-price retailer that is owned and operated by a manufacturer |
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Definition
| The right to operate a business or to sell a product |
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Definition
| An individual or business that is granted the right to sell another party's product |
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Definition
| The originator of a trade name, product, methods of operation, and so on, that grants operating rights to another party to sell its product. |
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| Full-line discount stores |
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Definition
| A relatier that offers consumers very limited service and carries a broad assortment of well-known, nationally branded "hard goods" |
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Definition
| The amount of money the retailer makes as a percentage of sales after the cost of goods sold is subtracted |
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Definition
| Retailers owned by a single person or partnership and not operated as part of a larger retail institution |
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Definition
| A retailing strategy using moderate to low prices on large quantities of merchandise and lower service to stimulate high turnover of products. |
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Definition
| Selling to consumers through other means than by visiting a store |
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Definition
| A retailer that sells at prices 25 percent or more below traditional department store prices because it pays cash for its stock and usually doesn't ask for return privileges |
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| A type of shopping available to consumers with access to the Internet |
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Definition
| Temporary retail establishments that allow flexible locations without the long-term commitment of a more expensive retail lease |
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Definition
| The mix of products offered to the consumer by the retailer; also called the product assortment or merchandise mix |
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Definition
| All the activities directly related to the sale of goods and services to the ultimate consumer for personal, nonbusiness use |
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Definition
| A combination of the six Ps–product, place, promotion, price, presentation, and personnel–to sell goods and services to the ultimate consumer |
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Definition
| The tendency to offer a wide variety of nontraditional goods and services under one roof |
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Term
| Speciality Discount Store |
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Definition
| A retail store that offers a nearly complete selection of single-line merchandise and uses self-service, discount prices, high volume, and high turnover |
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Definition
| A retail store specializing in a given type of merchandise |
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Definition
| A large, departmentalized, self-service retailer that specializes in food and some nonfood items |
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Definition
| The use of the telephone to sell directly to consumers. |
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Term
| Warehouse Membership Clubs |
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Definition
| Limited-service merchant wholesalers that sell a limited selection of brand-name appliances, household items, and groceries on a cash-and-carry basis to members, usually small businesses and groups |
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Definition
communication by marketers that informs, persuades, and reminds potential buyers of a
product in order to influence an opinion or elicit a response. |
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Definition
| a plan for how to use the elements of promotion (promotional mix) |
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| a set of unique features of the company that are perceived as superior |
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Definition
is the process by which we exchange or share meanings through a common set of
symbols. |
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| Interpersonal Communication |
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Definition
| direct and face-to-face, sales person |
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Definition
| refers to large audience, mass medium |
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Definition
| money made as a percentage of sales after the cost of goods sold is subtracted |
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Term
| Four ways of classifying retailers? |
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Definition
| ownership, level of service, product assortment, price |
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Term
| Three examples of non-store retailing |
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Definition
| Automatic vending, direct retailing, direct marketing |
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Term
| Six P's of retail marketing strategy |
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Definition
| Product, Price, Place, Promotion, Personnel, Presentation |
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Definition
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Term
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Definition
| Advertising, Public Relations, Personal Selling, Sales Promotion |
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Definition
| Attention, Interest, Desire, Action |
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Term
| Six factors that affect the promotional mix |
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Definition
| Nature of the product, stages in the product life cycle, target market characteristics, types of buying decision, available funds, push and pull strategies |
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Term
| Public Relations Dept. functions |
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Definition
| Press relations, press publicity, corporate communication, public affairs, lobbying, employee and investor relations, crisis management |
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Term
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Definition
| New product publicity, product placement, comsumer education, sponsorship, websites |
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Term
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Definition
| New product publicity, product placement, comsumer education, sponsorship, websites |
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| Media Selection Considerations |
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Definition
| cost-per-contact, frequency |
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Term
| Steps in the selling process |
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Definition
| Generating leads, qualifying leads, approaching the customer and probing needs, developing and proposing solutions, handling objections, closing the sale, following up |
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Term
| Pricing Objectives should be... |
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Definition
| Specific, Attainable, Measurable |
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Term
| Three profit-oriented pricing objectives |
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Definition
| Profit maximization, satisfactory profits, target return on investment |
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Term
| Two sales-oriented pricing objectives |
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Definition
| market share, maximize dollar or unit sales |
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