Chapter 6 Distribution, promotion, and selling
This moves products directly from the manufacturer to the consumer.
Direct Channel
Promotional materials sent to target consumers through the mail is called __________.
Direct- mail advertising
The physical characteristics or capabilities of the product or service is ________
Features
Advertising is where consumers use telephone directories repeatedly
Telephone directory
T/F Rational buying decisions involve buying a product based on the desire to have it.
False
Intermediaries are used in ___________.
Indirect channels of distribution
Billboards and signs are examples of __________ advertising.
Outdoor
The purpose of _________ is to protect the product from the time between production and consumption.
Packaging
Direct communications between prospective buyer and a sales representative_________.
Personal selling
____________ includes transportation, storage, handling, and packaging.
Physical distribution
A _______ ad is a kind of online ad in which a new window opens in front of the current one, displaying an advertisement.
Pop-up
________ can be negative or positive depending on the media coverage.
Publicity
___________ is a nonpaid form of communication that calls attention to your business through media coverage
Publicity
Companies often offer a refund called a(an) _________ to customers who purchase their product.
Rebate
The coordination of manufacturers, suppliers, and retailers working together to meet a customer need for a product or service is __________.
Supply chain management
_________ is a written statement meant to inform the media of an event or product.
Press Release
The strategy created by adopting a blend of advertising, publicity, personal selling, and sales promotion is called your _______ mix.
Promotional
In addition to advertising and publicity, a business can offer sales ________ as a way to increase sales.
Promotions
____________ is using the phone to market your product or service.
Telemarketing
Newspapers are the single largest medium of ________ in the United States.
Advertising
Advantages that can result from features are called _______.
Benefits
________ include the routes that products and services take from manufacturers to wholesalers, from retail stores to customers, and from manufacturers to retail stores.
Channels of Distribution
The last step in the decision making process is to ________ ___ ______
Evaluate the Action
__________ are an excellent way to aim products and services at specific markets.
Magazines
The most cost effective channel option is_________.
Manufacturer- to- Consumer
T/F a direct communication between a buyer and a sales person is Personal Selling
True
T/F: A sales person is often the only representative of the company the customers ever come into contact with.
True
T/F: All types of businesses must receive goods from suppliers
True
T/F: Although television advertising is very effective, it is expensive and generally reaches too broad an audience for most businesses.
True
T/F: Direct mail often gets discarded without being read
True
T/F: Distribution involves the locations and methods that are used to make products available to customers
True
T/F: Indirect channels use intermediaries
True
T/F: Personal selling is direct communication between a prospective buyer and a sales representative in which the sales representative attempts to influence the perspective buyer in a purchase situation.
True
T/F: Retail stores can distribute their products to consumers by having convenient hours for customers, shipping directly to customers, and being accessible through the internet.
True
T/F: Service businesses have a single, direct channel of distribution if there is more than one store in the chain.
True
T/F: The purpose of packaging is to protect the product from the time between production and consumption.
True
True or false: Public relations is the act of establishing a favorable relationship with customers with customers and the general public.
True
_________ is a paid form of communication sent out by a business about a product or service.
advertising
A critical factor in the success of any business is _________?
an entrepreneur's selling skills
__________ are forms of television advertising that last less than a minute.
commercials
Purchase decisions based on the desire to have a specific product or service is called________.
emotion buying decision
Television advertising that last a half hour or more is called an __________.
infomercial
Historically, ______ were the single largest from of advertising in the US.
newspapers
___________ is less expensive than television advertising.
radio advertising
What is an advantage of newspaper advertising?
reaches a large number of people
One disadvantages of online advertising is
spam
__________ is an online ad that changes the background of the page being viewed.
wallpaper ad
______ is designed to protect the product from the time it is produced until it is consumed.
Packaging
T/F Television ads are less expensive than radio ads
False
T/F The first step of the decision making process is to gather information.
False
T/F: Benefits are the physical characteristics or capabilities of the product or service.
False
T/F: Customers will usually always need the aid of a salesperson when making lower-level needs purchases.
False
T/F: Entrepreneurs will need personal selling skills only if they are going in to sales.
False
T/F: Newspaper advertising is generally expensive
False
T/F: No intermediaries are involved in the manufacturer to retailer to consumer channel option
False
T/F: The routes that products take from the time they are produced until they arrive at a retail store are the channels of distribution.
False
True or false: Publicity is a paid form of communication that calls attention to your business through media coverage.
False
Transportation, storage, and handling are all part of _______
Physical Distribution
T/F: Online advertising is a cost effective way for businesses to reach potential customers
True
Giving away hats displaying your company name is an example of ________ promotion.
Self
