marketing

selling process

is the steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.

Spam

is unsolicited, unwanted commercial e-mail messages.

Telemarketing

is using the telephone to sell directly to customers.

Follow up

_______ is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business.

press relations

__________ is a function in which companies create and place newsworthy information in the news media to attract attention to a person, product, or service.

pull strategy

__________ is a promotion strategy that calls for spending a lot on consumer advertising and promotion to induce final consumers to buy the product, creating a demand vacuum that "pulls" the product through the channel.

consumer promotions

__________ is a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships.

business promotions

__________ is a sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

trade promotions

__________ is a sales promotion tool used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to customers.

product publicity

__________ is an activity of public relations that involves the publicizing of specific products.

advertising

__________ is any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor.

Online advertising

appears while consumers are browsing online, including display ads, search-related ads, online classifieds, and other forms.

Traditional direct marketing tools includes

catalog marketing, face-to-face selling

internet fraud includes

identity theft and financial scams.

push strategy

is a promotion strategy that calls for using the sales force and trade promotion to move the product through channels.

Phishing

is a type of identity theft that uses deceptive e-mails and fraudulent online sites to fool users into divulging their personal data.

A blog

is an online journal where people post their thoughts, usually on a narrowly defined topic.

Direct marketing

is connecting directly with carefully targeted segments or individual consumers, often on a one-to-one, interactive basis.

presentation

__________ is the sales step in which a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Catalog marketing

is direct marketing through print, video, or digital catalogs that are mailed to select customers, made available in stores, or presented online.

Direct-mail marketing

is marketing that occurs by sending an offer, announcement, reminder, or other item directly to a person at a particular address.

personal selling

is personal presentation by the firm's sales force for the purpose of making sales and building customer relationships.

Preapproach is the sales step in which __________.

a salesperson learns as much as possible about a prospective customer before making a sales call

Product sales force structure

A(n) __________ is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines.

customer sales force structure

A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries.

inside sales force

A(n) __________ is salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers.

Team selling

__________ is using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts.

sales force management

__________ refers to analyzing, planning, implementing, and controlling sales force activities.

Event Marketing

__________ refers to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

Salesperson

__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building.

The affordable method is __________.

setting the promotion budget at the level management thinks the company can afford

Closing is ________.

the sales step in which a salesperson asks the customer for an order

sales promotion

_______ is the short-term incentives used to encourage the purchase or sales of a product or a service.

Public Relations

__________ is building good relations with the company's various publics by obtaining favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events.

territorial sales force structure

A(n) __________ is a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line.

online marketing

is efforts to market products and services and build customer relationships over the Internet.

social media

is independent and commercial online communities where people congregate, socialize, and exchange views and information.

Multichannel marketing

is marketing both through stores and other traditional offline channels and through digital, online, social media, and mobile channels.

Mobile marketing

is marketing messages, promotions, and other content delivered to on-the-go consumers through mobile phones, smartphones, tablets, and other mobile devices.

Viral marketing

is the Internet version of word-of-mouth marketing: a Web site, video, e-mail message, or other marketing event that is so infectious that customers will seek it out or pass it along to friends.

Personal selling is

presentations by the firm's sales force for the purpose of making sales and building customer relationships

life style

The __________ shows how a product fits in with a particular way of life.

fantasy style

The __________ creates an imaginary situation around the product or its use.

public affairs

__________ is building and maintaining national or local community relationships.

Direct marketing is __________.

direct connections with carefully targeted individual consumers to both obtain an immediate response and cultivate lasting customer relationships

handling objections

__________ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying.

mood or image style

The __________ builds an image or mood around the product or service, such as beauty, love, intrigue, or serenity

objective-and-task method

The __________ is developing the promotion budget by 1) defining specific promotion objectives, 2) determining the tasks needed to achieve these objectives, and 3) estimating the costs of performing these tasks. The sum of these costs is the proposed promotion budget.

percentage-of-sales method

The __________ is setting the promotion budget at a certain percentage of current or forecasted sales or as a percentage of the unit sales price.

competitive-parity method

The __________ is setting the promotion budget to match competitors' outlays.

musical style

The __________ shows people or cartoon characters singing about the product.

Lobbying

__________ is building and maintaining relationships with legislators and government officials to influence legislation and regulation.

approach

__________ is the sales step in which a salesperson meets the customer for the first time.

slice of life style

The __________ shows one or more typical people using the product in a normal setting.