Principles of Marketing (ch. 10-14) Study Plan

to ensure channel succes, all channel firms should ???

1. ) understand and accept their​ roles, 2. ) coordinate their goals and​ activities, 3. ) and cooperate to attain overall channel goals.

what are the Three strategies that are avilable in designing marketing channels

1. ) intensive distribution 2. ) exlcusive distribution 3. ) selective distribution

other channel members help to fullfil the completed transactions by offering ???

1. ) physical distribution 2. ) financing 3. ) risk taking

example of horizontal conflict would be

ford dealer complaining about another ford dealer is advertising in their terriority

by practicing ___________, todays retailers are increasingly adopting environmentally sustainable practices

green retailing

direct marketing is considered to be ??

immediate and convenient

marketing logistics address NOT only Outbound Logistics but also _________ & ______ and it also involves the entire supply chain management

inbound logistics & reverse logistics

people & companies in the distribution channels interact to accompish what 3 goals???

individual, company & channels goals

The​ firm's Public Relations should be blended smoothly with other promotion activities within the​ company's overall _______

integrated marketing communication effort

both the new digital and the more traditional forms of direct marketing must be blended into a fully __________ AND marketers do NOT exclusively use one or the other

integrated marketing communications program

____-____ recognizes that improved logistics mandates or/ Requires teamwork across the company & the entire supply chain

integrated supply chain management

the trend of _________ has resulted in different types of retailers that are nw selling the sale products at the same price to the same consumers

retail convergence

positioni g contributes to ________?

retail marketing mix

It is important that retailers select locations that are accessible to the target market in areas that are consistent with the​ _________

retailers positioning

___________ is the customers only direct contact with the comany

sales force

sales promotion campaigns call for setting ______?

sales promotion objectives

omni-channel retailing means integrating all available shopping channels & devices into a ____________?

seamless customer shopping experience

what is a benefit of direct & digital marketing for buyers??

sense of brand engagement & community

After sales promotion campaign objectives are​ set, the next steps are _______ and then _______?

setting tools & then developing and implementing the sales promotion program

Point of sale is part of ________?

shopper marketing

closing a sale with a particular customer is a ___________ transactional orientation

short term

Category Killers feature stores the ___________ that carry a very deep assortment of a particular line.

size of airplane hangars

just-in time logistics system carries ?>>

small inventory, the new stock that arrives when needed

the fastest growing sales trend is the explosion in ______

social selling

______________ is a drawback to social selling?/

some things that you just cant present or teach over the interet

to build/forge long-term partnerships with channel memebers, they practice ??

strong partner relationship management

a strong relationship with the salesperson will result in __________ & ______?

strong relationships with the company & its products

lead by/ Guided by ___________, retailers must decide on a retail marketing mix

strong targeting & positioning

The performance difference between an average salesperson and a top salesperson can be _____

substantial

_________ manages upstream & downtream Value-Added flows of materials, final goods & related information among suppliers, the company resellers & final consumers

supply chain management

it is important that retailers select locations that are accessible to the _________ in areas that are consistent with the retailers positioning

target market

The major steps in advertising media selection are​ ?????

(1) determing reach, frequency, impact & engagement (2) choosing among major media​ types; (3) selecting specific media​ vehicles; ​(4) choosing media timing.

under the concept of integrated marketing​ communications, a company will carefully coordinate promotion elements to engage ________ AND to build ______, _____, _______ about the organization & its products

- customers - & clear, consistent, & compelling message

the similarity of customers, products, & prices contribute to retail convergejnce which makes ________ difficult

- differentiation

the benefits of direct & digital marketing for buyers are that they are

- easy - convenient - & private

advertisers should Set Clear Objectives as whether the advetising is supposed to be ??

- informed - persausive - or to remind buyers

four major functions of Makreting Logistics are ??

- warehousing - inventory management - transportation - logistics info management

to help complete transactions, channel members perform what 3 functions ??

1. ) contact work 2. ) matching work 3. ) & negotiations

After determining the type of promotion to​ use, marketers then must decide on the​ _______ and the​ ______.

- size of the incentive - & conditions for participation

advances in digital technolgies range from ??

- smartphones, tablets & other digital devices to the spate of online social media & mobile media

When selecting​ intermediaries, the company should evaluate each channel​ member's years in​ ?????

1. )business, 2. )other lines​ carried, 3. location, **4.) growth and profit​ record, ** 5.) cooperativeness, and reputation.

after the first step of Analyzing consumers needs in marketing channel, the firms must then set ????

1. channel objectives 2. identify major channel objectives 3. & evaulate the alternative

companies use Public Relations to build good relationships with _____, _____, _____& _____

1. consumers 2. investors 3. media 4 & their communities

salespersons role as a Order Getter are whose positions that demand ______, ______, & ________

1. creative selling 2. social selling 3. relationship building

spurred by the surge in internet usage & online buying and by rapid advances in _________, ______ has undergaone a dramatic transformation

1. digital technologies 2. direct marketing

social selling is the use of online, mobile, & social media to ________, _______, & ________

1. engage customers 2. build stronger customer relationships 3. augment sales performance

New major trends and developments in retailing include

1. new retail form s 2. shortening retail life cycle 3. retail convergence

the element of the promotion mix, public relation includes ??

1. press releases 2. sponsorships 3. events & web pages

The new digital and social media have given birth to a more​ ______ , ______ & ______?

1. target 2. social 3. & engaging marketing communications model

Like retailers, wholesalers must ________, ______, & _________?

1. target carefuly 2. segment 3. & position themselves effectively

viral marketing involves creating ______, ______& _________ that are so infectious that consumers will seek them out or pass them along to their friends

1. videos 2. adds 3. & and other types of marketing content

sets of characteristics that classifies retailers include???

1.) Amount of service​ offered, 2.) the breadth and depth of product​ lines, 3.) relative prices they​ charge, 4.) how they are organized

identify the six major sales force management steps in the correct​ order?

1.) Designing sales force strategy and​ structure, 2.) recruiting and selecting​ salespeople, 3.) training​ salespeople, 4.) compensating​ salespeople, 5.) supervising and motivating​ salespeople, and 6.) evaluating salespeople

what are the 5 promotion mix tools thats used by markets to communicate customer value?

1.) advertising 2.) public relations 3.) personal selling 4.) sales promoton 5.) direct & digital marketing

what are the 3 major factors changing the face of todays marketing communications

1.) changes in​ consumers, 2.) changes in marketing​ strategies, 3.) and sweeping changes in digital technologies.

digital age has fundamentaly changed customers' notions of ???

1.) convenience 2.) speed 3.) price 4.) product information 5.) service 6.) brand interactions

Category killers are found in a wide range of​ categories, including​???

1.) elecronics , 2.) home-improvement​ products, 3.). books, 4.). baby​ gear, 5.). toys, 6.) home​ goods, 7.) party​ goods, 8.) sporting​ goods, 9.) and even pet supplies.

traditional direct approaches are ???

1.) face to face personal selling 2.) direct mail marketing 3.) catalog marketing 4.) telemarketing 5.) direct response tv marketing 6.) kiosk marketing

major retail trends & developements include _________, _________, _________, & ________?

1.) gorwing importance of retail technology 2.) a surge in green retailing 3) & the global expansion of major retailers

companies use mobile marketing to stimulate ???

1.) immediate buying 2.) make shopping easier 3.) & enrich the brand experience

salespeole can probe customers to _______, ________, & ________

1.) learn more about​ problems, 2.) adjust the marketing​ offer, 3.) and fit each presentation to a​ customer's special needs.

three major groups of wholesalers are ????

1.) merchant wholesalers 2.) brokers & agents 3.) manufacturers & retailers & offices

Major advertising involve decisions about what 5 things ??/

1.) objectives 2.) budget 3.) message 4.) media 5.) evaluation of results

what are three newer tools of digital direct markerting??

1.) online marketing 2.) social media marketing 3.) mobile marketing

list the multi-step process of personal selling in order?

1.) prospecting & qualifying 2.) pre-approach 3.) approach 4.) presentation & demonstration 5.) handling objects 6.) closing 7.) follow-up

what promotional tools can be used t attract customers??

1.) rebates 2.) coupons 3.) price packs 4.) samples

Retailers face major marketing decisions about what 5 things??

1.) segmentation & targeting 2.) store differentiation & positioning 3.) retail marketing mix

list four important decisions made when developung an advertising program?

1.) setting objectives 2.) setting the budget 3.) developing stratgey 4.) evaluating effectiveness

on the plus side, social nmedia is ????

1.) targeted and personal 2.) interactive 3.) immediately & timely 4.) cost effetive

list the four sales force structure that companies use in sales for design?

1.) territorial 2.) product 3.) customer 4.) complex

the main forms of direct & digital marketing include??

1.) tranditional direct marketing tools 2.) new digital marketing tools

in the preapproach step, what does the sales person learn much about the organization and its buyers???

1.) what it needs & who is involved in the buying 2.) their characteristics & buying style

T/F: in administered vms, the leadership is assumer through common ownership or contractual ties

FALSE it is NOT through common ownership or contactual ties

___________ occurs among firms at the same level of the channel?

Horizontal conflict

with __________, the Producers & Retailers carry only small inventories of parts or merchandise, often enough for only a few days of operations

Just-In-Time Logistis System

__________ shift easily across online & in-store channels throughout the buying process

Omni-channel buyers

who are always searching for new marketing strategies to attract & hold customers ????

Retailers

___________ marketing involves focuing the entire marketing process on turning shoppers into buyers as they approach the point of sale

Shopper marketing

T/F: NO logistics system can both maximize customer service & MInimize distribution cost

TRUE

the last step in personall selling is _____?

a follow-up

a corporate VMS integreates successive stages of production & distribution under ??

a single ownership

in ____________, the leadership is assumed through the size & power of one or a few dominant channel members

administered VMS

in this digital age, the lines between _____, ____, & other content are becoming more blurred

advertising and public relations

the first step in designing a marketing channel is to ??/

analyze consumer needs

Distribution channels are complex ______ in which people & companies interact to accomplish 3 goals

behavioral system

digital marketing is a place to share ???

brand inforamtion & expeirences with other brand fans

​Omni-channel retailing goes beyond just helping​ in-store customers as they​ cross-shop on mobile devices and requires​ _________________________.

carefully integrating the entire range of available shopping channels

Recent years have seen the rapid growth of superstores that are actually giant specialty​ stores, the​ so-called _______?

category killers

companies want to convience Suppliers & Distributors to be apart of a __________ system

cohesive value delivery

because social media is interactive, it makes them ideal for starting & participated in ________ & _______

customer conversations & listening to customer feedback

in general, sales promotion campaigns should be _________?

customer relationship building

with companies becoming more market oriented, a customer-focused sales force also works to product both _____ & ______?

customer satisfaction & company profit

on the down side, consumers largely control social media content which makes social media ????

difficult for marketers to control

_______________ involes engaging directly with carefully targeted individual consumerws & customer communities to both obtain an immediate response & build lasting customer service

direct & digital marketing

__________ is immediate & convenient, which allows buyers to create exactly the configuration of​ information, products, or services buyers desire and then order them on the spot.

direct marketing

companies use _____ to tail their offers and contenet to the needs & interest of narrowly defined segments or individuals buyers

direct marketing

the kmain forms of online advertising are ???/

display ads & search-related ads

in the long run, Wholesalers only reason for their existence comes from _________, which occurs by Increasing the _______ & ______ of the entire marketing channel

efficiency & effectiveness

what is one of the biggest advantages 0of social media?/

engagement & social sharing capabilities

most companies see their intermediaries as ________ & ________?

first-line customers & partners

__________ is NOT a new retail trend or development

international marketing

personal selling is the _______ arm of the promotion mix & can be very effective in the complex selling situations

interpersonal

_______ is the toughest public policy issue thats now confronting the direct marketing industry

invasion of privacy

_________ is a form of traditional direct marketing??

kiosk

____________ offers automated retailing for a variety of products

kiosk marketing

zoomshop uses _________ marketing

kiosk marketing

what is considered NOT to be a marketing channels function??

manufacturing

_________ is an Interdependent organizations that help make a product or service available for use or consumption

marketing channel

in designing __________, companies must determine the number of channel members to use at each level

marketing channels

in ___________ today Advertisers are now able to engage smaller customer segments with more​ personalized, interactive content.

marketing communications

_______ decisions & _______ decisions must be closely coordinated for maximum campaign effectiveness.

message & media

marketers use ______ to engage customers anywhere, anytime during the buying & relationship-building process

mobile marketing

omni-channe retailing also includes ???

mobile shopping

a company wants to engage the customer over the long haul in a ________?

mutually profitable relationship

omni-channel buying calls for ________?

omni-channel retailing

The concern about _____________ is one in which consumers fear that unscrupulous snoopers will eavesdrop on their online transactions and social media​ postings, picking up personal information or intercepting credit and debit card numbers.

online & digital security

_______ has become a major promotional medium

online advertising

refers to marketing via the internet using company​ websites, online advertising and​ promotions, e-mail​ marketing, online​ video, and blogs.

online marketing

a salesperson are called _________

order getting

in traditional direct marketing forms, marketers can use both

outbound & inbound telemarketing

to address concerns about email being intrusive & annoying, ost legitimate marketers now practice __________, by sending email pitches to only customers who "opt in"

permission-based email marketing

_________ plays one of the most important roles in Aligning Target Markets & Positioning

place

shopper marketing involvesd focusing the entire marketing orocess on turning shoppers into buyer as they approach the _________?

point of sale

________ is the step in the selling procress where a salesperson learns as much as possible about a prospective customer before making a sales call

preapproach

_________ is used to create and place newworthy information for the news media to attract attention to a person, product, or service

press relations

most ______ uses intermediaries to bring their product to the market

producers

__________ constantly watch for better ways to meet the cahnging needs of their supplier & target customers

progressive wholesalers

__________ is not a single​ tool, but rather a mix of several tools.​

promotion

the first step of the multiple-step process in personal selling is ____________ ?

prospecting & qualifying

in recent years, new types of channel organizations have appeared that they ______ &______

provide strong leadership & Improved performance

at the heart of any successful sales force operation is the _______ & _______ of a good salespeople

recruitment & selectionm

the selling process must alsp take a ___________ & look at the long term

relationship orientation

in personal selling, the salesperson is the company, and many customers are unable to distinguish _________?

the salesperson from the company

_________ tools are still heavily used & very important in most firms' direct marketing tools

traditional

the steps in the selling process are ________, which their aim is to help salespeople close a specific sale with a customer

transaction oreinted

the role of marketing intermediaries is to ??

transform the assortments of products made by producers INTO assortments that is wanted by consumers

T/F: Marketing channel members buy large quantities from many producers and break them down into the smaller quantities and broader assortments desired by consumers.

true

T/F: in promotion mix the entire marketing mix must be coordinated for greated impact

true

T/F: message decisions & media decisions go Hand-in-Hand in acheiving success

true

T/F: price is a marketing-mix decision, NOt a product design

true

T/F: target marketers are not necessarily affected

true

T/F: the green movement that has not quite taken hold is NOT true regarding major retail trends

true

T/F: wholesalers hold inventories

true

T/F: a company is not simplying seeking a sale?

true

_______ is the digital version of word-of-mouth

viral marketing

the wholesaler channel function called ________ helps reduce inventry holding costs & the risks of their suppliers & costumers

warehousin g

the only reason for ___________ existience is to add value

wholesalers