Chapter 6 Distribution, Promotion, Selling
distribution
Component of the marketing mix that involves the location and methods used to make products available to customers.
personal selling
Direct communication between a prospective buyer and a sales rep.
direct channel
Moves the product directly from the manufacturer to the consumer
rational buying decisions
Purchase decisions based on logical reasoning of customers
emotional buying decisions
Purchase decisions based on the desire to have a specific product or service
Channels of distribution
Routes that products and services take from the time they are produced to the time they are consumed
public relations
The act of establishing a favorable relationship with customers and the general public
physical distribution
Transportation, storage, handling, and packaging of products within a channel of distribution.
indirect channel
Uses intermediaries that move products between the manufacturer and the consumer
telemarketing
Using the phone to market your product or service
sales promotion
An incentive offered to customers in order to increase sales
publicity
A non-paid form of communication that calls attention to your business through media coverage
advertising
A paid form of communication sent out out by a business about a product or service
rebate
A refund offered to people who purchase a product
press release
A written statement meant to inform the media of an event or product