Marketing 304

large retailers like walmart have enormous channel control due to their size and power. which type of channel arrangement does this represent

Administered VMS

most common type of contractural VMS

a franchise

channel level

a layer of intermediaries that performs some work in bringing the products and its ownership closer to find the final buyer

what is just in time logistics system

allows producers and retailers to carry small inventories to last for only a few days of operations

first step in marketing channel design

analyzing consumer needs

four steps to designing marketing channels in their correct order

analyzing consumer needs, setting channel objectives, identifying major channel alternatives, and evaluating the alternatives

deficient products

bad tasting and ineffective such as medicine

after presentation and demonstration step in sales process, salesperson should next

be prepared to handle objections

embrace ethical values

building relationships and enhancing consumer confidence in the integrity of marketing by affirming these core values, honesty, responsibility, fairness, respect, transparency, and citizenship

push strategy

companies who direct their promotional activities to channel members

consumer oriented

company should view and organize its marketing activities from the consumers point of view

strategic planning

considers future company needs

social marketing

considers the future welfare of consumers

vertical marketing system

consists of producers, wholesalers, and retailers acting as a unified system

sherwin williams sells paint through company owned retail stores. they have established

corporate VMS

two elements in developing advertising strategy

creating advertising messages and selecting advertising media

direct marketing

delivers a personalized and immediate message to a specific customer or customer community

common trade promotion tools

discounts, free goods, allowances, and free advertising specialty items

online marketers taking business from traditional brick and mortar retailers is an example of

disintermdiation

deceptive packaging

exaggerating package contents through subtle design, using misleading labeling

deceptive pricing

falsely advertising factory or wholesale prices or a large price reduction from phony high retail list price

social selling

fastest growing sales trend today

four elements of a compensation plan for salespeople

fixed amount, variable amount, expenses, and fringe benefits

horizontal channel conflict

ford dealer complaining that another Ford dealer is advertising in its territory

wheeler lea act

gave federal trade commission power to regulate unfair or deceptive acts or practices

objectives of trade promotions

generating business leads, stimulating purchases, rewarding customers, and motivating salespeople

pleasing products

give high immediate satisfaction but might hurt consumers in the long run

premium

goods offered free or at low cost as incentive to buy the product

supervision management

helping salespeople to work smart by doing the right things in the right ways is the goal of what

desirable products

high immediate satisfaction and high long run benefits such as tasty and nutritious breakfast food

marketing logistics includes

inbound logistics, outbound logistics, and reverse logistics

advertising objective used when introducing a new product

informative

producers of convenience products typically use

intensive distribution

three strategies to use to find number of channel members is

intensive, selective, and exclusive

food deserts

lack of supermarkets in low income areas

corporate identity materials

logos, stationery, brochures, signs, business forms, cards, buildings, uniforms, and company cars are all examples of

salutary products

low immediate appeal but might benefit consumers in the long run, bike helmets, insurance products

what is true about personal selling

many customers are unable to distinguish the salesperson from the company

why do marketers use channels and channel intermediaries

marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers

slice of life

message execution style shows one or more typical people using the product in a normal setting

deceptive promotion

misrepresenting the products features or performance or luring customers to the store for a bargain that is out of stock

length of a channel is indicated by

number of intermediary levels

conventional distribution channel

one or more independent producers, wholesalers, retailers, and consumers

advertising objective best suited for building selective demand

persuasive

promotional tools used in PR

press releases, sponsorships, events, and web pages

which statement is true regarding the selection of qualified channel members

producers vary in their ability to attract qualified marketing intermediaries

do no harm

promotes the idea of a code of ethics that calls on marketers to adopt an ethical norm

what technology could make the entire supply chain intelligent and automated

radio frequency identification

innovative marketing

requires that a company continuously seek real product and marketing improvements

foster trust in the marketing system

striving for good faith and fair dealing so as to contribute toward the efficacy of the exchange process as well as avoiding deception in product design, pricing, communication, and delivery or distribution

what channel partners in a company supply chain are upstream from a manufacturer or producer

suppliers

sense of mission marketing

the company should define its mission in broad social terms rather than narrow product terms

what is true about sales promotions

the growing use of sales promotion has resulted in promotion clutter

which of the following about PR is correct

the lines between PR and advertising are becoming more and more blurred

three advertising appeals are

to be meaningful, to be believable, and to be distinctive

goal of pull strategy

to build customer demand

goal of integrated marketing communications

to deliver clear, consistent, and compelling messages about the organization and its brands

reminder marketing

used for mature, well known brands

four major functions of marketing logistics

warehousing, inventory management, transportation, and logistics information management

four major functions of logistics

warehousing, inventory management, transportation, logistics information management

redlining

when major retailers draw a red ling around disadvantaged neighborhoods and avoiding putting stores there