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