Chapter 6 Distribution, promotion, and selling

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This moves products directly from the manufacturer to the consumer.

Direct Channel

Promotional materials sent to target consumers through the mail is called __________.

Direct- mail advertising

The physical characteristics or capabilities of the product or service is ________

Features

Advertising is where consumers use telephone directories repeatedly

Telephone directory

T/F Rational buying decisions involve buying a product based on the desire to have it.

False

Intermediaries are used in ___________.

Indirect channels of distribution

Billboards and signs are examples of __________ advertising.

Outdoor

The purpose of _________ is to protect the product from the time between production and consumption.

Packaging

Direct communications between prospective buyer and a sales representative_________.

Personal selling

____________ includes transportation, storage, handling, and packaging.

Physical distribution

A _______ ad is a kind of online ad in which a new window opens in front of the current one, displaying an advertisement.

Pop-up

________ can be negative or positive depending on the media coverage.

Publicity

___________ is a nonpaid form of communication that calls attention to your business through media coverage

Publicity

Companies often offer a refund called a(an) _________ to customers who purchase their product.

Rebate

The coordination of manufacturers, suppliers, and retailers working together to meet a customer need for a product or service is __________.

Supply chain management

_________ is a written statement meant to inform the media of an event or product.

Press Release

The strategy created by adopting a blend of advertising, publicity, personal selling, and sales promotion is called your _______ mix.

Promotional

In addition to advertising and publicity, a business can offer sales ________ as a way to increase sales.

Promotions

____________ is using the phone to market your product or service.

Telemarketing

Newspapers are the single largest medium of ________ in the United States.

Advertising

Advantages that can result from features are called _______.

Benefits

________ include the routes that products and services take from manufacturers to wholesalers, from retail stores to customers, and from manufacturers to retail stores.

Channels of Distribution

The last step in the decision making process is to ________ ___ ______

Evaluate the Action

__________ are an excellent way to aim products and services at specific markets.

Magazines

The most cost effective channel option is_________.

Manufacturer- to- Consumer

T/F a direct communication between a buyer and a sales person is Personal Selling

True

T/F: A sales person is often the only representative of the company the customers ever come into contact with.

True

T/F: All types of businesses must receive goods from suppliers

True

T/F: Although television advertising is very effective, it is expensive and generally reaches too broad an audience for most businesses.

True

T/F: Direct mail often gets discarded without being read

True

T/F: Distribution involves the locations and methods that are used to make products available to customers

True

T/F: Indirect channels use intermediaries

True

T/F: Personal selling is direct communication between a prospective buyer and a sales representative in which the sales representative attempts to influence the perspective buyer in a purchase situation.

True

T/F: Retail stores can distribute their products to consumers by having convenient hours for customers, shipping directly to customers, and being accessible through the internet.

True

T/F: Service businesses have a single, direct channel of distribution if there is more than one store in the chain.

True

T/F: The purpose of packaging is to protect the product from the time between production and consumption.

True

True or false: Public relations is the act of establishing a favorable relationship with customers with customers and the general public.

True

_________ is a paid form of communication sent out by a business about a product or service.

advertising

A critical factor in the success of any business is _________?

an entrepreneur's selling skills

__________ are forms of television advertising that last less than a minute.

commercials

Purchase decisions based on the desire to have a specific product or service is called________.

emotion buying decision

Television advertising that last a half hour or more is called an __________.

infomercial

Historically, ______ were the single largest from of advertising in the US.

newspapers

___________ is less expensive than television advertising.

radio advertising

What is an advantage of newspaper advertising?

reaches a large number of people

One disadvantages of online advertising is

spam

__________ is an online ad that changes the background of the page being viewed.

wallpaper ad

______ is designed to protect the product from the time it is produced until it is consumed.

Packaging

T/F Television ads are less expensive than radio ads

False

T/F The first step of the decision making process is to gather information.

False

T/F: Benefits are the physical characteristics or capabilities of the product or service.

False

T/F: Customers will usually always need the aid of a salesperson when making lower-level needs purchases.

False

T/F: Entrepreneurs will need personal selling skills only if they are going in to sales.

False

T/F: Newspaper advertising is generally expensive

False

T/F: No intermediaries are involved in the manufacturer to retailer to consumer channel option

False

T/F: The routes that products take from the time they are produced until they arrive at a retail store are the channels of distribution.

False

True or false: Publicity is a paid form of communication that calls attention to your business through media coverage.

False

Transportation, storage, and handling are all part of _______

Physical Distribution

T/F: Online advertising is a cost effective way for businesses to reach potential customers

True

Giving away hats displaying your company name is an example of ________ promotion.

Self


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