MKGT301 Ch. 13-16 (dynamic modules)

A(n) __________ is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines.

product sales force structure

__________ is changing a product to meet local conditions or wants in foreign markets

production adaption

__________ is considered an economic factor.

income distribution

A(n) __________ is salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers.

inside sales force

__________ is using the telephone to sell directly to customers.

telemarketing

A territorial sales force structure is a sales force organization ________.

that assigns each salesperson to an exclusive geographic area in which that salesperson sells the company's full line

The marketing concept recognizes __________.

that organizations thrive from day to day by determining the current needs and wants of target customers and fulfilling those needs and wants more effectively and efficiently than competitors do

__________ refers to analyzing, planning, implementing, and controlling sales force activities.

sales force management

The __________ considers the future welfare of consumers.

societal marketing concept

__________ is using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts.

team selling

__________ is considered a sociocultural factor.

language

_______consists of interpersonal interactions with customers and prospects to make sales and maintain customer relationships.

personal selling

__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building.

a salesperson

__________ is a sales promotion tool used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to customers.

a trade promotion

_______ is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business.

follow-up

__________ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying.

handling objections

__________, by operating in more than one country, gains R&D, production, marketing, and financial advantages in its costs and reputation that are not available to purely domestic competitors.

a global firm

Consumer-oriented marketing is __________.

a principle of sustainable marketing that holds a company should view and organize its marketing activities from the consumer's point of view

__________ is an online journal where people post their thoughts, usually on a narrowly defined topic.

a blog

__________ is a sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

a business promotion

__________ is a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships.

a consumer promotion

__________ is an international marketing approach that adjusts the marketing strategy and mix elements to each international target market, which creates more costs but hopefully produces a larger market share and return.

adapted global marketing

__________ is the sales step in which a salesperson meets the customer for the first time. The salesperson should know how to meet and greet the buyer and get the relationship off to a good start

approach

__________ is direct marketing through print, video, or digital catalogs that are mailed to select customers, made available in stores, or presented online.

catalog marketing

Traditional direct marketing tools include __________.

catalog marketing and direct-mail marketing

the sales step in which a salesperson asks the customer for an order

closing

________ help/s teach managers about important ethical issues and help/s them find the proper responses to those ethical issues.

code of ethics programs

__________ is a strategy of fully adapting advertising messages to local markets.

communication adaption

__________ is a principle of sustainable marketing that holds a company should view and organize its marketing activities from the consumer's point of view.

consumer-oriented marketing

__________ is when a company contracts with manufacturers in a foreign market to produce its product or provide its service.

contract manufacturing

A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries.

customer sales force structure

__________ includes exaggerating package contents through subtle design, using misleading labeling, or describing size in misleading terms.

deceptive packaging

practices such as falsely advertising "factory" or "wholesale" prices or a large price reduction from a phony high retail list price

deceptive pricing

__________ includes practices such as misrepresenting the product's features or performance or luring customers to the store for a bargain that is out of stock.

deceptive promotion

________is the development of foreign-based assembly or manufacturing facilities.

direct investment

__________ is marketing that occurs by sending an offer, announcement, reminder, or other item directly to a person at a particular address.

direct mail marketing

connecting directly with carefully targeted segments or individual consumers, often on a one-to-one, interactive basis

direct marketing

__________ is a group of nations organized to work toward common goals in the regulation of international trade.

economic community

The simplest way to enter a foreign market is through __________.

exporting

______ are major importers and exporters of manufactured goods and services.

industrial

__________ is a principle of sustainable marketing that requires a company to seek real product and marketing improvements.

innovative marketing

__________ appears while consumers are browsing online, including display ads, search-related ads, online classifieds, and other forms.

online advertising

__________ is the steps that salespeople follow when selling, which include prospecting and qualifying, pre-approach, approach, presentation and demonstration, handling objections, closing, and follow-up.

the selling process

In a subsistence economy, __________.

the vast majority of people engage in simple agriculture

__________ is creating new products or services for foreign markets.

product invention

__________ is entering foreign markets through developing an agreement with a licensee in the foreign market.

licensing

__________ is the sales step in which a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Presentation

The ______ imposes international trade sanctions and mediates global trade disputes.

WTO (world trade organization)

__________ is a principle of sustainable marketing that holds a company should put most of its resources into customer-value-building marketing investments.

customer value marketing

__________ are products that have neither immediate appeal nor long-run benefits.

deficient products

__________ are products that give both high immediate satisfaction and high long-run benefits.

desirable products

________ means to consciously avoid harmful actions or omissions by embodying high ethical standards and adhering to all applicable laws and regulations in the choices we make.

do no harm

__________ is sending highly targeted, highly personalized, relationship-building marketing messages via email.

email marketing

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

embracing ethical values

In a(n) __________ economy, fast growth in industrialization results in rapid overall economic growth.

emerging

______ refers to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

event marketing

________ in the marketing system means 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.

foster trust

________ is the short-term incentives used to encourage the purchase or sales of a product or a service.

sales promotion

__________ are products that have low immediate appeal but may benefit consumers in the long run.

salutary products

__________ is a principle of sustainable marketing holding that a company should define its mission in broad social terms rather than narrow product terms.

sense-of-mission marketing

__________ is independent and commercial online communities where people congregate, socialize, and exchange views and information.

social media

__________ is unsolicited, unwanted commercial email messages.

spam

__________ is an international marketing strategy that basically uses the same marketing strategy and mix in all of the company's international markets.

standardized global marketing

__________ is marketing a product in a foreign market without making any changes to the product.

straight product extension

__________ is efforts to market products and services and build customer relationships over the Internet.

online marketing

__________ is continually changing consumer concepts of acceptable styles to encourage more and earlier buying.

perceived obsolescence

Most legitimate marketers now practice _____, sending email pitches only to customers who "opt in."

permission-based email marketing

__________ are products that give high immediate satisfaction but may hurt consumers in the long run.

pleasing products

__________ includes identity theft and financial scams.

internet fraud

__________ is entering foreign markets by joining with foreign companies to produce or market a product or service.

joint venturing

Traditional direct marketing tools include ________.

kiosk marketing and face-to-face selling

__________ is when the domestic firm supplies the management know-how to a foreign company that supplies the capital; the domestic firm exports management services rather than products.

management contracting

Direct-response television marketing is __________.

marketing via television, including infomercials and interactive television advertising

__________ is marketing messages, promotions, and other content delivered to on-the-go consumers through mobile phones, smartphones, tablets, and other mobile devices.

mobile marketing

The __________ meets the present needs of consumers and businesses while also preserving or enhancing the ability of future generations to meet their needs.

sustainable marketing concept

__________ is a type of identity theft that uses deceptive emails and fraudulent online sites to fool users into divulging their personal data.

phishing

The __________ considers future company needs.

strategic planning concept

__________ is the internet version of word-of-mouth marketing: a website, video, email message, or other marketing event that is so infectious that customers will seek it out or pass it along to friends.

viral marketing