Chapter 6 Distribution, Promotion, and Selling Key Terms

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, is a good publicity tool.

Channels of distribution

are the routes that products and services take from the time they are produced to the time they are consumed.

Emotional buying decisions

based on the desire to have a specific product or service

Rational buying decisions

based on the logical reasoning of customers

Personal selling

direct communication between a prospective buyer and a sales representative in which sales representative attempts to influence the prospective buyer in a purchase situation.

Physical distribution

includes not only transportation but also storage and handling of products and packaging with a channel of distribution.

Visual marketing

involves the use of visual media to promote, sell, and distribute a product or service to a targeted audience.

Publicity

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

Advertising

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

Distribution

is an important component of supply chain management that involves the locations and methods used to make products and services available to customers.

Mass media

is any means of communication that reaches very large numbers of people, such as the Internet, television, radio, and print publications.

Intellectual property

is the original, creative work of an artist or inventor and may include such things as songs, novels, artistic designs, and inventions.

Direct channel

moves the product directly from the manufacturer to the consumer.

Public relations

the act of establishing a favorable relationship with customers and the general public.

Sales promotion

the act of offering an incentive to customers in order to increase sales

Supply chain management

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

Indirect channel

uses intermediaries-- people or businesses that move products between the manufacturer and the consumer. Agents, wholesalers, and retailers serve as intermediaries.

Telemarketing

using the phone to market your product or service.