Ad And Prom

Front 1

Personal Selling

Back 1

seller attempts to personally persuade buyers

Front 2

Use with (4)

Back 2

technical products, large ticket items, high perceived risk, and when an established lin,seller attempts to personally persuade buyers e is competing with another for retailing support

Front 3

4 types of selling

Back 3

Responsive selling, Creative selling, Trade selling, Missionary sales

Front 4

Responsive selling

Back 4

- reacts to buyers demands, sells door to door, ultimate consumer

Front 5

Creative selling

Back 5

Assess situation, determines needs, and presents a capability to fulfill these needs, gets the sale

Front 6

trade selling

Back 6

Casual role, emphasis on service set-ups/stock, often involves straight rebuying

Front 7

Missionary sales

Back 7

compensation, job security, recognize importance of sales jobs, opportunity for advancement, Empowerment, good working conditions

Front 8

pros to personal selling(4)

Back 8

Minimizes wasted effort, one on one, can counter objections immediately, can ask for the sale

Front 9

cons to personal selling (6)

Back 9

inconsistent message, management and sales force sales style conflicts, Cost of sales force is extremely high, limited reach, retention of sales force, potential for ethical issues surrounding bad sales individuals

Front 10

7 steps to personal selling

Back 10

Preparation, prospecting, pre-approach, presentation, meet objections, close the sale, and follow-up

Front 11

Pretest methots (4)

Back 11

Pretest print and TV ads,Trailer test-Set up, Schwen Test, Psychological

Front 12

Psychological pretest methods(5)

Back 12

Pupilometer, galvanic skin response, eye tracking, tachistoscope, EEG

Front 13

During ad testing(3)

Back 13

Inquiry method(based on number of responses), Split run advertising(geographic ad response comparison), Single source data(monitor individual viewing and monitor purchasing behavior

Front 14

Post-test (4)

Back 14

Unaided recall, aided recall, recognition, Starch test

Front 15

Ad agencies self regulation

Back 15

Ads reflect the company, Internal control(voluntarily research a companies provided information), Agency Client contracts

Front 16

Self regulation(4)

Back 16

Ad agencies, media, trade associations, Better business bureau

Front 17

goals of goverment regulation (4)

Back 17

- First desired to maintain competition, try to keep fair price, keep freedom of market entry, and to protect the consumer

Front 18

Attack on monopolies

Back 18

established commission regulatory agency and outlawed dividing markets without competing (price fixing) Price discrimination-sale to of same service at different price

Front 19

Sherman Antitrust Act

Back 19

All business must act independent of one another, Prohibited business activity which restrained trade, and must be defined as showing adverse effects on competition(what competition?)

Front 20

- Clayton act

Back 20

Extended and clarified Sherman Act- prohibited practices where the probable effect would substantially reduce competition or tend to create a monopoly

Front 21

Robinson-Patman Amendment

Back 21

restricted suppliers from giving special deals to chain stores

Front 22

Federal trade commission act

Back 22

created FTC

Front 23

Wheeler Lea Ammendment

Back 23

Consumer oriented- made deceptive practices unlawful, prohibited exploitation of consumers, Act against unfair, deceptive acts

Front 24

Magnussen-Moss Act

Back 24

Warranty terms easily understood

Front 25

Fair packaging and Labeling act

Back 25

- ingredients listed in order of amount and prevented deceptive labeling

Front 26

Deceptive advertising(3)

Back 26

- 1. likelihood of misleading the consumer 2. Perspective, reasonable consumer 3. Misrepresentation or practice is likely to affect buying decision

Front 27

Puffery

Back 27

Presentations that praise the item to be sold with subjective opinions, superlatives, or exaggerations, vaguely and generally stating with no specific facts

Front 28

Activities considered deceptive(11)

Back 28

False claims, bait and switch, Refusing to sell the product as advertised, purposely having low inventory, showing or displaying a defective product, not disclosing important facts about a product, false disparagement of competition, False testimonials(Vegetarian selling beef), False representations of approval or sponsorship, deceptive guarantees, deceptive demonstrations, confusing labeling or packaging.

Front 29

false disparagement of competition

Back 29

Comparison advertising must always be true

Front 30

ethical issues(7)

Back 30

Deceptive, offensive or in bad taste, sexual appeal, advertising to children, plays on people’s fears and insecurities, encourages materialism, and encourages stereotyping

Front 31

Critics argue that children (4)

Back 31

children 1. Cant evaluate advertising claims 2. Cant differentiate between programs and commercials 3. Cant determine reality from fantasy 4. Do not perceive selling intent in ads

Front 32

Advertisers argue that children(5)

Back 32

1. Children must learn socialization 2. Can perceive persuasion 3. No relationship between obesity and ads 4. Parents should help 5. First amendment (right to free speech

Front 33

stereotypes(5)

Back 33

- portrayal of women men to reflect changing roles in society, portrayal of women as sex objects, ethnic, sexual orientation, Gender

Front 34

Duties of a sales personel(8)

Back 34

Provide service through profitable sales, prospect for new customers, Increase sales to existing customers, make sales presentations, demonstrate products/services, Quote prices and terms, Close the sale, provide services after the sale.

Front 35

Presentation(3 steps) explain

Back 35

1. Features- Fully discuss product(Advantages and Benefits) 2.Present marketing plan (how to resell, and how to use) 3. Explain business propositions

Front 36

Magnussen-Moss Act

Back 36

Warranty terms easily understood