Chapter 15

Front 1

marketing intermediaries

Back 1

organizations that assist in moving goods and services from producers to industrial and consumer users

Front 2

Channel of distribution

Back 2

a whole set of marketing intermediaries, such as wholesalers and retailers that join together to transpoert and store goods in their path from producers to consumers

Front 3

agents/brokers

Back 3

Marketiing intermediaries who bring buyers and sellers together and assist in negotiating an exchange but don't take title to the goods

Front 4

wholesaler

Back 4

a marketing intermediary that sells to other organziations

Front 5

retailer

Back 5

an organization that sells to ultimate consumers

Front 6

utility

Back 6

in economics, the want satisfying ability, or value, that organizations add to goods or services when the products are made more useful or accessible to consumers than they were before

Front 7

time utility

Back 7

adding value to products by making them available when they're needed

Front 8

place utility

Back 8

adding value to products by having them where people want them

Front 9

possession utility

Back 9

doing whatever is necessary to transfer ownership from one party to another, including roviding credit, deliver,y installation, guarantees, and follow-up service

Front 10

information utility

Back 10

adding value to products by opening tow-way flows of info between marketing participants

Front 11

service utility

Back 11

adding value by providing fast, friendly service during and after the sale by teaching customers how to best use products over time

Front 12

merchant wholesalers

Back 12

independntly owned firms that take title to own the goods they handle

Front 13

rack jobbers

Back 13

wholesalers that furnish racks or shelves full of merchandse to retailers, display products, and sell on consignment

Front 14

cash-and-carry wholesalers

Back 14

wholesalers that serve mostly smaller retailers with a limited assortment of products

Front 15

drop shippers

Back 15

wholesalers that solict orders from retailers and other wholesalers and have the merchandise shipped directly from a producer to a buyer

Front 16

intensive distribution

Back 16

distribution that puts products into as many retail outlets as possible

Front 17

selective distribution

Back 17

distribution that sends products to only a preferred group of retailers in an area

Front 18

exclusive distribution

Back 18

distribution that sends products to only one retail outlet in a given geographic area.

Front 19

electronic retailing

Back 19

selling goods and services to ultimate customers over the internet

Front 20

telemarketing

Back 20

the sale of goods and services by telephone

Front 21

direct selling

Back 21

selling to consumers in their homes or where they work

Front 22

direct marketing

Back 22

Any activity that directly links manufacturers or intermediaries with the ultimate consumer

Front 23

corporate distribution system

Back 23

a distribution system in which all of the organziations in the channel of distribution are owned by one firm

Front 24

contractual distribution system

Back 24

a distribution system in whcih members are bound to cooperate through contracual agreements.

Front 25

administered distribution system

Back 25

a distribution system in which producers manage all of the marketing functions at the retail level.

Front 26

supply chain (or value chain)

Back 26

the sequence of linked activities that must be performed by various organizations to move goods from the sources of raw materials to ultimate consumers

Front 27

supply-chain management

Back 27

the process of managing the movement of raw materials, parts, work in progress, finished goods, and related information trhough all the organizations involved in the supply chainl managing the return of such goods, if necessary;and recycling materials when appropriate.

Front 28

logistics

Back 28

the marketing activity that involves planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of conumption to meet customer requirements at a point

Front 29

inbound logistics

Back 29

the area of logistics that involves bringing raw materials, packaging, other goods and services, and info from usppliers to producers

Front 30

materials handling

Back 30

the movement of goods within a warehouse, from warehouses to the factory floor; and from the factory floor to various workstations

Front 31

outbound logistics

Back 31

the area of logistics that involves managing the flow of finished products and info to business buyers and ultimate consumers

Front 32

reverse logistics

Back 32

the area of logistics that involves bringing goods back to the manufacturer because of defects or for recycling materials

Front 33

freight forwarder

Back 33

an organization that puts many small shipments together to create a single large shipment that can be transported cost-effectively to the final destination

Front 34

intermodal shipping

Back 34

the use of multiple modes of transportation to complete a single long-distance movement of freight

Front 35

promotion

Back 35

an effort by marketers to inform and remidn people in the target market about products and to persuade them to participate in an exchange

Front 36

promotion mix

Back 36

the combination of promotional tools an organization uses

Front 37

integrated marketing communication (IMC)

Back 37

a technique that combines all the promotional tools into one comprehensive, unified promotional strategy

Front 38

advertising

Back 38

paid, nonpersonal communication through various media by organizations and individuals who are in some way identified in the advertising message

Front 39

product placement

Back 39

putting products into TV shows and movies where they will be seen

Front 40

infomercial

Back 40

a full-length TV program devoted exclusively to promoting goods or services

Front 41

interactive promotion

Back 41

promotion process that allows marketers to go beyond a monologue, where sellers try to persuade buyers to buy things, to a dialogue in which buyers and sellers work together to create mutually beneficial exchange relationships

Front 42

personal selling

Back 42

the face to face presentation and promotion of goods and services

Front 43

prospecting

Back 43

researching potential buyers and choosing those most likely to buy

Front 44

qualifying

Back 44

In the selling process, making usre that people have a need for the product, the authority to buy, and the willingness to listen to a sales message

Front 45

prospect

Back 45

a person with the means to buy a product, the authority to buy, and the willingness to listen to a sales message.

Front 46

trial close

Back 46

a step in the selling proecess that consists of a question or statement that moves the selling process toward the actual close

Front 47

Public Relations

Back 47

the management function that evaluates public attitudes, changes policies and procedures in response to the public's requests, and executes a program of action and info to earn public understanding and accpetance

Front 48

publicity

Back 48

any info about an individual, product, or organization that's distributed to the public through the media and that's not paid for or controlled by the seller

Front 49

sales promotion

Back 49

the promotional tool that stimulates consumer purchasing and dealer interest by means of short term activities

Front 50

sampling

Back 50

a promotional tool in which a company lets consumers have a small sample of a product for no charge

Front 51

word of mouth promotion

Back 51

a promotional tool that involves people telling other people about products they've purchased

Front 52

viral marketing

Back 52

the term now used to describe everything from paying people to say positive things on the internet to setting up multilevel selling schemes whereby consumers get commissions for directing friends to specific web sites

Front 53

blog

Back 53

an online diary that looks like a web page but is easier to create and update by posting text, photos, or links to other sites

Front 54

podcasting

Back 54

a means of distributing audio and video programs via the internet that lets users subscribe to a number of files, also known as feeds, and then hear or view the material at the time they choose.

Front 55

push strategy

Back 55

promotional strategy in which the producer uses advertising, persoonal selling, sales promotion, and all other promotional toosl to conivnce wholesalers and retailers to stock and sell merchandise

Front 56

pull strategy

Back 56

promotion strategy in which heavy advertising and sales promotion efforts are directed toward consumers so that they'll request the products from retailers