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21 Cards in this Set

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Define *Promotion*:
An attempt by marketers to inform people about products and to persuade them to participate in an exchange.
Define *Promotion Mix*:
The combination of promotional tools on organization uses.
Define *Integrated Marketing Communiction*:
IMS is a technique that combines all the promotional tools into one comprehensive and unified promotional strategy.
*Advertising* is:
Paid, nonpersonal communication through various media by organizations and individuals who are in same way identified in the advertising message.
Define *Informercial*:
A TV program devoted exclusively to promoting goods and services.
Define *Personal Selling*:
Face-to-Face presentation and promotion of products and services.
Define *Prospecting*:
Researching potential buyers and choosing those most likely to buy.
Define *Qualify*:
In the selling process, to make sure that people have a need for the product, the authority to buy, and the willingness to listen to a sales message.
What are *Prospects*?
People with the means to buy a product, the authority to buy, and the willingness to listen to a sales message.
Define *Closing Techniques*:
Ways of concluding a sale including getting a series of small commitments and then asking for the order and showing the client where to sign.
What is a *Consultative Salesperson*?
A salesperson who begins by analyzing customer needs adn then comes up with solutions to those needs.
Define *Public Relations*:
The management functions that evaluates public attitudes, changes polices and procedures in response to the public's requests, and executes a program of action and information to earn public understanding and acceptance.
Define *Publicity*:
Any information 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.
What is a *Sales Promotion*:
The promotional tool that stimulates consumer purchasing and dealer interest by means of short-term activities.
What is *Sampling*?
A promotional tool in which a company lets consumer have a small sampled of a product for no charge.
What is a *Word-of-Mouth Promotion*?
A promotional tool that involves people telling other people about products they've purchased.
Define *Viral Marketing*:
The term now used to described everything from paying people to say positive things on the Internet to setting up multi-levle selling schemes whereby consumers get commissions for directing friends to specific websites.
What is a *Push Strategy:?
Promotional strategy in which the produce uses advertising, personal selling, sales promotion, and all other promotional tools to convince wholesalers adn retailers to stock and sell merchandise.
What is a *Pull Strategy*?
A promotional strategy in which heavy advertising and sales promotion efforts are directed toward consumers so that they'll request the products from retailers.
What is an *Interactive Marketing Program*:
A system in which consumers can access company information on their own and supply information about themselves in an ongoing dialogue.
What is an *Interactive Marketing Program*:
A system in which consumers can access company information on their own and supply information about themselves in an ongoing dialogue.