Marketing Final 2

Front 1

Encourage consumers to buy a specific product

Back 1

Coupons strive to achieve what objectives?

Front 2

7 General Steps of the Personal Selling Process

Back 2

- Prospecting
- Preapproach
- Approach
- Making the Presentation
- Overcoming Objections
- Closing the sale
- Following up

Front 3

prospecting

Back 3

Developing a list of potential customers.

Front 4

preapproach

Back 4

Before contacting prospects:

- Identify key decision makers
- Review account histories and problems
- Contact other clients for information
- Assess credit histories and problems
- Prepare sales presentations
- Identify product needs
- Obtain relevant literature

Front 5

approach

Back 5

The manner in which a salesperson contacts a potential customer.

Kinds of ____
- Referral
- Cold Canvassing
- Repeat Contact

Front 6

Making the presentation

Back 6

- Must attract and hold the prospect’s attention
- Stimulate interest in and spark a desire for the product.
- Use influencing tactics matched to prospects:

1) Information exchange
2) Recommendations
3) Threats
4) Promises, ingratiation and inspirational appeals

Front 7

Overcoming Objectives

Back 7

- Anticipate and counter them before the prospect raises them
- Handle them as they arise

Front 8

Closing the sale

Back 8

The stage in the personal selling process when the salesperson asks the prospect to buy the product.

Front 9

following up

Back 9

The stage in the personal selling process where the salesperson determines whether the order was delivered on time and installed properly, if installation was required, or the customer has any problems or questions.

Front 10

rebate

Back 10

A sales promotion technique in which a consumer receives a specified amount of money for making a single product purchase.

Front 11

premium

Back 11

At item offered free or at a minimal cost as a bonus for purchasing a product.

Front 12

sweepstakes

Back 12

A sales promotion in which entrants submit their names for inclusion in a drawing for prizes.

Front 13

free sample

Back 13

A sample of a product given out to encourage trial and purchase.

Front 14

money refund

Back 14

A sales promotion technique that offers consumers a specified amount of money when they mail in a proof of purchase, usually for multiple product purchases.

Front 15

What & how is cooperative advertising used?

Back 15

An arrangement in which a manufacturer agrees to pay a certain amount of a retailer's media costs for advertising the manufacturer's product.

Front 16

straight salary compensation

Back 16

Plan paying salespeople a specific amount per time period, regardless of selling effort.

Front 17

straight commission compensation

Back 17

Plan playing salespeople according to the amount of their sales in a given time period.

Front 18

combination compensation

Back 18

Plan paying salespeople a fixed salary plus a commission based on sales volume.

Front 19

Motivate distributors, retailers, and sales personnel by recognizing outstanding achievements.

Back 19

The purpose of the sales contest is designed to motivate who?

Front 20

Elastic demand

Back 20

A change of price results causes an opposite change in total revenue: an increase in price will decrease total revenue.

ex: buying a vehicle

Front 21

Inelastic demand

Back 21

Results in a change in the same direction as a total revenue: an increase in the price will increase total revenue.

ex: buying electricity

Front 22

Demand curve

Back 22

A graph of the quantity of products expected to be sold at various prices if other factors remain constant.

Front 23

Break-even point

Back 23

The point at which the costs of producing a product equal the revenue made from selling the product.

Front 24

price

Back 24

The value paid for a product in a marketing exchange.

Front 25

price competition

Back 25

Emphasizing price as an issue and matching or beating competitor's prices.

Front 26

nonprice competition

Back 26

Emphasizing factors other than price to distinguish a product from competing brands.

Front 27

internal reference price

Back 27

A price developed in the buyer's mind through experience with the product.

Front 28

external reference price

Back 28

A comparison price provided by others.

Front 29

value conscious

Back 29

Concerned about a price and quality of a product.

Front 30

price conscious

Back 30

Striving to pay low prices.

Front 31

prestige sensitive

Back 31

Drawn to products that signify prominence and status.

Front 32

purpose of temporary price cut

Back 32

- To gain market share
- Use sales, rebates, and special discounts to raise cash quickly.

Front 33

corporate (organizational) culture

Back 33

A set of values, beliefs, goals, norms, and rituals that members of an organization share.

Front 34

strategic philanthropy

Back 34

The synergistic use of organizational core competencies and resources to address key stakeholders' interest and achieve both organizational and social benefits.

Front 35

green marketing

Back 35

The specific development, pricing, promotion, and distribution of products that do not harm the natural environment.

Front 36

cause-related marketing

Back 36

The practice of linking products to a particular social cause on an ongoing or short term basis.

Front 37

social responsibility

Back 37

An organization's obligation to maximize its positive impact and minimize its negative impact on society.

Front 38

marketing ethics

Back 38

Principles and standards that define acceptable marketing conduct as determined by various stakeholders.

Front 39

consumerism

Back 39

Organized efforts by individuals, groups, and or organizations to protect consumers' rights.

Front 40

For the following electrolytes and conditions, say whether there is an increase or decrease in chronic kidney disease

1) Volume
2) K+
3) Mg2+
4) Phosphate
5) Acid/Base Disorder
6) Vitamin D
7) PTH
8) EPO
9) Hemoglobin

Back 40

1) Volume = overloaded volume due to protein loss that causes a decrease in ONCOTIC Pressure

2) K+ = HYPER b/c more aldosterone

3) Mg2+ = at the TAL, Na/K/2Cl is NOT working so there is a high potential gradient that pushes both Mg and Ca2+ back in

4) Phosphate = hyperphosphatemia (not really sure why. Maybe cause it's never being filtered so you can't excrete it?)

5) Acid/Base Disorder = not filtering so you can't reabsorb HCO3- or secrete H+ so METABOLIC ACIDOSIS

6) Vitamin D = levels go down. Page 289 First Aid.
-High phosphate levels would negatively feedback Vitamin D levels. When Vitamin D levels are low, then HYPOcalcemic, so increase PTH secretion (how you get hyperparathyroidism).

7) PTH = up

8) EPO = down b/c kidney failing

9) Hemoglobin = low b/c no EPO