Marketing Final

Front 1

5 types of physical distribution functions?

Back 1

sorting,assorting,accumulating bulk, breaking bulk, reducing transactions

Front 2

sorting?

Back 2

identifying difference in quality and breaking the product down into grade or size
Ex: grades of meat

Front 3

assorting?

Back 3

trying to put 2gether a collection of items

Front 4

accumulating bulk?

Back 4

bying in small quantities of a product from many small producers then selling assembled larger quantities
Ex: dairy farmers, cocoa beans

Front 5

breaking bulk?

Back 5

buying in large quantities and selling in small quantities

Front 6

functions performed by intermediaries?

Back 6

*communications fnctions
*facilitating functions
*physical distribution functions

Front 7

communication function examples?

Back 7

customer feedback, incentive programs

Front 8

facilitating function examples?

Back 8

transportation, insurance credit

Front 9

distribution channel?

Back 9

organized network of entities that perform all the activities required to link products with users of products

Front 10

dual distribution?

Back 10

the use of 2 or more distribution channels to provide the same basic product to a target market

Front 11

reverse channel?

Back 11

distribution channel that goes from end user to producers

Front 12

types of distribution?

Back 12

intensive, selective and exclusive distribution

Front 13

intensive distribution?

Back 13

goal is to obtain max exposure at the retail level
Ex: retail store, supermarket

Front 14

selective distribution?

Back 14

goal is to restrict sale of product to a limited number of outlets
Ex: department stores

Front 15

exclusive distrubtion?

Back 15

goal to grant retailer an exclusive trade area
Ex: john deere dealership

Front 16

merchant wholesalers?

Back 16

*account for 58% of all wholesale transactions
*reperesent 83% of all wholesale firms in the US
*independently owned

Front 17

agents?

Back 17

*may/may not take physical possession of goods
*no ownership
*usually dont carry inventory but can facilitate these functions

Front 18

integrated marketing communications(IMC)?

Back 18

coordination of all promotional activities to produce a unified, customer-focused promotional message

Front 19

promotions?

Back 19

comnication used by marketers to inform, remind, or persuade potential buyers thru
*publlicity
*advertising
*prsnl selling
*sales promotions

Front 20

2 promotion alternatives?

Back 20

pull & psh strategy

Front 21

advertising?

Back 21

paid non prsnl communication thru various media w/ the purpose of informinng members of a target market

Front 22

types of advertisements?

Back 22

*instituional
*cooperative
*comparative
*reminder

Front 23

insituional advertisement

Back 23

promotes orgarnizational image and buils industry goodwill

Front 24

cooperative ad?

Back 24

manufacturuer and retailer cooperate on a single ad
ex:car tv ad

Front 25

comparative ad?

Back 25

pepsi vs. coke

Front 26

reminder ad?

Back 26

attempts too keep brand name in consumers minds

Front 27

publicity?

Back 27

message about a product, org, or event carried by a non prsnl medium and not paid for by a sponser

Front 28

types of publicity?

Back 28

*news stories
*pblic service announcements
*press releases

Front 29

uses of publicity?

Back 29

*attracts publics attention
*maintain public visibility
*provide info

Front 30

public relations?

Back 30

identifies, establishes, maintains, beneficial relationships b/t the org and the public

Front 31

reach?

Back 31

the number of diff ppl exposed to an advertisement at least once during a certain time period

Front 32

frequency?

Back 32

number of times an individual person is exposed to an advertisement during a certain time period

Front 33

recall?

Back 33

active retreval of advertised stimuli

Front 34

recognition?

Back 34

mere passive recognition of advertised stimuli

Front 35

sales promotion?

Back 35

induce buyers to prchase w/i a specific time frame

Front 36

consmer promotions example?

Back 36

coupons, rebates,contests and sweepstakes

Front 37

major forms of trade promotions?

Back 37

trade shows, contests,display equipment

Front 38

allocation of promo budgets 4 packaged goods?

Back 38

58% trade promotions
21% consumer promotion
21% ad media

Front 39

prsnl selling?

Back 39

selling that involves direct interaction b/t sales prsn and customer

Front 40

order taking?

Back 40

re-active rather than pro-active

Front 41

order getting?

Back 41

"make new sales" must seek out customer

Front 42

limitations of prsnl selling?

Back 42

cant reach a mass audience

Front 43

sales management?

Back 43

marketing managemant activity dealing with planning, recruiting, training, evaluating, and compensating prsnl selling effort