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37 Cards in this Set
- Front
- Back
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the process of planning and executing the conception, pricing, promotion, and distribution of goods, services, and ideas to create exchanges that satisfy individual and organizational objectives.
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marketing
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A philosophy of business maintaining that the satisfaction of customer needs and wants is the economic and social reason for a firm's existence and that the firm should therefore direct its activities toward fulfilling those needs and wants, yielding, at the same time, long-term profitability.
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marketing concept
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The four main elements used by a marketing manager to a market goods and services. (PPDP)
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marketing mix
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A physical object for sale.
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good
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Making a contribution to the welfare of others; the product which is an action or activity done for others for a fee.
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service
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Increases company sales by communicating product information to potential customers.
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product
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The value or worth of a product.
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price
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The channel structure used to transfer products from an organization to its customers.
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distribution
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Increases company sales by communicating product information to potential customers.
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promotion
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Personal communication of information to unselfishly persuade a prospective customer to buy something that satisfies that individuals needs,
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personal selling
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The nonpersonal communication of information paid for by an identified sponsor, such as an individual or organization.
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advertising
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The nonpersonal communication of information that is not paid for by an individual or organization
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publicity
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Activities and materials used to create sales of goods and services
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sales promotion
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A prescribed guide for conduct or action.
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rule
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The sales philospohy of unselfishly treating others as you would like to be treated.
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Golden Rule of Personal Selling
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This individual sells goods or services to customers for their personal, nonbusiness use.
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retail salesperson
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Another name for a salesperson.
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customer contact person
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Sellers who sell face-to-face to consumers who use products for their personal use.
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direct sellers
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A person who sells products to parties for resale, use in producing other goods or services, or operating an organization.
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wholesale salesperson
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A person who works for an organization that produces a product.
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manufacturer's sales representative
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Salespeople who only take orders by asking what the customer wants or waiting for the customer to order; no sales strategy or presentation
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order-taker
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Salespeople who get new and repeat business using a creative sales strategy and a well-executed sales presentation.
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order-getter
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The upward sequence of job movements during a sales career.
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career path
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Love; to show due concern or regard
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caring
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Emotion evoked by well-being, success, or good fortune; gladness or delight
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joy
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State of calm, freedom from strife or discord; harmony in personal relationships; confidence that all is well, especially in times of hardship.
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harmony
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Endurance; helpful forbearance; to hold oneself back from
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patience
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Benevolence; favorable disposition; showing sympathy and understanding
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kindness
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Goodness; morally right
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moral ethics
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Firm in adherence; loyal; worthy of trust
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faithful
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Free from self-interest, prejudice, or favoritism.
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fairness
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Restraint exercised over one's own impulses, desires, or emotions; temperance.
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self-control
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A person who plans, organizes, and executes activities that increase sales and profits in a given territory.
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territory manager
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The ability to see the selling process as a whole and the relationship among its parts
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conceptual skill
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The seller's ability to work with and through other people
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human skill
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The understanding of an proficiency in the performance of specific tasks
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technical skill
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A sequential series of actions by the salesperson that leads toward the prospect taking a desired action and ends with a follow-up to ensure purchase satisfaction.
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sales process
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