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30 Cards in this Set

  • Front
  • Back
Paid, nonpersonal communication regarding goods, services, organizations, people, places, and ideas that is transmitted through various media by business firms, government and other nonprofit organizations, and individuals who are identified in the advertising message as sponsors.
Wholesalers that do not take title to products. They work for commissions or fees as payment for their services and are comprised of manufacturers'/service providers' agents, selling agents, and commission (factor) merchants.
Temporary wholesalers, paid by a commission or fee, who introduce buyers and sellers and help complete transactions.
Occurs when a consumer is first exposed to a good or service by a nonpersonal medium (direct mail, TV, radio, magazine, newspaper, PC, etc.) and orders by mail, phone, or PC.
The process in a channel of communication whereby a thought or idea is translated into a message by the source.
The response an audience has to a message.
Occurs when firms deal with organizational consumers.
A consumer-oriented, market-driven, value-based, integrated, goal-oriented philosophy for a firm, institution, or person.
marketing concept
Outlines the way in which the marketing mix is used to attract and satisfy the target market(s) and achieve an organization's goals.
marketing strategy
The personal or nonpersonal means in a channel of communication used to send a message.
Interference at any point along a channel of communication.
Occurs when a firm uses a strategy mix that is not store-based to reach consumers and complete transactions.
non-store retailing
A type of salesperson who generates customer leads, provides information, persuades customers, and closes sales.
order getter
A type of salesperson who processes routine orders and reorders. The order taker typically handles goods and services that are pre-sold.
order taker
Involves oral communication with one or more prospective buyers by paid representatives for the purpose of making sales.
personal selling
The form of public relations that entails nonpersonal communication passed on via various media but not paid for by an identified sponsor.
Full-service merchant wholesalers that furnish the racks or shelves on which products are displayed. They own the products on the racks, selling them on a consignment basis.
rack jobbers
Refers to the number of viewers, readers, or listeners in a medium's audience. For TV and radio, it is the total number of people who watch or listen to an ad. For print media, it has two aspects: circulation and passalong rate.
Involves common ownership of multiple outlets.
retail chain
Involves paid marketing communication activities (other than advertising, publicity, or personal selling) that are intended to stimulate consumer purchases and dealer effectiveness. Included are trade shows, premiums, incentives, giveaways, demonstrations, and various other efforts not in the ordinary promotion routine.
sales promotion
A retailer that concentrates on one product line.
specialty store
A sales compensation plan in which a salesperson's earnings are directly related to sales, profits, customer satisfaction, or some other type of performance.
straight commission
A sales compensation plan in which a salesperson is paid a flat amount per period.
straight salary
The part of a medium's audience not in a firm's target market.
Includes buying and/or handling goods and services, and their subsequent resale to organizational users, retailers, and/or other wholesalers–but not the sale of significant volume to final consumers.
run by independent business people who have a relationship with another business
just product promotion, not company promotion
purchase our product vs somebody else's, direct, indirect, or comparative
between manufactuer's brand and customer
trade discount