vocab 1
A producer; an organization that converts raw materials to finished products.
manufacturer
Firms that sell goods to consumers and to industrial users for their own consumption.
retailers
Firms that sell finished goods to retailers, manufacturers, and institutions.
wholesalers
The channels through which advertising is carried to prospective customers; includes newspapers, magazines, radio, television, outdoor advertising, direct mail, social media, and the internet.
Advertising media
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Marketing events or sales efforts—not including advertising, personal selling, and public relations—that stimulate buying.
Sales promotion
The number of different target consumers who are exposed to a commercial at least once during a specific period, usually four weeks.
reach
The companies and people who are most likely to buy a seller’s offerings.
sales prospects
Independent wholesalers that buy related product lines from many manufacturers and sell them to industrial users.
industrial distributors
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Organizations that assist in moving goods and services from producers to end users.
Marketing intermediaries
The traditional 4Ps of marketing: product, price, promotion, and place (distribution), now with packaging added as a key marketing component.
5ps
Sales representatives of manufacturers and wholesalers.
Agents
E-commerce refers to the development and maintenance of a company’s website and the facilitation of commerce on the website, such as the ability for customers to order products online and other activities.
E- commerce
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The process of breaking large shipments of similar products into smaller, more usable lots.
breaking bulk
Salespeople who represent noncompeting manufacturers; function as independent agents rather than as salaried employees of the manufacturers.
Manufaturers Representative
The process of looking for sales prospects.
Prospecting
An institution that buys goods from manufacturers (takes ownership) and resells them to businesses, government agencies, other wholesalers, or retailers.
Merchant wholesaler
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An advertising medium’s ability to reach a precisely defined market.
audience selectivity
Cost per thousand contacts is a term used in expressing advertising costs; refers to the cost of reaching 1,000 members of the target market.
cost per thousand
The careful coordination of all promotional activities—media advertising, sales promotion, personal selling, and public relations, as well as direct marketing, packaging, and other forms of promotion—to produce a consistent, unified message that is customer focused.
Intergrated marketing communications (IMC)
Salespeople who represent noncompeting manufacturers; function as independent agents rather than as salaried employees of the manufacturers.
Manufacturers representatives
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