Chapter 14
Chapter 15
Chapter 16
Chapter 17
Chapter 18
100
System where a single member coordinates all channel activities, efforts of individual channel members are combined without duplication.
What is Vertical Marketing Sytems?
100
A supermarket that carries nontraditional lines such as pharmacies and banking, has this kind of merchandising.
What is scrambled merchandising?
100
The conversion of meaning into signs or symbols that represent ideas.
What is coding process?
100
A sponsored brand is compared with one or more other brands.
What is comparative advertising?
100
Salespeople who direct much of their effort toward helping customers/retail stores promote products.
What is trade salespeople?
200
The combined units operate more efficiently than independent institutions.
What is horizontal channel integration?
200
Increasing the level of services and costs make established retail institutions vulnerable to competition.
What is wheel of retailing hypothesis?
200
Advertising, personal selling, public relations and sales promotion make up this mix.
What is the promotion mix?
200
This advertising focues on consumers who already use the advertised brand.
What is reinforcement advertising?
200
Sales manager builds an applicant list for sales position they are creating this.
What is a recruiting list?
300
Time, place, possession, form.
What is marketing channel utilities?
300
A large specialty store concentrating on a major product category and competing on the basis of low prices and product availiability.
What is a category killer?
300
Non-personal communication in news-story form about an organization, its products, or both, which is transmitted through a mass medium at no charge.
What is publicity?
300
Advertising appropriation use these four task approaches?
What is objective and task; percent of sales; competition matching and arbitary approach?
300
Working conditions, power and authority, job security and opportunity to excel are example of this.
What is effective sales force motivators?
400
Distribution of shopping products or durable goods.
What is selective distribution?
400
Merchant, agents, manufacturer's sales branches, and brokers.
What are wholesalers?
400
Buyers are relatively few in number in this sales method.
What is personal selling?
400
This advertising focuses on stimulating demand for a product category instead of a specific brand.
What is pioneer advertising?
400
A gift given to a retailer that purchases a specified quantity of merchandise.
What is a dealer loader?
500
A supplier furnishes a product to a channel member with the stipulation the channel member must purchase other products as well.
What is a tying agreement?
500
Large retail organizations characterized by wide product mixes and employing at least 25 people.
What are department stores?
500
The producer promotes the product to the next institution down the marketing channel.
What is push policy?
500
This advertisng promotes organizational images, ideas and political issues.
What is institutional advertising?
500
This person primarily seeks repeat sales.
What is order taker?
M
e
n
u