Communication
Advertising
Personal Selling
Sales Promotion
Pricing
100
It's the person, group, or organization with a message to share.
What is the source/sender?
100
It's the first step to developing an advertising campaign.
What is identifying and analyzing the target audience?
100
It's the last and most neglected step of the personal selling process.
What is follow-up?
100
These are the most widely used consumer sales promotion technique.
What are coupons?
100
It is the trading of product, and it's the oldest form of exchange.
What is bartering?
200
It includes anything that reduces a communication's clarity and accuracy.
What is noise?
200
It's a type of advertising that promotes a company's position on a public issue.
What is advocacy advertising?
200
These salespeople sell to new customers and increase sales to current customers.
Who are order getters?
200
They are designed to attract attention and inform customers, and they include signs, window displays, and counter pieces.
What are point-of-purchase (POP) materials?
200
This type of competition emphasizes price as an issue.
What is price competition?
300
It's paid, nonpersonal communication about an organization and its products transmitted to a target audience through mass media.
What is advertising?
300
Pioneer advertising and competitive advertising are two sub-types of this type of advertising.
What is product advertising?
300
This type of selling focuses on building a mutually beneficial, long-term relationship with a customer.
What is relationship selling?
300
These are items offered free or at a minimal cost as a bonus for purchasing a product.
What are premiums?
300
It's the extra cost incurred by producing one additional unit of product.
What is marginal cost?
400
It's a type of communication that includes our body language - communicating through our movement.
What is kinesic communication?
400
It's the physical arrangement of an ad's illustration and copy.
What is layout?
400
These salespeople are involved mainly in helping a producer's customers promote a product.
Who are trade salespeople?
400
This is a temporary price reduction to resellers for purchasing specific quantities of a product.
What is a buying allowance?
400
It's the measure of the sensitivity of demand to changes in price.
What is price elasticity of demand?
500
It's a policy in which a product is promoted directly to the consumer to develop strong customer demand.
What is the pull policy?
500
This advertising approach multiplies the firm's past and expected sales by a standard percentage.
What is the percent-of-sales approach?
500
Referrals, cold calls, and repeat contacts are typical _____ to personal selling.
What are approaches?
500
It's additional compensation to salespeople offered by the manufacturer as an incentive to push a line of goods.
What is premium (push) money?
500
It's the total price indicating the producer is absorbing shipping costs.
What is F.O.B. destination?
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