Distribution
Physical distribution
What do salespeople do to determine if a potential buyer has the authority to buy and ability to pay?
Qualify the potential buyer/Qualifying
What is an advantage of using e-catalogs?
The cost is minimal, and the ease of access to the consumers
What term refers to finding the most effective techniques for communicating information about and selling a product?
Promotion
What is company-influenced information that seeks to build positive relations with the public?
Public relations
Which mode of transportation is the least expensive and slowest?
Water carriers
What do supermarkets emphasize/promote about their stores?
Home Shopping Club and QVC are examples of which retail sales outlet?
Video retailing
Promotional mix
How do salespeople identify potential customers? (First step in the selling process)
Prospecting
What is the fastest and most expensive transportation mode for physical consumer goods?
Airplanes
What is the most important step in building a relationship during the consumer buying process?
Following up with consumer
What is the advantage of using agents and brokers when a firm does not have its own sales force?
They have extensive knowledge of the markets and merchandise
The process of developing and establishing an easily identifiable product image and the nature of the product in the minds of consumers is done through what process?
Positioning
Missionary selling
What type of warehouse is owned by a single retailer that deals in mass quantities?
Private warehouse
What is the final stage in the buyer decision process?
The marketer reminding the buyer that he or she made a wise purchase.
Fred wants to book a summer vacation and visits sites that offer deals on hotel rooms, airfare, and rental cars all on the same site. What type of intermediary is Fred working with?
E-intermediary
What is the most important factor to consider when developing the promotional mix for a product?
Target market/audience
What is crucial for high-priced consumer products such as homes and cars, to persuade buyers to complete the purchase?
Creative selling
What is MOST directly related to differences in transportation costs from mode to mode?
Delivery speed
Network of interdependent companies that pass products from producers to consumers
What occurs when one website gives a commission to another for referring customers?
Syndicated selling
What describes two of the primary objectives of promotion? (Provide 1)
Positioning and communicating information
Which of the following is the most critical part of the selling process, where the salesperson asks the prospect to buy the product?
Closing