CH. 16-20 Flashcards
A___ is an individual who represents a company by prospecting, communicating, selling, etc.
Sales person
___ is defined as analyzing, planning implementing, sales force activities
sales force management
In the __ each sales person is assigned an exclusive geographic area.
Territorial sales force structure
If a company __, it should adopt a structure in which the sales force specializes in a product line
has numerous and complex products
which helps companies set sales force size
work load approach
Robin works at a manufacturing company in OH. In her company, robin is most likely part of a ___
inside sales force
Which abilities would least likely be measured when testing for sales positions
accounting skills
more and more companies are moving away from high commission plans because of ___
sales people tend to become pushy
A ___ shows how much time is taken training, selling, waiting, taking breaks, by sales people
Time and duty analysis tool
___ refers to the standard that establishes the amount each person should sell and how sales should be divided among products
sales quota
amazon.com and geico approach customers via web and mobile apps. Example of ___ marketing.
Direct
All of the following are benefits of direct marketing for sellers except
mass reach and immediate returns
Companies such as amazon and expedia that sell products exclusively online are known as ___
e-tailers
which best describes the NYtimes.com and ESPN.com
Content sites
___ companies use both offline and online marketing channels
multi channel companies
__ are designed to engage consumers and interactions that move them closer to marketing outcomes
marketing websites
a ___ is designed to present brand content that engages consumers and creates community
branded community website
online ads that include animations, video, sound interactions are called
rich media ads
a ___ is an unsolicited, unwanted email message that clogs up email boxes
spam
___ involves creating a website, video, email, mobile, message advertisement, marketing event that people find so effective people pass along to friends
viral marketing
gaining ___ requires delivering more value than competitors
competitive advantage
companies can identify their competitors from both types of view
industry and market
a company is guilty of ___ if they forget latent competitors and focus only on current competitors
competitor myopia
each company has a mix of objectives, company wants to know importance on all of the following except
company history
___ is the process of comparing companies to products and processes to those of competitors to improve quality of performance
benchmarking
a firm should compete with ____ competitors
strong
an analysis conducted to determine what benefits customers value is known as
brand value analysis
the competitive intelligence system continuously collects info through
online monitoring
strategies that strongly position itself against competitors are ___ strategies
competitive marketing
according to the text, what location does coke consider long term growth opportunity
Africa
A ___ firm is one that operates in more than one company
Global
immediately after deciding what markets to enter, companies should determine ___
how to enter the market
which refers to a tax levied by a foreign government on imported products
tariff
a __ is a limit on amount of goods that imported countries will accept
quotas
a ___ serves to limit amount of foreign exchange and exchange rate against other currencies
exchange control
bias against bids by America is an example of ___
non tariff trade barrier
which was designed to help foster trade between nations
GATT
The ___ was established to replace GATT in 1995 and now oversees original GATT provisions
WTO
A ___ community is a group of nations organized to work toward common goals in trade
Economic
Economic communities are also known as
free trade zones
in 1994 ___ established FTZ among US, Canada, and Mexico
NAFTA
a countries ___ shapes product, service needs, income, and employment levels
industrial structure
in a ___ the majority of people engages in simple agriculture and consumes most of the output
sustenance economy
in a ___ economy fast growth and manufacturing results in rapid economic growth
Industrializing
___ are major experts of manufactured goods, services, and investment funds
industrial economies
___ calls for meeting needs of consumers and businesses while also presenting abilities of future consumers to meet needs
sustainable marketing
the ___ concept is focused on future company needs
strategic planning
the ___ concept is focused on future welfare of consumers
societal
consumer advocates, gov agencies, and other critics have accused marketing of harming consumers through
planned obsolescence
critics point to what when they accuse marketing of harming consumers through increased prices
excessive markup
critics charge that intermediaries are ___
inefficient
critics charge that promotion adds only ___ to a product
psychological value
deceptive practices fall into pricing, promotions, and ___
packaging
deceptive practices includes misrepresenting the products ___
features and performance
in advertising, puffery is a term that refers to ___
innocent exaggeration for effect
___ involves persuading people to buy goods they had no thought of buying
high pressure selling
___ refers to continually changing concepts of acceptable style to encourage buying
perceived obsolescence
when major chains avoid placing stores in disadvantaged neighborhoods, they are likely to be accused of ___
redlining
which leads to cultural pollution?
commercial noise
