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MKTG 75 > Chapter 1 > Flashcards

Chapter 1 Flashcards

1
Q

transfer of title to goods and services by the seller to the buyer in exchange of money

A

Sale

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2
Q

Is the art or skill in selling

A

salesmanship

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3
Q

is the art of convincing and persuading people to buy the product

A

salesmanship

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4
Q

is just transferring the title in goods, services or ideas with a valuable consideration.

A

selling

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5
Q

This is keen

A

competition

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6
Q

Role of Salespeople in Business

A

Competition is keen

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7
Q

5 Methods of Communication w/
Customers

A
  1. Personal selling
  2. Advertising
  3. Sales promotion
  4. Publicity
  5. Word of mouth
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8
Q

face to face interaction

A

personal selling

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9
Q

impersonal mass media

A

advertising

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10
Q

extra value, incentives to
costumers

A

sales promotion

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11
Q

communication through significant unpaid presentations about the firm

A

publicity

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12
Q

way of communication to costumer at no cost

A

-word of mouth

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13
Q

Develop as a result of the pressures facing modern organizations and enables them to remain competitive in the business environment

A

learning organizations

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14
Q

Developing knowledge to do present activities better

A

Adaptive learning

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15
Q

Firm go beyond their present market, product, policies and procedures to develop new insights

A

Generative learning

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16
Q

2 types of learning

A
  1. Adaptive learning
  2. Generative learning
17
Q

Types of salesperson

A
  1. Manufacturer’s sales people
  2. Wholesaler’s sales people
  3. Retailer’s sales people
  4. Specialty sales people
18
Q

They are sales people who may sell to wholesalers, retailers, or other middlemen.

A

Manufacturer’s sales people

19
Q

Manufacturer’s sales people 3 major types:

A
  1. Pioneer-products sales people
  2. Dealer-servicing sales people
  3. Merchandising, detail, and missionary sales people
20
Q

Individuals whose function is to secure outlets for a new product to wholesalers, distributors, and dealers

A

Pioneer-products sales people

21
Q

Necessary traits for dealer servicing sales people

A

Persistence
Enthusiasm
Warmth
Friendliness

22
Q

Sales people of this type need not be as
aggressive or imaginative as the first type

A

dealer-servicing sales people

23
Q

They are sometimes called “sales promoter” because they gather latest information about their target market, give advice and counseling to middlemen and try to favorably influence sales volume.

A

merchandising, detail, and missionary

24
Q

Employed by drug and textbook companies

A

detailers

25
Q

Usually hired by manufacturers who do not sell their products directly to the consuming public but who supply materials or component parts of other users or manufacturers

A

Missionary

26
Q

Individual who acts as the intermediary between the manufacturer and the retailers or industrial users and carry thousands of unrelated lines of merchandise in a warehouse where they are quickly available to dealers

A

Wholesaler’s sales people

27
Q

Considered important links in the marketing channel because they are both marketers and consumer

A

retailers’s sales people

28
Q

They carry only one complete line of merchandise. Merchandise they sell are usually higher in prices and call for personal selection by customers.

A

specialty sales people

29
Q

2 classifications of specialty sales people

A
  1. Consumer goods specialties
  2. Industrial goods sales people
30
Q

handles products such as vacuum cleaners, refrigerator, encyclopedia, brushes cosmetics

A

Consumer goods specialties

31
Q

Sell products like cash registers, office machines, industrial machines, and thet are trained to render service as well as to make sales

A

industrial goods specialties

32
Q

Whose quote is this “THE MOST POWERFUL INGREDIENT IN
BUSINESS IS POSITIVE MOMENTUM, GET IT AND KEEP IT”

A

Dan Lightfritz

MKTG 75 (3 decks)

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