Chapter 12 Distributing and Promoting Products and Services Flashcards
Key terms used in Chapter 12 of Openstax Introduction to business
Questions
Answers
Efficiently managing the acquisition of raw materials by the factory and the movement of products from the producer to industrial users and consumers is called ________________.
distribution (logistics)
A(n) _______________ is a producer or an organization that converts raw materials to finished products.
manufacturer
The _________________ is the series of marketing entities through which goods and services pass on their way from producers to end users.
distribution channel
Organizations that assist in moving goods and services from producers to end users are ______________.
marketing intermediaries
______ are sales representatives of manufacturers and wholesalers.
agents
_______ are go-betweens that bring buyers and sellers together.
brokers
Independent wholesalers, known as ______________________, buy related product lines from many manufacturers and sell them to industrial users.
industrial distributors
Firms that sell finished goods to retailers, manufacturers, and institutions are called _____________.
wholesalers
Firms that sell goods to consumers and to industrial users for their own consumption are called ______________.
retailers
The process of breaking large shipments of similar products into smaller, more usable lots is called ______________.
breaking bulk
An institution that buys goods from manufacturers (takes ownership) and resells them to businesses, government agencies, other wholesalers, or retailers is a(n) __________________.
merchant wholesaler
Salespeople who represent noncompeting manufacturers are the ___________________. They function as independent agents rather than as salaried employees of the manufacturers.
manufacturers’ representatives
____________ is the attempt by marketers to inform, persuade, or remind consumers and industrial users to engage in the exchange process.
promotion
Any paid form of nonpersonal presentation by an identified sponsor is _______________.
advertising
A(n) promotional mix combines advertising, personal selling, sales promotion, and public relations to promote a product.
promotional mix
The careful coordination of all promotional activities—media advertising, sales promotion, personal selling, and public relations, as well as direct marketing, packaging, and other forms of promotion—to produce a consistent, unified message that is customer focused defines the term _____________________.
integrated marketing communications (IMC)
_____________ are the channels through which advertising is carried to prospective customers. It includes newspapers, magazines, radio, television, outdoor advertising, direct mail, social media, and the internet.
advertising media
______________ is a term used in expressing advertising costs and refers to the cost of reaching 1,000 members of the target market.
cost per thousand (CPM)
The number of different target consumers who are exposed to a commercial at least once during a specific period, usually four weeks is known as ________.
reach
The number of times an individual is exposed to an advertising message is called ______________.
frequency
An advertising medium’s ability to reach a precisely defined market is ______________.
audience selectivity
A face-to-face sales presentation to a prospective customer is called ___________.
personal selling
The companies and people who are most likely to buy a seller’s offerings are called ____________.
sales prospects
The process of looking for sales prospects is called ________.
prospecting
Inquiries, or _______________, are used by salespeople to separate prospects from those who do not have the potential to buy.
qualifying questions
Marketing events or sales efforts—not including advertising, personal selling, and public relations—that stimulate buying are _______________.
sales promotion
_______________ is any communication or activity designed to win goodwill or prestige for a company or person.
public relations
Information about a company or product that appears in the news media and is not directly paid for by the company is called _____________.
publicity
A relatively new marketing channel that includes platforms such as Facebook, Twitter, LinkedIn, Pinterest, and Instagram is collectively called _________________.
social media
_______________ refers to the development and maintenance of a company’s website and the facilitation of commerce on the website, such as the ability for customers to order products online and other activities.
e-commerce
