Chapter 12 Distributing and Promoting Products and Services Flashcards

Key terms used in Chapter 12 of Openstax Introduction to business

1
Q

Questions

A

Answers

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2
Q

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 ________________.

A

distribution (logistics)

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3
Q

A(n) _______________ is a producer or an organization that converts raw materials to finished products.

A

manufacturer

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4
Q

The _________________ is the series of marketing entities through which goods and services pass on their way from producers to end users.

A

distribution channel

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5
Q

Organizations that assist in moving goods and services from producers to end users are ______________.

A

marketing intermediaries

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6
Q

______ are sales representatives of manufacturers and wholesalers.

A

agents

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7
Q

_______ are go-betweens that bring buyers and sellers together.

A

brokers

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8
Q

Independent wholesalers, known as ______________________, buy related product lines from many manufacturers and sell them to industrial users.

A

industrial distributors

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9
Q

Firms that sell finished goods to retailers, manufacturers, and institutions are called _____________.

A

wholesalers

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10
Q

Firms that sell goods to consumers and to industrial users for their own consumption are called ______________.

A

retailers

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11
Q

The process of breaking large shipments of similar products into smaller, more usable lots is called ______________.

A

breaking bulk

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12
Q

An institution that buys goods from manufacturers (takes ownership) and resells them to businesses, government agencies, other wholesalers, or retailers is a(n) __________________.

A

merchant wholesaler

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13
Q

Salespeople who represent noncompeting manufacturers are the ___________________. They function as independent agents rather than as salaried employees of the manufacturers.

A

manufacturers’ representatives

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14
Q

____________ is the attempt by marketers to inform, persuade, or remind consumers and industrial users to engage in the exchange process.

A

promotion

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15
Q

Any paid form of nonpersonal presentation by an identified sponsor is _______________.

A

advertising

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16
Q

A(n) promotional mix combines advertising, personal selling, sales promotion, and public relations to promote a product.

A

promotional mix

17
Q

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 _____________________.

A

integrated marketing communications (IMC)

18
Q

_____________ 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.

A

advertising media

19
Q

______________ is a term used in expressing advertising costs and refers to the cost of reaching 1,000 members of the target market.

A

cost per thousand (CPM)

20
Q

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 ________.

A

reach

21
Q

The number of times an individual is exposed to an advertising message is called ______________.

A

frequency

22
Q

An advertising medium’s ability to reach a precisely defined market is ______________.

A

audience selectivity

23
Q

A face-to-face sales presentation to a prospective customer is called ___________.

A

personal selling

24
Q

The companies and people who are most likely to buy a seller’s offerings are called ____________.

A

sales prospects

25
Q

The process of looking for sales prospects is called ________.

A

prospecting

26
Q

Inquiries, or _______________, are used by salespeople to separate prospects from those who do not have the potential to buy.

A

qualifying questions

27
Q

Marketing events or sales efforts—not including advertising, personal selling, and public relations—that stimulate buying are _______________.

A

sales promotion

28
Q

_______________ is any communication or activity designed to win goodwill or prestige for a company or person.

A

public relations

29
Q

Information about a company or product that appears in the news media and is not directly paid for by the company is called _____________.

A

publicity

30
Q

A relatively new marketing channel that includes platforms such as Facebook, Twitter, LinkedIn, Pinterest, and Instagram is collectively called _________________.

A

social media

31
Q

_______________ 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.

A

e-commerce