Chapter 13.2 Flashcards
Viral advertising
Which creates a message that is novel or entertaining enough for customers to foreword it to others, spreading it like a virus.
Widgets or gadgets
Miniature television screen images that can carry marketing messages only a few inches high on a web site, blog, or desktop display.
Sponsorship
Involves providing funds for a sporting or cultural event in exchange for a direct association with the event.
Infomercials
Are a form of broadcast direct marketing, also called Direct -response television. (DRTV)
30-minute tv program devoted to sell goods or services.
Sales promotion
Consists of forms of promotion such as coupons, product samples, and rebates that support advertising and personal selling.
Premiums
Items given free or at a reduced price with the purchase of another product.
Coupons
Small price discounts when they purchase the promoted products.
Rebates
Offer cash back to consumers who mail in required proofs of purchase.
Sample
Is a gift of a product distributed by mail, door to door, in a demonstration, or inside packages of another product.
Specialty advertising or Advertising specialties
Type of sales promotion that involves the gift of useful merchandise carrying the name, logo, or slogan of a profit seeking business or a not-for-profit organization.
Trade promotion
Is sales promotion geared to marketing intermediaries rather than to consumers.
Encourages retailers to stock new products, and promote new existing products to consumers.
Point-of-purchase (POP) advertising
Consists of displays or demonstrations that promote products when and where consumers buy them, such as in retail stores.
Trade shows
Used by manufacturers and other sellers to promote goods or services to members of their distribution channels.
The shows are often organized by industry trade associations.
Field selling
Sales representatives who make calls on prospective customers at their businesses.
Over-the-counter selling
Describes sales activities in retailing and some wholesale locations, where customers visit the sellers facility to purchase items.
Telemarketing
Sales representatives make their presentations over the phone.
Order processing
The salesperson identifies customer needs, points out merchandise to meet them, and processes the order.
Related to retail and wholesale firms.
Creative selling
Promotes a good or service whose benefits are not readily apparent or whose purchase decisions requires a close analysis of alternatives.
It’s a persuasive type of promotional presentation.
Missionary selling
Indirect form of selling in which the representative promotes goodwill for a company or provides technical or operational assistance to the customer.
Ex: These salespeople work to solve problems with customers and help clients with questions.
Outbound telemarketing
A sales representative who calls you.
Inbound telemarketing
Occurs when you call a toll-free phone number to get product information or place an order.
