Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Sales > Chapter 4 > Flashcards

Chapter 4 Flashcards

1
Q

Environmental and Managerial forces that impact on sales

A
  • Behavioral forces
  • Technical forces
  • Managerial forces
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Elements of Behavioral forces

A
  • Rising customer expectations
  • Customer avoidance of buyer negotiations
  • Expanding power of major buyers
  • Globalization of markets
  • Fragmentation of markets
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Elements of Technological forces

A
  • Sales force automation
  • Virtual Sales offices
  • Electronic sales channels
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Elements of Managerial forces

A
  • Employ direct marketing techniques
  • Improve cooperation between sales & marketing
  • Encourage salespeople to attend training
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

What are the types of distribution channels?

A
  • Channels of distribution

- Logistics (Physical Distribution Management)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

What are the distribution channels?

A

Are the routes that goods take through the selling process from supplier to customer

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

What are the Logistics (Physical Distribution Management)?

A

The effective and economic planning, implementation and control of the physical flow of materials in their unprocessed state through to finished goods.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

What is the Logistic Mix?

A

It describes the functional elements involved in this process

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

What are the stages of Logistic Mix?

A
  1. Order processing
  2. Materials handling
  3. Warehousing
  4. Inventory control
  5. Transportation
  6. Packaging
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

What must the company take into consideration when selecting or reappraising channels?

A
  1. The market
  2. The channel costs
  3. The product
  4. The profit potential
  5. The channel structure
  6. The product life-cycle
  7. The non-marketing factors
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

What are the characteristics of sales channels?

A
  1. Direct (Manufacturer-Customer)
  2. Selective (Middlemen relations)
  3. Intensive (Many outlets are used to selling)
  4. Exclusive (Selling to a restricted number of dealers)
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Industrial/ Commercial/ Public Authority selling characteristics

A
  • Fewer customers •Concentrated markets
  • Complex purchasing decisions
  • Long-term relationships •Reciprocal trading
  • Types of production
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

What are the types of production?

A
  • Job (or unit or project) production
  • Batch production
  • Flow (or mass or line) production
  • Process (or continuous) production
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Job (or unit or project) production

A

An item is produced or constructed to individual customer requirements (ships, tailor-made suits and hospital construction).

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Batch production

A

A number of products or components are made at the same time, but not on a continuous basis (books, furniture and clothes).

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Flow (or mass or line) production

A

This is continuous production of identical or similar products that are made in anticipation of sales (motor cars, video recorders and washing machines).

17
Q

Process (or continuous) production

A

The production unit has raw materials coming into the manufacturing process and a finished product emerging at the end (chemicals, brewing and plastic processes).

18
Q

Reasons for selling in outlets

A
  • Multiples. Classes as belonging to a retail organization with ten or more branches, each selling a similar range of merchandise.
  • Variety chains. Simiilar to multiples, but the qualifying number of branches.
  • Co-operative societies. Owned and controlled by the people who shop there, each society is governed by a board of directors.
  • Department stores. Sellng a wide range of commodit its
  • Independents. Traders who own theirown retail outlets.
  • Mail order. Business is conducted through the medium of glossy catalogues held by appointed commission agents who sell to families and friends.
  • Direct selling. A direct sales person demonstrates products to a group of guests
19
Q

What is franchising?

A

The right to sell a company’s products in a particular area using the company’s name. (Cambridge University, 2016)

20
Q

In what ways occurs franchising?

A
  • From manufacturers to retailers
  • From manufacturers to wholesalers
  • From wholesalers to retailers
  • Service firm sponsored franchises to retailers
21
Q

Special characteristics of services

A
  • Perishability
  • Intangible
  • No ownership
  • Difficulty of separating production from comsumption
  • More difficult to asses
  • Variability
22
Q

7 P’s of Marketing Mix

A
  1. Product
  2. Place
  3. Price
  4. Promotion
  5. People
  6. Process
  7. Physical evidence
23
Q

What is a sales promotion?

A

Activity or series of activities done to increase sales of a particular product. (Cambridge University, 2016

24
Q

What types of a sales promotion are there?

A
  • Consumer promotion
  • Trade promotion
  • Personnel motivation
25
Q

What is consumer promotion?

A

Pull techniques to stimulate final demand and move products through the sales channel, with consumers providing price promotion

26
Q

What are some Premium-Offers?

A
  • Self-liquidating Premiums
  • On-pack gifts
  • Continuities
  • Coupon plans
  • Free samples
27
Q

What are trade promotions?

A

Push products through the channel towards the customer

28
Q

What is personnel motivation?

A

The most widely used salesforce promotionis the sales incentives scheme

29
Q

What are public relations?

A

All forms of planned communication, outwards and inwards of an organization in an effort to maintain a mutual understanding between the company and its public

30
Q

What are some key elements of Public Relations?

A
  • Anticipating
  • Counseling
  • Researching
  • Planning
  • Managing

Sales (3 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions