Download ch 14 | MK 301 - Princ Of Marketing and more Quizzes Principles of Marketing in PDF only on Docsity!
personal selling
company representative interacts directly w/ a customer to communicate abt a good or service TERM 2
order taker
DEFINITION 2 facilities transactions that the customer initiates TERM 3
technical specialist
DEFINITION 3 high level of technical expertise who assists in product demonstrations TERM 4
missionary salesperson
DEFINITION 4 tries to stimulate demand for a product but does not sale it TERM 5
new business salesperson
DEFINITION 5 responsible for finding new customers and calling on them to present the company's products
order getter
works to develop long-term relationships w/ particular customers or to generate new sales TERM 7
team selling
DEFINITION 7 sales function when handled by a team, consist of salesperson, tech. specialist and others TERM 8
transactional selling
DEFINITION 8 form of personal selling that focuses on making immediate sale w/ lil or no attempt to develop a relationship w/ the customer TERM 9
relationship selling
DEFINITION 9 a form of personal selling that involves securing, developing, and maintaining long-term relationships w/ profitable customers TERM 10
direct marketing
DEFINITION 10 any direct comm. to a consumer or business recipient designed to generate a response in the form of an order, a request for further info, and/or a visit to a store or other pace of business for purchase of a product
infomercials
half hr or hr long commercials that resemble a talk show but actually are sales pitches TERM 17
m-commerce
DEFINITION 17 promotional and other e-commerce activities transmitted over mobile phones and other mobile devices, such as smart phones and PDA's TERM 18
channel levels
DEFINITION 18
of distinct categories of intermediaries that populate a
channel of distribution TERM 19
channel
DEFINITION 19 moves product from consumer to users producer -
wholesale ->retailer ->customer
