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36 Cards in this Set
- Front
- Back
- 3rd side (hint)
deal |
A type of sort term price reduction
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premium
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An item offered for free or at a bargain price to reward some type of behavior such as buying/testing/sampling
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contest
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brand sponsored competition requiring skill and effort
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sweepstakes
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sales promotion that offers prizes based on drawing entrants names
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sampling
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offering potential customers to try a product before decision making
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loyalty program
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retain customers by offering premiums or incentives to frequent buyers
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POP
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Point of purchase - product displayed at point of purchase
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ex. candy at cashier lines
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product placement
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product placed in nontraditional situations like in movies
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What does AIDA stand for?
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attention interest desire action
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awareness
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gaining attention of consumers
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aided recall
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customer recognizes brand name when presented to them
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top-of-mind awareness
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first thing people remember/think about
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lagged effect
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delayed response to marketing communication campaign (takes many exposures to remember)
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informative advertising
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create and build brand awareness with the goal of customer to buy
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persuasive advertising
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motivates consumers to take action
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reminder advertising
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remind/prompt consumers of rebuying
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product-focused marketing
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inform/persuade/remind customers of a specific product/service
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institutional advertising
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inform/persuade/remind issues relates to politics/corporation/industry
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PSA
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social marketing of important issues
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social marketing
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marketing social issues to change attitudes and behavior of general public
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puffery
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legal exaggeration of praise
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stealth marketing
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delivers sales message to attract consumers without them knowing
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viral marketing
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encourages people to pass along a marketing message to other potential customers
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pop-up stores
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booths with limited products allowing interaction with customers
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cross-promoting
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2+ firms joining together to reach a specific target market
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personal selling
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two way flow of communication of buyer and seller designed to influence buyer decision
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relationship selling
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emphasize commitment & maintaining relationship over long-term investing opportunities mutually beneficial to all parties
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leads
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list of potential customers
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quality
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process of assessing potential sales leads
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trade shows
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events buyers choose to be exposed to products and services offered by potential suppliers in an industry
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cold calls
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prospecting in which salespeople call/book appointment with potential customers
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telemarketing
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telephoning potential customers
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preapproach
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salesperson conducts extra research and develops plans for meeting with customers
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closing the sales
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obtaining commitment from customer to make a purchase
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sales management
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planning/directing/control of personal selling activities which includes training/motivating/compensating/evaluating as they apply to the sales force
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independent agents/manufacturer rep
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salespeople selling extended contract of another product but are not employed by them |
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