Compensation and Sales Promotion for Salespeople: Terms, Definitions, and Objectives, Quizzes of Marketing

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TERM 1 personal selling DEFINITION 1 personal presentations by a sales force to make sales and build customer relationships TERM 2 salesperson DEFINITION 2 represents a company to customers by performing one or more of the following activities:-prospecting and communicating-selling and servicing-gathering information and building relationships TERM 3 roles of the sales force DEFINITION 3 -links the company with its customers-coordinates marketing and salesboundary spanners TERM 4 sales force management DEFINITION 4 analyzing, planning, implementing, and controlling sales force activities TERM 5 6 steps of sales force management DEFINITION 5 designing a sales force strategy and structurerecruiting and selecting salespeopletraining salespeoplecompensating salespeoplesupervising salespeopleevaluating salespeople TERM 6 types of sales force structures DEFINITION 6 territorialproductcustomer (or market) TERM 7 salespeople can be specialized by.... DEFINITION 7 customer and territoryproduct and territoryproduct and customerterritory, product, and customer TERM 8 recruiting and selecting salespeople DEFINITION 8 a company should analyze the sales job and the characteristics of its most successful salespeople TERM 9 sources for the recruitment of salespeople DEFINITION 9 referrals from current salespeopleemployment agenciesinternet and online social mediacollege placement servicessalespeople at other companies TERM 10 training salespeople DEFINITION 10 goals of training are to teach salespeople:-about different types of customers-how to sell them differently-about the company's objectives, organization, products, and the strategies of competitorsonline training builds sales skills using videos, internet based exercises, or simulations-virtual instructor led training (VILT) TERM 21 consumer promotion tools DEFINITION 21 samplescouponsrebates (cash refunds)price packs (cents- off deals)premiums TERM 22 samples DEFINITION 22 offers of a trial amount of a productmost effective and expensive TERM 23 coupons DEFINITION 23 certificates that save buyers money when they purchase specified products TERM 24 rebates (cash refunds) DEFINITION 24 price reduction occurs after the purchasecustomer sends proof of purchase to the manufacturer, which then refunds to the manufacturer, which then refunds part of the purchase price by mail TERM 25 price packs (cents-off deals) DEFINITION 25 offer consumers savings off the regular price of a product TERM 26 premiums DEFINITION 26 goods offered either free or at low cost as an incentive to buy a product TERM 27 consumer promotion tools DEFINITION 27 advertising specialtiespoint of purchase promotionscontests, sweepstakes, and gamesevent marketing (or event sponsorships) TERM 28 advertising specialties DEFINITION 28 useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers TERM 29 point of purchase promotions DEFINITION 29 displays and demonstrations that take place at the point of sale TERM 30 contests, sweepstakes, and games DEFINITION 30 give consumers the chance to win something TERM 31 event marketing (or event sponsorship) DEFINITION 31 creating a brand marketing event or serving as a sole or participating sponsor of events created by others TERM 32 trade promotions DEFINITION 32 used to persuade resellers to carry a brand, give it shelf space, and promote it in adstrade promotion tools TERM 33 trade promotion tools DEFINITION 33 contests, premiums, and displaysdiscounts and allowancesfree goodspush moneyspecialty advertising items TERM 34 direct and digital marketing DEFINITION 34 engaging directly with targeted individual consumers and customer communities to:-obtain an immediate response- build lasting customer relationshipsbuild customer engagement, brand community, sales TERM 35 digital and social media marketing DEFINITION 35 online marketing(web sites, online advertising, email, online videos, blogs)social media marketingmobile marketing TERM 46 branded community web sites DEFINITION 46 present brand content that engages consumers and creates customer community around a brand TERM 47 online advertising DEFINITION 47 appears while consumers are browsing online TERM 48 email marketing DEFINITION 48 sending highly targeted, highly personalized relationship building marketing messages via email TERM 49 spam DEFINITION 49 unsolicited unwanted commercial email messages TERM 50 viral marketing DEFINITION 50 videos, ads, and other marketing content that engage customers to seek out of pass along to friends TERM 51 online journals DEFINITION 51 narrowly defined topics where people and companies post their thoughts and other contentbenefit: offers a fresh, original, personal, and inexpensive way to enter into consumer online conversationslimitation: consumer controlled medium TERM 52 social media DEFINITION 52 independent and commercial online communities where people congregate, socialize, and exchange views and information TERM 53 social media marketing DEFINITION 53 marketers engage in social media by:-using the existing ones-setting up their own TERM 54 social media marketing DEFINITION 54 advantages of ________________targeted and personalinteractiveimmediate and timelycost effectiveengagement and social sharing capabilities TERM 55 social media marketing DEFINITION 55 challenges of ________________still being experimenteddifficult to measure resultslargely user controlled TERM 56 Purpose of social media marketing DEFINITION 56 -reach as many people as possible?-interact with your current consumers?-inform customers of new offerings?-view comments about your company?-for promotional campaigns? -for hiring purposes? TERM 57 integrated social media marketing DEFINITION 57 large companies design social media efforts that blend with and support other elements of a brand's marketing strategy and tacticsfirms that use social media effectively create brand related social sharing, engagement, and customer community TERM 58 mobile marketing DEFINITION 58 promotional content delivered to consumers through their mobile devicesengage customers anywhere, anytime during the buying and relationship building processes TERM 59 direct mail marketing DEFINITION 59 sending an offer, announcement, reminder, or other item directly to a person at a particular address-tangible and creates emotional connection with customers-effective component of a broader integrated marketing campaign- direct and personalized-sent to customers who want to receive it TERM 60 catalog marketing DEFINITION 60 print, video, or digital catalogs that are mailed to select customers, made available in stores, or presented online- eliminates printing and mailing costs-no space constraints- broader assortment of presentation formats-real time merchandising capabilities TERM 71 marketers' actions DEFINITION 71 self regulatory principlesadvertising option iconprivacy rights of children TERM 72 companies' actions DEFINITION 72 own security measuresindustry wide measures TERM 73 global marketing DEFINITION 73 marketing that targets markets throughout the world TERM 74 global vision DEFINITION 74 recognizing and reacting to international marketing opportunities, being aware of threats from foreign competitors in all markets, and effectively using international distribution networks TERM 75 global firm DEFINITION 75 operates in more than one companygains research and development, production, marketing, and financial advantages in its costs and reputation TERM 76 problems faced in global firms DEFINITION 76 highly unstable government and currenciesrestrictive government policies and regulationshigh trade barriers and corruption TERM 77 major international decisions DEFINITION 77 looking at the global marketing environmentdeciding whether to go globaldeciding which markets to enterdeciding how to enter the marketdeciding on the global marketing programdeciding on the global marketing organization TERM 78 advantages of global trade DEFINITION 78 -rise from poverty for foreign nations-per capita income increases-productivity and living standard increase-inflation not as threatening-open economy spurs innovation-export jobs may pay more TERM 79 the negatives of global trade DEFINITION 79 millions of americans have lost jobsmillions fear losing jobs- downward harmonizationworkers face pay cut demandsservice and white collar jobs are vulnerable to operations move TERM 80 multinational corporation DEFINITION 80 company that is heavily engaged in international trade, beyond exporting and importing TERM 81 multinationals DEFINITION 81 move resources, goods, services, and skills across national boundaries TERM 82 multinational advantage DEFINITION 82 overcome trade problemssidestep regulatory problemsshift production from one plant to anotherleverage ideas around the worldsave in labor costs- leverage unions TERM 83 global Marketing environment DEFINITION 83 international trade systemeconomic environmentpolitical- legal environmentcultural environment TERM 84 trade barriers DEFINITION 84 tariffs or dutiesquotas and exchange controls TERM 85 non tariff trade barriers DEFINITION 85 biases against the bidsrestrictive product standardsexcessive host country regulations or enforcement TERM 96 demographic characteristics of market potential DEFINITION 96 educationpopulation size and growthpopulation age compositon TERM 97 geographic characteristics of market potential DEFINITION 97 climatecountry sizepopulation density- urban, ruraltransportation structure and market accessibility TERM 98 economic factors of market potential DEFINITION 98 GDP size and growthincome distributionindustrial infrastructurenatural resourcesfinancial and human resources TERM 99 sociocultural factors of market potential DEFINITION 99 consumer lifestyles, beliefs, and valuesbusiness norms and approachescultural and social normslanguages TERM 100 political and legal factors of market potential DEFINITION 100 national prioritiespolitical stabilitygovernment attitudes toward global tradegovernment bureaucracymonetary and trade regulations TERM 101 market entry strategies DEFINITION 101 exportingjoint venturingdirect investment TERM 102 exporting DEFINITION 102 indirectdirect TERM 103 joint venturing DEFINITION 103 licensingcontract managementmanagement contractingjoint ownership TERM 104 direct investment DEFINITION 104 assembly facilitiesmanufacturing facilities TERM 105 standardized global marketing DEFINITION 105 using the same marketing strategy and mix in all of the company's international markets TERM 106 adapted global marketing DEFINITION 106 adjusting the marketing strategy and mix elements to each international target market-creates more costs-produces a larger market share and return