Marketing Channel Intermediaries

<p>Legitimate rights, identification, economic, and expertise. (D)</p> Signup and view all the answers

<p>Managing the flow of products back to the producer. (B)</p> Signup and view all the answers

<p>Marketing Strategy (B)</p> Signup and view all the answers

<p>Two-way communication between buyer and seller (A)</p> Signup and view all the answers

<p>Evaluation (D)</p> Signup and view all the answers

<p>Pioneering (D)</p> Signup and view all the answers

<p>Rich media capabilities (B)</p> Signup and view all the answers

<p>Influencing others through publicity (D)</p> Signup and view all the answers

<p>Brand recognition (B)</p> Signup and view all the answers

<p>Pull strategy (A)</p> Signup and view all the answers

<p>Lower operating costs (B)</p> Signup and view all the answers

<p>Offering unrelated product lines in a single store (B)</p> Signup and view all the answers

<p>Time a website must load to retain customer interest (B)</p> Signup and view all the answers

<p>User-generated content (D)</p> Signup and view all the answers

<p>Providing deep product lines in a limited category (B)</p> Signup and view all the answers

<p>Convenience and ease of use (C)</p> Signup and view all the answers

<p>Clarity (B)</p> Signup and view all the answers

<p>Shops online but makes purchases in-store (D)</p> Signup and view all the answers

<p>Micro-influencers have fewer than 50,000 followers. (B)</p> Signup and view all the answers

<p>To facilitate professional networking and job searching. (B)</p> Signup and view all the answers

<p>(#Likes + #Replies + #Retweets) ÷ #Total Impressions × 100 (C)</p> Signup and view all the answers

<p>Prospecting stage (A)</p> Signup and view all the answers

<p>To introduce new products to clients. (D)</p> Signup and view all the answers

<p>Irrelevant personal anecdotes (C)</p> Signup and view all the answers

<p>A professional summary (A)</p> Signup and view all the answers

<p>Mega influencer (B)</p> Signup and view all the answers

<p>Gathering information and deciding on the best approach. (A)</p> Signup and view all the answers

<p>Need-satisfaction presentation (A)</p> Signup and view all the answers

<p>Creating a standardized message that is accurate and thorough. (A)</p> Signup and view all the answers

<p>Accept the objection (B)</p> Signup and view all the answers

<p>To solidify the relationship and ensure customer satisfaction. (C)</p> Signup and view all the answers

<p>The different market characteristics in each region. (C)</p> Signup and view all the answers

<p>To consolidate customer and sales information. (A)</p> Signup and view all the answers

<p>Understanding financial forecasting. (C)</p> Signup and view all the answers

Transactional, logistical, and facilitating functions performed by channel intermediaries to facilitate the flow of goods and services from producer to consumer.

Different ways of organizing intermediaries (e.g., retailers, wholesalers) to reach consumers or business customers; influencing time, place, form, or possession utilities.

A strategy where a producer owns the intermediary at the next level down.

A channel member who coordinates, directs, and supports other channel members.

Logistics management that handles the return of products to the supply chain to satisfy customer requirements as well as using cost-effective decisions and ensuring customer service.

A strategy that coordinates all marketing communication methods to send a consistent message to customers.

Paid, non-personal promotion of ideas, goods, or services by an identified sponsor.

Direct communication between a buyer and seller to promote and sell a product.

Advertising that introduces a new product or category.

The percentage of a target market exposed to the advertisement at least once.

The average number of times a person in the target market is exposed to an advertisement.

Promoting a product to intermediaries (like retailers), who then sell to consumers.

Promoting a product directly to consumers, who then demand it from retailers.

The variety of product categories a store offers.

The number of different products within a specific product category.

A retail strategy of carrying unrelated product lines in a single store.

A store that dominates a specific product category, offering a vast selection and low prices (e.g., Best Buy, Staples).

A model describing how new retailers enter the market by offering lower prices and move towards higher prices as they grow.

Context, Content, Customization, Connection, Communication, Community, and Commerce are important aspects of website design.

Convenience, Choice, Customization, Communication, Cost, and Control are key drivers of online shopping.

An influencer with fewer than 50,000 followers on social media.

An influencer with 500,000 to 1,000,000 followers on social media.

An influencer with over 1,000,000 followers on social media.

LinkedIn is used by businesses to build brand image, network, showcase capabilities, recruit employees, and find leads.

A measure of how engaged an audience is with social media content.

A salesperson who focuses on introducing new products to potential customers.

A salesperson who is also technically skilled and can solve customer problems.

The first step in the sales process where a salesperson identifies and qualifies potential customers.

The stage of the sales process involving gathering information and planning the approach to contact a prospect. This includes identifying buying roles, key criteria, expectations, and the best time to reach out.

The initial contact with the prospect, where the salesperson aims to grab attention, build rapport, and generate interest in the product or service. It involves making a positive first impression and understanding cultural nuances.

The heart of the selling process, where the salesperson presents the product or service to the prospect. It involves tailoring the presentation style based on the prospect's needs and using different techniques to persuade.

The stage where the salesperson attempts to gain a purchase commitment from the prospect. It involves using various closing techniques to encourage a decision and secure the sale.

The crucial stage after the sale, where the salesperson ensures customer satisfaction, builds a lasting relationship, and fosters repeat business and positive referrals.

The ability to understand and manage one's own emotions, empathize with others, and build strong relationships. It's crucial for sales success, enabling effective communication and persuasion.

A system that uses technology to manage customer interactions, consolidate data, and improve customer relationships. It helps businesses understand customer needs, personalize experiences, and optimize sales processes.

Using technology to streamline sales processes, improve efficiency, and enhance sales performance. This includes tools for tracking leads, managing contacts, automating tasks, and analyzing data.