Term
| What is the combination of promotional tools an organization uses? |
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Definition
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Term
| What is a technique that combines all the promotional tools into one comprehensive and united promotional strategy? |
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Definition
| Integrated marketing communication (IMC) |
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Term
| What are the 4 basic elements of the promotional mix? |
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Definition
| Advertising, personal selling, public relations, and sales promotion |
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Term
| What is paid, nonpersonal communication through various media by organizations and individuals who are in some way identified in an advertising message? |
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Definition
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Term
| What is nonpersonal communication that doesn't have an identified sponser? |
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Definition
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Term
| What is advertising to wholesalers and retailers by manufacturers to encourage them to carry their products? |
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Definition
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Term
| What is advertising designed to create an attractive image for an organization rather than for a product? |
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Definition
| Institutional advertising |
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Term
| What is advertising that supports a particular view of an issue? Also known as cause advertising. |
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Definition
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Term
| What are the 6 main categories where advertising dollars are spent? |
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Definition
| Digital, TV, radio, newspaper, magazines, and outdoor |
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Term
| What is putting products into TV shows and movies where they will be seen? |
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Definition
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Term
| What is a full-length TV program devoted exclusively to promoting goods or services? |
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Definition
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Term
| What is a promotional process that allows marketers to go beyond a monologue, where sellers try to persuade buyers to buy things, to a dialogue in which buyers and sellers work together to create mutually beneficial exchange relationships? |
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Definition
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Term
| What is the face-to-face presentation and promotion of goods and services? |
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Definition
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Term
| What is the first step of the B2B selling process? |
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Definition
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Term
| What is the second step of the B2B selling process? |
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Definition
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Term
| What is third step of the B2B selling process? |
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Definition
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Term
| What is the fourth step of the B2B selling process? |
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Definition
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Term
| What is the fifth step of the B2B selling process? |
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Definition
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Term
| What is the sixth step of the B2B selling process? |
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Definition
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Term
| What is the seventh step of the B2B selling process? |
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Definition
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Term
| What is another name for prospecting and qualifying? |
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Definition
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Term
| Who is a person who meets the qualifying criteria called? |
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Definition
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Term
| What is researching potential buyers and choosing those most likely to buy? |
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Definition
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Term
| What is making sure people have a need for a product, the authority to buy, and the willingness to listen to a sales manager? |
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Definition
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Term
| What step of the B2B selling process are you trying to find out as much as you can about customers and their wants and needs? |
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Definition
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Term
| What is a step in the B2B selling process that consists of a question or statement that moves the selling process toward the purchase? |
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Definition
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Term
| What are the 5 steps of the business-to-consumer selling process? |
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Definition
| Approach, ask questions, make presentation, close sale, and follow up |
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Term
| What 2 steps aren't included in the B2C selling process? |
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Definition
| Prospecting/Qualifying and preapproach |
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Term
| What is the management function that evaluates public attitudes, changes policies and procedures in response to the public's requests, and executes a program of action and information to earn public understanding and acceptance? |
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Definition
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Term
| What are the 3 steps of a good public relations program? |
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Definition
| Listen to the public, change policies and procedures, and inform people that you're responsive to their needs |
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Term
| What is any information about an individual, product, or organization that's distributed to the public through the media and that's not paid for or controlled by the seller? |
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Definition
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Term
| What is the promotional tool that stimulates consumer purchasing and dealer interest by means of short-term activities? |
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Definition
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Term
| What is a promotional tool in which a company lets consumers have a small sample of a product for no charge? |
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Definition
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Term
| What involves sponsoring events like concerts or being at various events to promote products? |
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Definition
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Term
| What is a promotional tool that involves people telling other people about the products they've purchased? |
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Definition
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Term
| What is the term used to describe everything from paying customers to say positive things on the internet to setting up multilevel selling schemes whereby consumers get commissions for directing friends to specific websites? |
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Definition
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Term
| What is the means of distributing audio and video programs via the internet that lets users subscribe to a number of files, also known as feeds, and then they hear or view the material at the time they choose? |
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Definition
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Term
| What is a means of distributing multimedia digital files online for downloading or streaming? |
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Definition
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Term
| What is often the most powerful promotional tool? |
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Definition
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Term
| What is a promotional strategy in which the producer uses advertising, personal selling, sales promotion, and all other promotional tools to convince wholesalers and retailers to stock and sell merchandise? |
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Definition
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Term
| What is a promotional strategy in which heavy advertising and sales promotion efforts are directed toward consumers so that they'll request the products from retailers? |
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Definition
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