Marketing dictionary

Chapter 16-20

Vocabulary Definition Example

1 Personal selling (N)
2 Sales promotion (N)
3 Over-the-counter-selling
(N)
4 Field selling (N)
5 Telemarketing (̣ N)
6 Outbound
telemarketing(N)
7 Inbound
telemarketing(N)
8 Inside selling(N)
9 Prospecting (N)
10 Qualifying (N)
Personal selling is the
interpersonal arm of marketing
communications, in which the
sales force engages customers
and prospects to build
relationships and make sales.
Sales promotion consists of
short-term incentives to
encourage the
purchase or sale of a product or
service.
Selling in retail or wholesale
locations in which customers
come to the seller’s place of
business
Sales calls made at the
prospective customer’s location
on a face-to-face basis
when the selling process is
conducted by phone
sales method in which sales
personnel contact potential
buyers by phone
sales method in which
prospects call a seller to obtain
information, make reservations,
or purchase products
the process of inbound sales
management utilizing phone,
mail, and the Internet
the process of identifying
potential customers
determining whether the
prospect meets certain criteria
for making a purchase
The other 4 parts of the
promotional mix are advertising,
personal selling, direct marketing,
and publicity/public relations.
The other elements of the
"promotional mix" are advertising,
sales promotion, direct marketing,
and personal selling.
widespread over-the-counter-
selling availability in many
countries of nutritional
supplements makes evaluation
exceedingly difficult.
That was the hardest part, using
the field sales information without
making Wilkinson look bad.
As a cost-saving measure from the
early days of the company, sales
were handled via direct mail and
telemarketing.
We provide traditional call center
services such as outbound and
inbound telemarketing, customer
support, and data entry.
Inbound telemarketing calls in
response to direct mail
advertisements are also exempt to
the extent that the direct mail
pieces ''clearly, conspicuously, and
truthfully disclose[] all material
information listed in § 310.3(a)(1)
of this Rule.
The job of an inside sales rep
requires them to sell an
organization’s products or services
via phone, email or other online
channels.
It was not until 1904 that
prospecting in the neighborhood
was again undertaken.
His experience qualifies him for
the job.
11 Pre call planning (N) the process of conducting
research and gathering
information before a sales call
12 Presentation (N) describing a product's benefits
and relating them to the
customer's problems or needs
13 Demonstration (N) when the buyer has the
opportunity to try out or
otherwise see how a product
works before purchasing
14 Objections (N) expressions of resistance by the
prospect
15 Closing (N) the point at which the
salesperson asks the prospect
for an order
16 Span of control (N) the number of sales
representatives who report to
first-level sales managers
17 Commission (N) a payment tied directly to the
sales or profits a salesperson
achieves
18 Sales quotas (N) specified sales or profit targets
that the firm expects
salespeople to achieve
19 Desirable products (N) Products that give both high
immediate satisfaction and high
long-run benefits.
20 Coupons (N) when consumer is offered
discounts on the purchase price
of goods and services at retail
outlets
21 Rebates (N) when the consumer is offered
cash back for sending in proof
of purchase
22 Sampling (N) free distribution of a product to
obtain future sales
23 Contests (N) when entrants must complete a
specific task to be eligible to
win a prize
24 Sweepstakes (N) when any consumer can enter
to be eligible for a prize
25 Specialty advertising when an advertiser's message or
(N) logo is placed on useful articles
that are distributed to target
consumers
26 Consumer-oriented sales encourage repurchases by
promotions (N) rewarding current users,
Here's how to make the most of
your sales calls with pre-call
planning
She will take your questions after
she has made her presentation.
I went to a sculpture
demonstration last weekend.
She's made no objection to going.
Last year's tax demands are
closing on me.
If he makes that connection with
the regions, he has a far narrower
span of control which is more
easily policed and effectively
carried out.
Both states set up commissions to
examine their public schools.
The applications for direct sales
quota are still being processed.
The crowd moved indoors for
what were deemed the most
desirable items.
Occasionally, for organic products
show up on coupon websites.
There is a $50 rebate offered with
the printer.
We were given a sampling of the
food.
She hopes to win the contest for
mayor.
She won $5000 in a charity
sweepstakes.
From this form of advertising if
you always have this specialty
item in stock.
Consumer sales promotion is a
marketing technique that is used to
 boosting sales of
complementary products, and
increasing impulse purchases’
27 Trade promotion (N) sales promotion that appeals to
distribution intermediaries
rather than final consumers
28 Trade allowances (N) financial incentives offered to
wholesalers and retailers that
purchase or promote specific
products
29 Point-of-purchase display or other promotion
advertising (N) placed near the site of the actual
buying decision
30 Trade shows (N) product exhibitions organized
by industry trade associations to
showcase goods and services
31 Sales force (N) all the employees of a company
whose job is persuading
customers to buy their
company's products or services
32 Stereotypes (N) An idea that is used to describe
a particular type of person or
thing, or a person or thing
thought to present
33 Cooperative marketing the fact of two or more
(N) companies advertising and
selling each other's products
34 Territorial sales force refers to a sales force
structure (N) organization that assigns each
salesperson to an exclusive
geographic territory in which
that salesperson sells the
company’s full line of products
or services to all customers in
that territory.
35 Promotion (N) decisions about advertising,
personal selling, sales
promotion, direct marketing,
and public relations used to
reach company goals.
36 Product Promotion (N) a promotional method used by
businesses to convince
prospects to select their goods
or services instead of a
competitor's brands
entice customers to purchase a
product.
Discouraging tourism and stopping
trade promotion is a starting-point
here.
Pollution sources such as electric
power plants and factories are
allowed to trade allowances
These days, shoppers make almost
three out of every four decisions to
buy something in stores, up
steeply from the last time the Point
of Purchase Advertising Institute
probed America's buying habits.
The company unveiled a new
product at the annual trade show
this week.
Such problems are built in when
an industry's sales force lives by
commission.
The characters in the book are just
stereotypes.
Instead of depending on the
market to meet their needs, many
of these farmers depended on
networks of shared resources and
cooperative marketing.
Territorial sales force structure
refers to a sales force organization
that assigns each salesperson to an
exclusive geographic territory
He replaced me in Scranton when
I got this promotion here to the
head office.
They can also be for product
promotion, or for economic benefit
of a corporation, or to sell a new
product.
37 Institutional Promotion a promotional method used to
(N) create a favorable image for a
business, help it advocate for
change, or take a stand on trade
or community.
38 Promotional Mix (N) a cost-effective combination of
advertising, selling, sales
promotion, direct marketing,
and public relations strategies
used to reach company goals.
39 Direct Marketing (N) a type of advertising that sends
a promotional message to a
targeted group of prospects and
customers rather than to amass
audience.
40 Slotting allowances (N) money a manufacturer pays a
retain chain to place a product
on store shelves
41 Public Relations (N) activities that help an
organization to influence a
target audience.
42 News Release (N) an announcement sent to the
appropriate media outlets.
43 Publicity (N) bringing news or newsworthy
information about an
organization to the public's
attention
44 Push Policy (N) a type of promotion in which
manufacturers use a mix of
advertising, personal selling,
and trade discounts with
partners in the distribution
channel to "push" the product
through to the retailer.
45 Pull Policy (N) A type of promotion by
manufacturers that directs
promotional activities toward
consumers.
46 Product Promotion personal selling, advertising,
Types (N) sales promotion, and direct
marketing
47 Institutional Promotion public relations, company web
Types (N) site, community involvement,
and charity involvement
Any promotional activity they do
that boosts this image will be
considered as institutional
promotion.
A promotional mix specifies how
much attention to pay to each of
the five factors, and how much
money to budget.
The first year of direct marketing
activity involved ' piggy backing '
communications with shareholder
information mailed quarterly.
Slotting allowance is prohibited
too, but when it comes to
enforcement, it is poorly regulated.
Slotting allowance remains
virtually unregulated in the United
States.
George is a public relations officer
for The John Bennett Trust.
The news release was issued to
foreign media in this country and
those abroad in countries where
we receive a high number of
asylum applicants.
His public appearances are good
publicity for the new movie.
Six months later Clegg was
pushing a policy to triple them.
The pull policy has attracted a lot
of potential customers.
Product Promotion Types help us
to attract more customers
institutional Promotion Types
consist of public relations, a
corporate website, participation in
 the community, and charitable
giving
48 Salutary products (N) Products that have low salutary products are what we need
immediate appeal but may for this program
benefit consumers in the long
run
49 Consumer promotion sales strategies that encourage Consumer Promotion. C&D to hire
(N) customers and prospects to buy CW internal people (2-3) who
a product or service coordinate consumer promotion
programs, including event
planning, spring break promotions,
concert series promotions, to work
with creative services group
(historically performed under CW
sales).
50 Pleasing products (N) Products that give high Shampoo is a pleasing product
immediate
satisfaction but may hurt
consumers in the long run.
51 Premiums (N) low-cost item given to I want to have Spotify premium
consumers at a discount or for
free
52 Incentives (N) a higher prices product, award, my daddy gives me material
or gift card that is earned and incentives
given away through contests,
sweepstakes, special offers, and
rebates.
53 Promotional tie-ins (N) activity that involves sales our current industry offers
promotion between one or more Promotional tie-ins
retailers or manufacturers; also
called cross-promotion or
cross-selling.
54 Loyalty marketing a marketing program that the industry has Loyalty marketing
programs (N) rewards customers by offering programs
incentives for repeat purchases,
such as a frequent flyer
55 Kiosks (N) a point-of-purchase display that our film recording Kiosks don't
is a stand-alone structure have enough actors
56 Types of sales Trade and Consumer These many types of sales
promotions (N) Promotions promotions
57 Team selling Using teams of people from Team selling have many good
(N) sales, marketing, engineering, effects
finance, technical support, and
even upper management to
service large, complex
accounts.
58 Follow-up (N) The sales step in which a All patients were followed up
salesperson follows up after the clinically for four months.
sale to ensure customer
satisfaction and repeat business.
59 Deficient products (N) Products that have neither
immediate appeal nor long-run
benefits.
60 Societal marketing (N) A company should make
marketing decisions by
considering consumers’ wants,
the company’s requirements,
consumers’ long-run interests,
and
society’s long-run interests.
61 Price packs (N) (Also called cents-off deals)
offer consumers savings off the
regular price of
a product.
62 Advertising specialties also called promotional
(N) products, are useful articles
imprinted
with an advertiser’s name, logo,
or message that are given as
gifts to consumers.
63 Point-of-purchase (POP) promotions include displays
(N) and demonstrations that take
place at the point of sale.
64 Business promotions (N) Sales promotion tools used to
generate business leads,
stimulate purchases, reward
customers, and motivate
salespeople.
65 Direct and digital Engaging directly with
marketing (N) carefully targeted individual
consumers and customer
communities to both obtain an
immediate response and build
lasting customer relationships
66 Digital and social media Using digital marketing tools
marketing (N) such as Web sites, social media,
mobile apps and ads, online
video, e-mail, and blogs that
engage consumers anywhere,
anytime via their digital devices
67 Multichannel marketing Marketing both through stores
(N) and other traditional offline
channels and through digital,
online, social media and mobile
channels
68 Online marketing (N) Marketing via the Internet using
company Web sites, online
Deficient products is something
we need
Social marketing, or marketing for
good, is a way to inspire social
change by advertising a behavior
or lifestyle change to benefit
society instead of selling a
product.
These Price packs are so expensive
A good example of an advertising
specialty is a calendar given by a
business to its customers as a
Christmas present
POP encourages impulsive buying
to consumers
Business promotions may include
sales and discounts for a limited
amount of time
direct and digital marketing can be
described as direct interaction with
specifically targeted customers and
customers
utilizing digital marketing
platforms including websites,
social media, mobile applications
and advertisements, online video,
e-mail, and blogs that engage
customers wherever they are,
whenever they use a digital device,
is known as Digital and social
media marketing
both in-store and other
conventional offline channels is
Multichannel marketing, as well as
online, via social media, and
through mobile platforms
Online marketing is an innovative,
dynamic industry where only the
 ands and promotions, e-mail,
online video and blogs
69 Marketing Web site (N) A web site that interacts with
consumers to move them closer
to a direct purchase or other
marketing outcome
70 Branded community A Web site that presents brand
Web site (N) content that engages consumers
and creates customer
community around a brand
71 Online advertising (N) Advertising that appears while
consumers are browsing online,
including display ads, search-
related ads, online classifieds,
and other forms
72 E-mail marketing (N) Sending highly targeted, highly
personalized,
relationship=building
marketing messages via e-mail
73 Spam (N) Unsolicited, unwanted
commercial e-mail messages
74 Viral marketing (N) The digital version of word-of-
mouth marketing: videos, ads,
and other marketing content
that is so infectious that
customers will seek it out or
pass it along to friends
75 Blogs (N) Online journals where people
and companies post their
thoughts and other content,
usually related to narrowly
defined topics
76 Mobile marketing (N) Marketing messages,
promotions, and other content
delivered to on-the-go
consumers through mobile
phones, smartphones, tablets,
and other mobile devices
77 Direct-mail marketing Marketing that occurs by
(N) sending an offer,
announcement, reminder, or
other item directly to a person
at a particular address
78 Catalog marketing (N) Direct marketing through print,
video or digital catalogs that are
mailed to select customers,
made available in stores, or
presented online
most creative and savviest minds
break new ground.
Website marketing is the
communication advertising
solutions through the website of
the business.
Branded community websites are a
great way to drive brand loyalty.
Online advertising, also known as
online marketing, Internet
advertising, digital advertising, or
web advertising
Try for free our Email Marketing
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Spam clogs our mailboxes daily to
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communications tool.
Viral marketing is a sales
technique that involves organic or
word-of-mouth information about
a product or service to spread at an
ever-increasing rate.
But they seem like straight
shooters who understand blogs,
and their business model is
interesting.
Discover mobile marketing trends
and find out what it means for
your business strategy.
Direct mail is marketing material
or product mailed directly to the
homes of consumers or offices of
business buyers.
Catalogue marketing, in simplest
words, is a way of selling your
products with the help of
catalogues.
79 Sense-of-mission A company should define its
marketing (N) mission in broad social terms
rather than narrow
80 Direct- response Direct marketing via television,
television marketing including direct-response
(DRTV) (N) television advertising (or
infomercials) and interactive
(iTV) advertising
81 Omni-channel retailing Creating a seamless cross-
(N) channel buying experience that
integrates in-store, online, and
mobile shopping.
82 Competitive advantage An advantage over competitors
(N) gained by offering consumers
greater value.
83 Competitor analysis (N) Identifying key competitors;
assessing their objectives,
strategies, strengths and
weaknesses, and reaction
patterns; and selecting which
competitors to attack or avoid.
84 Competitive marketing Strategies that strongly position
strategies (N) the company against
competitors and give it the
greatest possible competitive
advantage.
85 Strategic group (N) A group of firms in an industry
following the same or a similar
strategy
86 Benchmarking (N) Comparing the company’s
products and processes to those
of competitors or leading firms
in other industries to identify
best practices and find ways to
improve quality and
performance.
87 Customer value analysis An analysis conducted to
(N) determine what benefits target
customers value and how they
rate the relative value of
various competitors’ offers
88 Market leader (N) The firm in an industry with the
largest market share.
89 Market challenger (N) A runner-up firm that is
Sense-of-Mission Marketing is
essentially a principle of
marketing that states that an
organization must define its
mission in such a way that it has a
broader social context rather than
being merely product oriented
Direct Response TV Advertising
Definition: A marketing effort that
encourages the target audience to
respond directly to the advertiser
An omni-channel retail experience
will include brick-and-mortar
stores, app-based options, and
online platforms.
The question is how to leverage
technology to create competitive
advantage in the marketplace.
While this often includes steps
found in traditional marketing
competitor analysis, such as
products, prices, etc.
strategies that provide the firm the
most competitive advantage
feasible and aggressively position
it against rivals can be used as
Competitive marketing strategies
Strategic group is a collection of
businesses operating in the same
or a related industry
The company now applies
benchmarking across its entire
operation as part of a total quality
management process.
Customer Value Analysis (CVA)
is a methodology you can use to
identify the market sentiments,
attitudes, and opinions towards
your offerings.
His aim is to become the market
leader in providing desktop
solutions to doctors and the wider
health care community.
With around 10% to 15% market
 fighting hard to increase its
market share in an industry.
90 Market follower (N) A runner-up firm that wants to
hold its share in an industry
without rocking the boat.
91 Market nicher (N) A firm that serves small
segments that the other firms in
an industry overlook or ignore.
92 Competitor-centered A company whose moves are
company (N) mainly based on competitors’
actions and
reactions.
93 Customer-centered A company that focuses on
company (N) customer developments in
designing its marketing
strategies and delivering
superior value to its target
customers.
94 Market-centered A company that pays balanced
company (N) attention to both customers and
competitors in designing its
marketing strategies.
95 Global firm (N) A firm that, by operating in
more than one country, gains
R&D, production, marketing,
and financial advantages in its
costs and reputation that are not
available to purely domestic
competitors.
96 Economic community A group of nations organized to
(N) work toward common goals in
the regulation of international
trade.
97 Joint venturing (N) Entering foreign markets by
joining with foreign companies
to produce or market a product
or service.
98 Licensing (N) Entering foreign markets
through
developing an agreement with a
licensee in the foreign market.
99 Contract manufacturing A joint venture in which a
(N) company contracts with
manufacturers in a foreign
market to produce its product or
share, the company is a market
challenger.
Compare
Market followers must know how
to hold current customers.
A true market nicher has a
distinctive product that appeals
strongly to a particular consumer
group.
Competitor-centered company can
be understood as a business that
bases most of its decisions on the
actions and responses of its rivals.
Customer-centered company puts
the needs of its target consumers
first while developing its
marketing tactics and offering
them greater value.
Market-centered company designs
its marketing tactics with a
balanced focus on both clients and
rivals.
Global firms have research,
production, marketing, and
financial advantages in their costs
and reputation that are not
available to purely domestic
competitors.
in addition, the formation of the
ASEAN Economic Community
(AEC) is a chance for Vietnam to
expand its development for the
Southeast Asian community’s
peace, cooperation, and
development in the future.
The website was a joint venture
between him and his partner.
The licensing agreement allows
Davy to sell the system overseas.
Nutritional’s provides quality
contract manufacturing for the
export market.
 provide its service.
100 Management contracting A joint venture in which the
(N) domestic firm supplies the
management know-how to a
foreign company that supplies
the capital; the domestic firm
exports management services
rather than products.
101 Joint ownership (N) A cooperative venture in which
a two publishers already had joint
company creates a local
business with investors in a
foreign market who share
ownership and control.
102 Direct investment (N) Entering a foreign market by
developing foreign-based
assembly or manufacturing
facilities.
103 Standardized global A global marketing strategy
marketing (N) that basically uses the same
marketing strategy and mix in
all the company’s international
markets
104 Adapted global A global marketing approach
marketing (N) that
adjusts the marketing strategy
and mix elements to each
international target market,
which creates more costs but
hopefully produces a larger
market share and return.
105 Straight product Marketing a product in a
extension (N) foreign market without making
any changes to the product.
106 product adaptation (N) Adapting a product to meet
local conditions or wants in
foreign markets.
107 product invention (N) Creating new products or
services for foreign markets.
108 Communication A global communication
adaptation (N) strategy of fully adapting
advertising messages to local
markets.
109 Whole-channel view (N) Designing international
channels that take into account
Management Contracting is a form
of construction procurement where
the Client for a project employs
different Subcontractors directly.
The merger is not a surprise, as the
ownership of several magazines.
Because of her direct investment,
she was able to keep the company
from merging with a rival
Global standardization in
marketing is a standardized
marketing approach that can be
used internationally.
Adaptation in global marketing
keeps adapting the company's
offering and strategy based on
market and customers.
A straight product extension is
presenting your product to a global
marketplace without any changes
Product adaptation is the process
of changing a product to meet the
needs of customers in a market
other than the one in which it is
made.
Product Invention means any
Invention that pertains solely to, or
the sole use of which is limited to,
the Product or its development,
manufacture or use.
Communication adaptation means
changing the communication for a
product due to change in strategy,
line extension etc.
The whole channel view indicates
planning universal channels that
 the entire global supply chain
and marketing channel, forging
an effective global value
delivery network.
110 Sustainable marketing Socially and environmentally
(N) responsible marketing that
meets the present needs of
consumers and businesses
while also preserving or
enhancing the ability of future
generations to meet their needs.
111 Consumerism (N) An organized movement of
citizens and government
agencies designed to improve
the rights and power of buyers
in relation to sellers.
112 Environmentalism (N) An organized movement of
concerned citizens, businesses,
and government agencies
designed to protect and improve
people’s current and future
living environment.
113 Environmental A management approach that
sustainability (N) involves developing strategies
that both sustain the
environment and produce
profits for the company.
114 Consumer-oriented A company should view and
marketing (N) organize its marketing activities
from the consumer’s point of
view.
115 Customer value A company should put most of
marketing (N) its resources into customer
value–building marketing
investments.
116 Innovative marketing A company should seek real
(N) product and marketing
improvements
take into account the entire
worldwide advertising channel and
store network.
sustainable marketing is the type
of marketing that uses products
and services that respect the
environment and social aspects
around.
In turn, this has fueled the
emergence of a new consumer
drive, vigilante consumerism.
First, he has to earn the
credentials, then apply them to
something more profound and
credible than environmentalism
and utopian welfarism.
Environmental sustainability is
important to preserve resources
like clean air water and wildlife
for future generations.
In studying the consumer-oriented
literature, we identify and
compare three underlying market
innovation logics
Customer Value Marketing is a
customer's perception of the value
of your product or service.
innovative marketing concept is all
about conducting market research
into customer needs, behaviors and
trends, develop a prototype or
changes within product designing,
launching a new product in a
unique place, pricing the product
in a unique way, promoting
products in an unconventional
way, etc.