1. Distribution Channel (Marketing Channel)
    A sequence of marketing organizations that directs a product from the producer to the ultimate user.
  2. Middleman (or marketing intermediary)
    A marketing organization that links a producer and user withina marketing channel
  3. Merchant Middleman
    A middleman that actually takes title to products by buying them
  4. Functional Middleman
    a middleman that helps in the tranfer of ownership of products but does not take title to the products
  5. Retailer
    A middleman that buys from producers or other middlemen and sells to consumers
  6. wholesaler
    a middleman that sells products to other fims
  7. Intiensive distribution
    the use of all available outlets for a product
  8. Selective distribution
    The use of only a portion of the abailable outlets for a product in each geographic area
  9. Exclusive distribution
    the use of only a single retail outlet for a product in a large geographic area
  10. Supply-Chain management
    Long-term partnership among channel members working together to create adistribution systemm that reduces inefficiencies costs and redundancies while creating a competive advantage satisfying customers
  11. Merchant wholesaler
    a middleman that purchases goods in large quantities and then sells them to other wholesalers or retailers and to institutional, farm, government, professional or industrial users
  12. Full service wholesaler
    A middleman that performs the entire range of wholesaler functions
  13. General merchandise wholesaler
    a middleman that deals in a wide variety of products
  14. Limited line wholesaler
    a middleman that stocks only a few product lines but carries numerous product items within each line
  15. Specialty-line wholesaler
    A middleman that carries a select group of products within a single line
  16. Agent
    A middleman that expedites exhanges, represents a buyer or a seller, and often is hired permanently on a commission basis
  17. Broker
    A middleman that specializes in a particualr commodity,represents either a buyer or a seller, and is likely to be hired on a tempory basis
  18. Independent retailer
    A firm that operates only one retail outlet
  19. Chain retailer
    A company that operates more than one retail outlet
  20. Department store
    a retail store that (1) employs 25 or more persons and (2) sells at least home furnishings, appliances ,family apparel, and household linens and dry good, each in a dfferent part of the store.
  21. Discount store
    A self service general merchandise outlet that sells products at lower than usual prices
  22. Warehouse Showroom
    A retail facility in a large, low cost building witha large on-premises inventory and minimal service
  23. Convenience store
    a small food store that sells a limited variety of products but remains open well beyond normal business hours
  24. Supermarket
    A large self serice store that sells primarily food and household products
  25. Superstore
    a large retail store that carries not only food and nonfood products ordinarily found supermarkets but also additional product lines
  26. Warehouse club
    A large scale member-only establishment that combines features of cash and carry wholesaling withdiscount retailing
  27. traditionl specialty store
    A store that carries a narrow product mix with deep product lines
  28. Off-Price retailer
    A store that buys manufacturs seconds,overruns returns, and off season merchandise for resale to consumers at deep discounts
  29. Category Killer
    a very large specialty store that concentrates on a single product line and competes on the basis of low prices and product availability
  30. Nonstore retailing
    A type of retailing whereby consumers purchase products without visiting a store
  31. Direct Selling
    The marketing of products to customers through face-to-face sales presentations at home or in the workplace
  32. Direct Marketing
    Is the use of the telephone, Internet, and nonpersonal media to introduce products to customers, who then can purchase them via mail, telephone, or the Internet
  33. Catalog marketing
    A type of marketing in which an organization provides a catalog from which cutomers make selections and place orders by mail, telephone, or the Internet
  34. Direct-Response marketing
    A type of marketing in which a retailer advertises a product and makes it available through mail, telephone or online orders
  35. Television home shopping
    A form of selling in which products are presented to television viewers, who can by them by callina a toll free number and payiing witha a credit card
  36. Online retailing
    Retailing that makes products available to buyers through computer connection
  37. Automatic Vending
    the use of machines to dispense products
  38. Lifestyle shopppping center
    An open air environment shopping center with upscale chain specialty stores
  39. Neighborhood shopping center
    A planned shopping center consisiting of several small convenience and specialty stores
  40. Community shopping center
    A planned shopping center that includes one or two department stores and some specialty stores, along with convenience stores
  41. regional shopping center
    a planned shopping center containing large department stores, numerous specialty stores, restaurants, movie theaters and sometimes even hotels
  42. Physical distribution
    all those activities concerned with the efficient movement of products from the producer to the ultimate user
  43. Inventory management
    the process of managing inventories in such a way as to minimize inventory costs, including both holding costs and potential stockout costs
  44. Order Processing
    Activities involved in receiving and filling customers purchase orders
  45. warehousing
    The set of activities involved in receiving and storing goods and preparing themm for reshipment
  46. Materials handling
    The actual physical handling of goods, in warehouses as well as during transportation
  47. Transportation
    The shipment of products customers
  48. carrier
    A firm that offers transportation services
  49. Promotion
    communication about an organization and its products that is intended to inform, persade or remind target market members
  50. integrated marketing communications
    coordination of promotion efforts to ensure mazimal informationl and persuasive impact on customers
  51. Promotion Mix
    the particular combination of promotion methods a firm uses to reacha target market
  52. Advertising
    A paid nonpersonal message communicated to select audience through a mass medium
  53. Personal Selling
    personal communication aimed at informing customers and persuading them to buy a firms products
  54. Sales promotion
    The use of activities or materials as direct inducements to customers or salespersons
  55. public relations
    communication activities used to create and maintain favorable relationships between an organization and various public groups, both internal and external
  56. primary demand advertising
    advertising whose purpose is to increase the demand for all brands of a product within a specific industry
  57. Selective-Demand advertising
    Advertising that is used to sell a particular brand of product
  58. Institutional Advertising
    Advertising designed to enhancea firm's image or reputation
  59. Advertising Agency
    An independent firm that plans, produces and places advertising for its clients
  60. Order Getter
    A salesperson who is responsible for selling a firm's products to new customers and increasing sales to present customers
  61. Creative Selling
    Selling products to new customers and increasing sales to present customer
  62. Order Taker
    A salesperson who handles repeat sales in ways that maintain positive relationships with customers
  63. Sales Support Personnel
    Employees who aid in selling but are more involved in locating prospects, education customers, building goodwill for the firm, and providing follow-up service
  64. Missionary salesperson
    a salesperson generally emplyed by a manufactur who visits retailers to persuade them to buy the manufacturers products
  65. Trade salesperson
    Salesperson-Generally employeed by food producer or processor-who assists customer in promoting products, especially in retail stores
  66. Technical Salesperson
    A salesperson who assists a compny's current customers in technical matters
  67. Consumer sales promotion method
    a sales promotion method designed to attract consumers to particular retail stores and to motivate them to purchase certain new or established products
  68. Trade sales promotion method
    a sales promotion method designed to encourage wholesalers and retailers to stock and actively promote a manufacturer's product
  69. Rebate
    A return of part of the purchase price of a product
  70. Coupon
    reduces the retail price of a particular item by a stated amount at the time of puchase
  71. Sample
    A free product given to customers to encourage trial and purchase
  72. Premium
    A gift that a producer offers a customer in return for buying its product
  73. Frequent-user incentive
    a program developed to reward customers who engge in repeat purchases
  74. Point of purchase display
    promotional material placed within a retail store
  75. Trade Show
    an industry-wide exhibit atwhich many sellers display their products
  76. Buying allownace
    a temporary price reduction to resellers for purchasing specified quantities of a product
  77. Cooperative advertising
    An arrangement whereby a manufacurer agrees to papy a certain amount of a retailers media cost for advertising the manufacturer's products
  78. publicity
    Communication in news-story form about an organization, its products, or both
  79. News Release
    A typed page of about 300 words provide by an organization to the media as a form of publicity
  80. feature article
    A piece prepare by an organization for inclusion in a particular publication
  81. captioned photograph
    a picture accompanied by a brief explanation
  82. press conference
    A meeting at which invited media personnel hear importan ntews announcements and receive supplementary textual material and photographs
Card Set
Business 13