Exam 16: Customer Communication

One-on-one interaction between a salesperson and a prospective buyer is called ________.

Compare and contrast push strategy with pull strategy.

The paid display or use of products in television shows,movies,and video games is referred to as media mix.

The manufacturers of Zap Deodorant,a newly launched brand of men's deodorants,decide to provide coupons for 50-cents off on all their products in the Sunday newspaper.This is an example of what element in the communication mix?

Marketers are using ________ as a new way of integrating advertising with content,such as web links embedded in commercials on TV shows that viewers watch on Hulu or Netflix.

The chief downside of trade allowances is that they can lead to ________,in which the retailer buys a large quantity of a product when the price is low,thus reducing the producer's profit in the long run.

Word-of-mouth marketing is often called ________.

Trying to attract buyers by advertising a product that you don't intend to sell,and then trying to sell them another,usually more expensive,product is known as ________.

A promotional strategy that focuses on intermediaries is termed as ________.

According to the FTC,you can support claims for your product by offering a money-back guarantee or providing letters from satisfied customers.

KM Group,a home products manufacturer,owns a brand of paper towels called EasyWipes.The firm creates a commercial showing how an EasyWipes paper towel absorbs a spill faster than the competitor's paper towel.In this example,the commercial used by KM Group can be classified as a(n)________ advertising.

In a canned sales pitch,the salesperson focuses on questioning and listening before offering a solution that meets each prospect's unique needs.

Many companies have integrated live chat into their websites,in order to combine the wide reach and cost efficiencies of ________ with the individualized touch of ________.

National Do Not Call Registry gives individuals the opportunity to have their numbers removed from telemarketers' lists.

Business-to-business advertising relies heavily on emotional appeals.

The government agency that has the authority to impose penalties against advertisers who violate federal standards for truthful advertising is the ________.

Targeted display advertising allows customers or website visitors to opt-in to mailing lists.

Orville Manufacturers produce a popular line of cola drinks called Pep-Up.In order to promote the drink,the firm pays the producers of a popular television show to depict some of the characters drinking Pep-Up drinks.In this example,Orville Manufacturers uses ________.

Fashion Tree,an online retailer of fashion apparel,asks its website visitors if they want to opt-in to its mailing list,via a pop-up screen.This enables the firm to avoid annoying its customers.Every month Fashion Tree sends an e-mail highlighting current fashion trends to individuals who opt-in to its mailing list.In this example,Fashion Tree uses ________.

The first step in the personal-selling process is uncovering needs and presenting solutions.