The two-way flow of communication between a buyer and a seller that is designed to
influence the buyer's purchase decision. Most expensive form.
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Personal Selling
Technique used to examine the relationships among cost, price, revenue, and profit
over different levels of production and sales to determine the break even point
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Break-Even Analysis
,The price against which buyers compare the actual selling price of the product and
that facilitates their evaluation process
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Reference Price
Combines the continuous and flighting schedules by maintaining a base level of
advertising but increasing advertising intensity during certain periods
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Pulsing
When is persuasive advertising used?
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Growth and early maturity stages of the product life cycle
Inclusion of a product in nontraditional situations, such as a scene in a television
program or movie
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, Product Placement
-regulates interstate and international radio, TV, wire, satellite, and cable
communications
-enforces restrictions on broadcasting material that promotes lotteries, cigarettes,
little cigars, or smokeless tobacco products, or that perpetuates a fraud
-enforces laws that prohibit or limit obscene, indecent, or profane language
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Federal Communications Commision
A brand-sponsored competition that requires some form of skill or effort
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Contest
Advantages--> flexible, timely, able to localize
Disadvantages--> can be expensive, short life span of advertisements
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Newspapers
, The amount of profit divided by the value of the investment.
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Return On Investment
(ROI)
The 4 types of company objectives?
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Profit-oriented
Sales-oriented
Competitor-oriented
Customer-oriented
Occurs prior to meeting the customer for the first time and extends the qualification
of leads procedure.
In this step the salesperson conducts additional research and develops plans for
meeting with the customer
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Pre-approach
A method of prospecting in which salespeople telephone potential customers
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influence the buyer's purchase decision. Most expensive form.
Give this one a try later!
Personal Selling
Technique used to examine the relationships among cost, price, revenue, and profit
over different levels of production and sales to determine the break even point
Give this one a try later!
Break-Even Analysis
,The price against which buyers compare the actual selling price of the product and
that facilitates their evaluation process
Give this one a try later!
Reference Price
Combines the continuous and flighting schedules by maintaining a base level of
advertising but increasing advertising intensity during certain periods
Give this one a try later!
Pulsing
When is persuasive advertising used?
Give this one a try later!
Growth and early maturity stages of the product life cycle
Inclusion of a product in nontraditional situations, such as a scene in a television
program or movie
Give this one a try later!
, Product Placement
-regulates interstate and international radio, TV, wire, satellite, and cable
communications
-enforces restrictions on broadcasting material that promotes lotteries, cigarettes,
little cigars, or smokeless tobacco products, or that perpetuates a fraud
-enforces laws that prohibit or limit obscene, indecent, or profane language
Give this one a try later!
Federal Communications Commision
A brand-sponsored competition that requires some form of skill or effort
Give this one a try later!
Contest
Advantages--> flexible, timely, able to localize
Disadvantages--> can be expensive, short life span of advertisements
Give this one a try later!
Newspapers
, The amount of profit divided by the value of the investment.
Give this one a try later!
Return On Investment
(ROI)
The 4 types of company objectives?
Give this one a try later!
Profit-oriented
Sales-oriented
Competitor-oriented
Customer-oriented
Occurs prior to meeting the customer for the first time and extends the qualification
of leads procedure.
In this step the salesperson conducts additional research and develops plans for
meeting with the customer
Give this one a try later!
Pre-approach
A method of prospecting in which salespeople telephone potential customers
Give this one a try later!
