| A | B |
|---|
| least-training-required | recommendation of software |
| inexpensive | adv. of using iinternet for research |
| cookie | allows co. to observe customer's internet activities |
| Likert | marketering respondent's feelings |
| unstructured-observation | records variety of behaviors versus specific behaviors |
| will-shop-elsewhere | customer thinks she is not getting value for her $$$ |
| handles-complaints | customer service professionals |
| service-marketing | booking hotel rooms for travelers |
| promotion | mktg. function that helps customers make decisions |
| non-judgmental | personal interviews should involve people who are open, friendly and |
| high-flexibility | advantage of personal interviews |
| customer-base | store prices should be based on |
| unthical-legal | charging prices when supply is limited is |
| research | internal factor that might affect selling policies |
| unethical | salesman attends class on company time |
| unethical-behavior | salesman gives expensive gifts to obtain business - guilty of |
| take-customer-golfing | if it did not lead to award of business contact, it is OK to |
| finished-with-customers | when to ask experienced worker a question - when they are |
| reaching-closure | part of selling process that includes writing up the order |
| relationship-with-customer | important step for all salespeople = establishing |
| sizing-up-customer | part of establishing relationship with customer |
| randomly-offer-discounts | Robinson-Patman Act states company cannot |
| to-control-expenses | company policy regulates price of treating clients to meals - it is necessary |
| reasonable-firmness | firm's selling policies are enforced with |
| selling-adding-utility | thru sales, products are transferred to user - ex. of |
| repeat-business | using sales to satisfy customer's needs should lead to |
| providinig-information | use of communications channels (media) in P.R. activities - important part of |
| generate-immediate-response | why offer coupon with sales promo? |
| direct-mail | offers easiest means to evaluate effectiveness of ad |
| group-of-consumers | benefit of magazine ads - ability to target specific |
| surburban-newspapers | used to promote sale in certain geographic area |
| shoppers-guide | print promotional medium |
| deception | govt. regulates promo activities to protect consumers from |
| internet | banner ads exist because of the |
| during-prime-time | promo ethical issue regards children - televising war zone clips |
| institutional | ads that promote gifts local firm has given to community |
| on-facts | promotional message must be based |
| interrelated | relationship between marketing and promotion |
| at-higher-prices | disadvantage of branded products - they are sold |
| product-identification | brand names are primarily used for |
| Avis-tries-harder | ex of using product positioning to compete |
| is-voluntary | products graded by non-government agencies |
| government-standards | transportation of goods across state lines - must abide by |
| misleading-info-on-labels | ex. of unethical business behavior relating to labels |
| cause-packing | packaging promotes awareness of endangered species |
| make-necessary-changes | why monitor sales of established product |
| economic-conditions | should consider this when setting selling prices |
| monopolistic-practices | Sherman Anti-Trust Act addresses Standard Oil and |
| pricing-information | UPC codes provide |
| computer-generated-tags | how to reduce cost of labeling product prices - attach |
| predatory-pricing | ice cream shop sets prices below cost to eliminate competition |
