CH 17

1. Involve coordinated sales promotional arrangements between one or more retailers or manufacturers.
5. Certificates that entitle customers to cash discounts on goods or services
7. sales strategies that encourage customers and prospects to buy a product or service
9. Specific kind of public relations that involves placing positive newsworthy information about a business in the media. Cheaper than advertising.
10. Used to convince potential customers to buy a businesses' products instead of buying from a competitor.
11. point of purchase displays that are stand alone structures.
14. Used to convince a retailer to stock the products being promoted, pushing the product to the retailer.
15. Low-cost items given to consumers at a discount or for free
18. Sales promotion activities designed to gain manufacturers, wholesalers, and retailers support for a product.
19. Designed to create consumer interest, pulling consumers to the product.
20. Higher-priced products earned and given through contests, sweepstakes, and rebates.
21. an announcement sent to the appropriate media outlets

2. Also called frequent buyer programs, reward customers for making multiple purchases
3. A type of advertising directed to a targeted group of prospects and customers rather than to a mass audience
4. Used by businesses to create a favorable image for themselves, as opposed to promoting specific products or services.
6. Any paid form of non personal presentation and promotion of ideas, goods, or services by an identified sponsor.
8. decisions about advertising, personal selling, sales promotion, and publicity used to attract potential customers
12. Everything besides personal selling, advertising, and public relations that is used to stimulate consumer purchasing and sales effectiveness. Short-term incentive offered to encourage buying a good or service
13. Any activity designed to create a favorable image of a business, its products, or its policies.
16. eletronic media that allows people with similar interests to participate in a social network
17. a combination of strategies and a cost effective allocation of resources