A research report shows that a magazine’s readers are well respected by their peers and high in opinion leadership. They tend to be younger, more mobile, and more creative than later adopters. But they have fewer contacts outside their own social group or community than innovators. A firm might advertise to the readers of this magazine if it is targeting:

A major accounts sales force is used when a company wants to be certain that its most important customers get a special selling effort.

The main problem with advertising is that it costs so much–on average about one third of sales dollars for U.S. companies.

The three basic sales tasks are order-getting, order-taking, and sales prospecting.

If a seller wanted to pay the delivery charges and keep title to the products until delivered to a buyer, the seller could use “F.O.B. buyer’s factory” geographic pricing terms.

Price reductions given to channel members to encourage them to advertise or otherwise promote a firm’s products locally are:

Comparative advertising has been banned by the Federal Trade Commission because it was so effective in winning sales from competing products named in ads.

Marketing’s job is not just to satisfy consumer wants as they exist at any particular point in time but also to keep looking for new and better ways to create value and serve consumers.

For many firms, the largest single operating expense is:

Higher profits