26. Sales and marketing 3 CHECK YOUR ENGLISH VOCABULARY FOR BUSINESS AND ADMINISTRATION

CHECK YOUR ENGLISH VOCABULARY FOR BUSINESS AND ADMINISTRATION

26. Sales and marketing 3

Match each definition in sentences 1 – 32 with an appropriate word 'pair' connected with sales and marketing. The first word of each pair can be found hidden in the top box, and the second word can be found hidden in the bottom box. These words can be found by reading from left to right (→), and / or from top to bottom (↓). The first one has been done as an example. (Note that in some cases the same word may be needed more than once, but will only appear once in each grid). 1 An increase in the attractiveness to customers of a product or service which is achieved by adding something to it (for example, a computer might come with pre-loaded software, a printer, scanner, etc). = added value 2 A large exhibition and meeting for advertising and selling a specific type of product. 3 A long-term customer preference for a particular product or service (for example, someone who always buys Mazda cars because he thinks they are better than other cars on the market). 4 A carefully selected representative range of consumers used for the purposes of providing feedback on likes and preferences. 5 To reach the point at which revenue (the amount of money received for selling something) is equal to the costs of production. 6 A system that gives incentives to customers to continue using the same shop or service (for example, by collecting points that they can redeem on future purchases). 7 A competition between companies to get a larger market share by cutting prices. 8 Machines which are used in the kitchen, such as washing machines, refrigerators, etc. 9 An organisation that specialises in planning, creating and implementing direct mail campaigns for clients. 10 A marketing technique that promotes and emphasises a product's difference from other products of a similar nature. 11 The activity of looking after customers so that they do not become dissatisfied. 12 A telephone call or sales visit where the sales person has no appointment and the client is not an established customer. 13 Actions taken by an organisation to protect itself when unexpected events or situations occur that could threaten its success or continued operation (for example, a competitor selling a better product at a lower price). 14 The regular customers of an organisation or professional person. 15 The selling of goods or services through a linked group of self-employed agents or representatives. 16 An item in a shop that is sold below cost price in order to attract customers into the shop. 17 A prediction of future sales based mainly on past sales performance. 18 A two-word adjective used to describe a sales technique in which a customer is forced to buy something that he / she does not really want 19 The level of recognition that consumers have of a company name (or its products) and its specific category (for example, most people know that McDonalds® sell fast food, especially burgers). 20 The practice of building up and keeping contacts with customers, clients, the general public, etc. 21 A product or service which sells the most in a market. 22 A sheet giving news about something (for example, a new product) which is sent to newspapers and television and radio stations so that they can use the information. 23 A two-word adjective used to describe a product or service for which sales remain constant no matter what its price because it is essential to buyers. 24 The ending of the manufacture and sale of a product. 25 The safeguarding of customers' interests in terms of quality, price and safety. 26 A group of manufacturers or suppliers who visit another country to increase export business. 27 An idea which a company would like the public to have of it. 28 The establishment of price levels in a market by a dominant company or brand. 29 The people to whom a company is planning to sell its goods or services. 30 A sales promotion technique in which customers are offered a 'free gift'. 31 The name of a store which is used on products which are specially packed (and sometimes produced) for that store. 32 Using your knowledge of your customers in order to determine the corporate strategy of your company or organisation.

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