deca

CM:001-1 scope of channel management

explains how goods move from producer to consumer

CM:001-2 channel management purpose

connects products to target customers efficiently

CM:001-3 channel management function

coordinates distribution activities and partners

CM:003-1 distribution channels definition

paths products take from producer to consumer

CM:003-2 direct channel example

manufacturer sells directly to customer online

CM:003-3 indirect channel example

product sold through retailer or wholesaler

CM:003-4 channel types comparison

direct uses no intermediaries, indirect uses intermediaries

CM:004-1 technology in channels role

improves tracking and efficiency of distribution

CM:004-2 e-commerce channel use

allows digital product selling to customers

CM:004-3 logistics tracking systems

monitor inventory and shipment movement in real time

CM:005-1 legal compliance in channels

follows laws governing distribution agreements

CM:005-2 contract obligations in channels

define responsibilities between channel partners

CM:005-3 regulations impact on distribution

limit or guide how products can be sold and shipped

CM:006-1 ethics in channel management

fair treatment of all distribution partners

CM:006-2 transparency in channels

open communication between manufacturers and retailers

CM:006-3 fair competition in distribution

avoiding practices that unfairly block competitors

CM:007-1 channel coordination meaning

aligning distribution with marketing and sales goals

CM:007-2 integrated channel strategy

ensures consistency across all distribution methods

CM:008-1 channel relationships definition

connections between producers, wholesalers, and retailers

CM:008-2 channel conflict management

resolving disagreements between distribution partners

CM:008-3 trust in channel partnerships

maintaining reliability between all parties

CM:021-1 affinity partner relationships

cooperation between brands targeting similar audiences

SE:017-1 selling function definition

process of persuading customers to purchase products or services

SE:017-2 selling scope includes

all activities from prospecting to closing sales

SE:017-3 selling role in business

drives revenue and connects customers to products

SE:076-1 customer service in selling

support provided before, during, and after a sale

SE:076-2 service impact on sales

improves customer satisfaction and repeat purchases

SE:076-3 relationship selling focus

building long-term customer loyalty

SE:932-1 selling policies definition

rules guiding how a company conducts sales activities

SE:932-2 pricing consistency policy

ensures customers are charged fairly and uniformly

SE:932-3 return policy role

defines conditions for product returns or exchanges

SE:828-1 clientele building definition

process of developing a base of repeat customers

SE:828-2 trust in clientele growth

strong relationships increase customer retention

SE:828-3 networking for clientele

finding new customers through connections and referrals

SE:106-1 ethics in selling

fair and honest treatment of customers

SE:106-2 legal compliance in selling

following laws related to sales practices

SE:106-3 misleading sales prevention

avoiding false claims about products or services

SE:107-1 technology in selling role

tools that improve efficiency of sales process

SE:107-2 CRM systems use

track customer interactions and manage relationships

SE:107-3 digital sales tools

online platforms that support selling activities

SE:062-1 acquiring product knowledge

learning details about features and benefits

SE:062-2 importance of product knowledge

improves ability to match products to customer needs

SE:109-1 features vs benefits features

what a product has or does

SE:109-2 features vs benefits benefits

how a product helps the customer

SE:109-3 translating features to benefits

converting technical details into customer value

SE:048-1 selling process overview

step-by-step method used to complete a sale

SE:048-2 prospecting stage

finding potential customers

SE:048-3 approach stage

initial contact with customer

SE:048-4 presentation stage

showing product benefits to customer

SE:048-5 closing stage

finalizing the sale

SE:048-6 follow-up stage

ensuring customer satisfaction after purchase

SE:359-1 buyer motivation definition

reasons why customers decide to purchase

SE:359-2 psychological motivators

needs like status, security, or comfort

SE:359-3 rational motivators

logical reasons such as price or quality

IM:012 need for marketing data (definition)

explanation of why businesses require information to make marketing decisions

IM:012 need for marketing data (purpose)

reduces uncertainty in decision making

IM:012 need for marketing data (business use)

helps identify customer needs and market trends

IM:012 need for marketing data (scenario trigger)

used when a business lacks clarity about its target market

IM:184 marketing data monitored (definition)

types of information tracked for marketing decisions

IM:184 marketing data monitored (examples)

sales trends, customer behavior, market share

IM:184 marketing data monitored (purpose)

to evaluate performance and adjust strategy

IM:184 marketing data monitored (scenario trigger)

used when a company wants to measure campaign success

IM:001 marketing information management scope (definition)

activities involved in collecting and managing marketing data

IM:001 marketing information management scope (purpose)

supports decision making across marketing functions

IM:001 marketing information management scope (business use)

integrates data collection, analysis, and reporting

IM:001 marketing information management scope (scenario trigger)

used when discussing how businesses handle marketing data systems

IM:025 ethics in marketing information management (definition)

standards governing responsible use of data

IM:025 ethics in marketing information management (principle)

protect customer privacy and ensure honesty

IM:025 ethics in marketing information management (business use)

prevents misuse of customer information

IM:025 ethics in marketing information management (scenario trigger)

used when data is collected or shared unethically

IM:183 technology in marketing information (definition)

use of digital tools to manage marketing data

IM:183 technology in marketing information (examples)

CRM systems, analytics software, databases

IM:183 technology in marketing information (purpose)

increases speed and accuracy of data processing

IM:183 technology in marketing information (scenario trigger)

used when businesses automate data collection or analysis

IM:419 regulation of marketing information (definition)

laws and rules governing data collection and use

IM:419 regulation of marketing information (focus)

ensures compliance with privacy and data protection laws

IM:419 regulation of marketing information (business use)

avoids legal penalties and builds trust

IM:419 regulation of marketing information (scenario trigger)

used when handling customer data under legal restrictions

IM:010 marketing research nature (definition)

systematic process of collecting and analyzing market data

IM:010 marketing research nature (purpose)

helps solve marketing problems and guide decisions

IM:010 marketing research nature (business use)

identifies opportunities and customer needs

IM:010 marketing research nature (scenario trigger)

used when a company needs insights before launching decisions

IM:282 marketing research problems (definition)

issues that require investigation through research

IM:282 marketing research problems (examples)

declining sales, low customer satisfaction

IM:282 marketing research problems (purpose)

defines what the research must solve

IM:282 marketing research problems (scenario trigger)

used when a business identifies performance or market issues

IM:284 research design types (definition)

methods used to structure research studies

IM:284 research design types (types)

exploratory, descriptive, causal

IM:284 research design types (purpose)

determines how data will be collected and analyzed

IM:284 research design types (scenario trigger)

used when planning how to approach a research problem

IM:281 primary vs secondary research (definition)

difference between collected new data and existing data

IM:281 primary vs secondary research (primary)

new data collected directly

IM:281 primary vs secondary research (secondary)

data collected from existing sources

IM:281 primary vs secondary research (scenario trigger)

used when choosing data sources for research

IM:285 sampling plans (definition)

methods used to select participants for research

IM:285 sampling plans (types)

random, stratified, convenience sampling

IM:285 sampling plans (purpose)

ensures data represents the target population

IM:285 sampling plans (scenario trigger)

used when deciding who will be surveyed or studied