another definition in the dictionary:
Modified_Rebuy-a buying situation in which an individual or organisation buys goods that have been purchased previously but changes either the supplier or some other element of the previous order. See Buy Classes, New Task Buying, Straight Rebuy.
Customer_Relati-a division of an organisation with responsibility for ensuring that customers are satisfied with the goods or services they have purchased and with the way the organisation has served them.
The letter 'C' words
Call
a visit to a client or prospective buyer by a sales representative to gather information, make a sal ...
CALLPLAN
an interactive computer program for determining the optimal number of calls to be made on each of a ...
Call_Back_Appro
making a second or subsequent attempt to sell to a particular buyer, usually presenting the product ...
Call_Planning
the arrangement of a sales representative's visits to buyers into an orderly sequence, the setting o ...
Call_Report
a written record of sales calls made by a representative for submission to a supervisor. See Call. ...
Campaign
a related selection and execution of IMC activities to achieve marketing communication objectives. ...
Canned_Approach
see Stimulus-Response Approach. ...
Cannibalisation
the loss of sales of an existing product to a new offering in the product line. See Planned Cannibal ...
Capitalist_Syst
see Free Market System. ...
Capital_Items
long-lived business assets (buildings, plant and equipment, etc) of a firm. ...
Captioned_Photo
a photograph with a brief description of its contents, frequently issued by public relations personn ...
Captive_Product
a product made specifically to be used with another, such as a refill with a ball-point pen, a blade ...
Carload_Freight
a special rate offered to companies by railways to encourage them to ship in carload (c.l.) rather t ...
Carryover_Effec
the rate at which the effectiveness of an advertising campaign diminishes with the passing of time, ...
Cartel
a group of firms (or nations) attempting to act as a monopoly to control the market price. ...
Case_Allowance
discount allowed on products sold to retailers to encourage them to purchase in larger quantities. S ...
Cash_Cows
products or strategic business units within the organisation's mix which are characterised by high m ...
Cash_Discount
a reduction in price offered to a buyer in return for prompt settlement of account. See Discount. ...
Cash_Flow
the money required by a company to meet expenses in a given period. ...
Cash_Rebate
money refunded to customers who buy merchandise from retailers within a specified time, the rebate a ...
Casual_Product_
broad classifications of products used to describe markets in everyday terms, eg. the pet food marke ...
Catalogue_Marke
a form of direct marketing in which customers order from catalogues which are sent to them by mail, ...
Catalogue_Retai
retailers who mail catalogues to their customers and maintain showrooms where samples of the product ...
Catalogue_Showr
see Catalogue Retailer. ...
Category_Manage
an individual responsible for the marketing strategies of all the brands in a product line, also ref ...
Causal_Research
marketing research which examines the cause-and-effect relationship among variables. ...
Caveat_Emptor
a Latin term meaning 'let the buyer beware'. The term implies that it is the customer's responsibili ...
CBD
abbrev. Central Business District. ...
Ceiling_Price
see Price Ceiling. ...
Celebrity_Endor
see Celebrity Testimonials. ...
Celebrity_Testi
advertisements featuring endorsements of products by well-known personalities from the field of ente ...
Census
the collection of data from all possible sources in a population. ...
Centralised_Exc
a system for the trading of goods which utilises a central market. See Decentralised Exchange System ...
Central_Busines
the region of a city where retail and other businesses are concentrated, with a consequent high volu ...
Centre_of_Influ
a prospecting method based on referrals, a salesperson uses influential people (bankers, solicitors, ...
Cents_Off_Deal
see Price Packs. ...
Chain_Store
a group of retail stores, centrally owned and managed, generally carrying the same kind of merchandi ...
Channel
see Marketing Channels. ...
Channel_Captain
a member of a marketing channel assuming a leadership role in organising the system in order to less ...
Channel_Conflic
discord among members in a marketing channel. See Horizontal Channel Conflict, Inter-type Channel Co ...
Channel_Flows
the flow of physical goods and services, title, promotion, information and payment along a channel o ...
Channel_Leaders
see Channel Captain. ...
Channel_Length
the number of levels of marketing intermediaries used in the channel of distribution. See Direct Mar ...
Channel_Levels
see Channel Length. ...
Channel_Mix
the degree of intensivity selected for the distribution of a product. See Exclusive Distribution, In ...
Channel_of_Dist
see Marketing Channels. ...
Channel_Power
the circumstances - economic or social that allow one channel member to control another. See Channel ...
Channel_Strateg
decision-making related to the selection of the most appropriate method of controlling the flow of g ...
Channel_System
a method of linking customers and intermediaries by means of an integrated communication network, pr ...
Chlorofluorocar
chemical substances believed to deplete the protective ozone layer of the earth's upper atmosphere, ...
Choice_Set
the final set of brands from which a consumer makes a purchase choice after some brands in the aware ...
CIF
abbrev. Cost, Insurance and Freight. ...
CIF_Pricing
see Cost-Insurance-Freight Pricing. ...
Citizen_Action_
one of the several types of public which may influence an organisation's decision-making, a group wi ...
Classified_Adve
print media advertising in which similar goods and services are grouped together in categories under ...
Class_Rate
the standard charge for the shipment of goods by a carrier. ...
Clincher
an additional inducement offered to a potential buyer by a salesperson in order to close a sale, ind ...
Close
the critical stage in the selling process when the salesperson attempts to obtain the buyer's commit ...
Closed_End_Ques
a question which allows a respondent to choose an answer from a given list. See Open-End Question. ...
Closed_Promotio
a sales promotion which is available only to a specific, high-potential target, for example, a bank ...
Closed_Territor
an exclusive territory assigned to a reseller by a manufacturer, the reseller is required to sell on ...
Closing
urchase from a buyer, getting an order. ...
Closing_Signals
see Buying Signals. ...
Closing_Skill
the ability of a salesperson to obtain the buyer's commitment to the purchase. ...
Closing_Techniq
methods employed by a salesperson when asking for an order and aimed at obtaining a favourable respo ...
Cluster_Analysi
a multivariate statistical technique used to identify entities with similar characteristics from tho ...
Cluster_Sample
a form of probability sample where respondents are drawn from a random sample of mutually exclusive ...
Clutter
All non-programming time on radio and TV, this includes time given to advertsing commercials, statio ...
Clutter_Level
See Clutter, Audience Tune-Out. ...
Cognitive_Disso
a doubt that surfaces when a buyer becomes aware that an alternative product may offer more desirabl ...
Cold_Calling
making a sales call on a client without an appointment. ...
Cold_Canvassing
see Cold Calling ...
Collusion
agreement between a group of companies to fix a common price. See Cartel. ...
Combination_Bra
emphasising a corporate or family name as well as an individual brand name in product marketing. See ...
Command_System
see Planned Economy, Controlled Allocation System. ...
Commercial
a television advertisement . ...
Commercialisati
the final stage of the new product development process in which the decision is made to put the new ...
Commercial_Trav
a late nineteenth century term of American origin for a salesperson. ...
Commission
a payment made to a salesperson based on a percentage of the value of the goods sold. ...
Commission_Over
a commission paid to a sales manager based on a percentage of his or her salespeople's commissions. ...
Commodity_Marke
markets typified by the homogeneity of products and a virtual irrelevance of branding. ...
Commodity_Produ
a product that cannot be significantly differentiated from competitors' products. ...
Commodity_Rate
a rate which is applied in any situation where freight is product specific rather than based on volu ...
Common_Carrier
regular scheduled transportation services such as railways, airlines and trucking lines, available t ...
Common_Market
a group of geographically associated countries limiting trade barriers among member nations and appl ...
Communicability
the extent to which the benefits of a new product are likely to be noticed and discussed by consumer ...
Communications
see Marketing Communication. ...
Communication_E
the influence that an advertisement or some other form of promotional activity might have, is having ...
Communication_P
the process by which a message, encoded by a sender, is transmitted through a medium to a receiver, ...
Company_Mission
see Corporate Mission. ...
Comparative_Adv
advertising in which a firm names a competitor's product and compares it with its own, also called C ...
Comparative_Inf
one of three types of influence exerted on consumers (with informational influence and normative inf ...
Comparison_Adve
see Comparative Advertising. ...
Comparison_Pric
a pricing method in which the price for a new product is set by comparing the benefits it offers to ...
Compatibility
the extent to which a new product requires consumers to adjust to unfamiliar methods of use, a major ...
Compensation
remuneration for work done on behalf of another. ...
Compensation_Me
handling a buyer's objection by admitting the validity of the objection but pointing out some advant ...
Compensation_Sy
schemes for remunerating salespeople for tasks performed, commonly used systems include straight sal ...
Competition
see Competitors. ...
Competition_Ori
a method of pricing in which a manufacturer's price is determined more by the price of a similar pro ...
Competitive_Adv
that which one firm can do better than another to satisfy consumer needs and wants. ...
Competitive_Adv
advertising which points out features of a brand which may not be available in other brands but does ...
Competitive_Ana
the assessment of the strengths and weaknesses of competing firms. ...
Competitive_Att
options available for attacking a competitor, these include a frontal attack (head-on), a flanking a ...
Competitive_Bid
a process in which buyers request potential suppliers to submit quotations or tenders for a proposed ...
Competitive_Dep
attempting to change the beliefs of buyers about the attributes of a competitor's product, the attem ...
Competitive_Env
that part of the company's external environment which consists of other firms vying for patronage of ...
Competitive_Equ
a market situation of relatively stable competitive position and activity. ...
Competitive_Myo
marketing short-sightedness in regard to the activity of competitors. ...
Competitive_Nic
a segment in a market in which a company can compete effectively. ...
Competitive_Par
a method of allocating a promotion budget based on matching the activity of a major competitor. ...
Competitive_Pos
an organisation's ranking in its industry by size and business strength, hypothetically, each compet ...
Competitive_Sco
the breadth or narrowness of an organisation's focus as measured horizontally by the range of indust ...
Competitive_Sit
the standing of an organisation in its markets, relative to its competitors, when all players are de ...
Competitive_Str
planning intended to give a company a competitive advantage over its competitors. ...
Competitors
firms vying for patronage of the same market. See Brand Competitors, Enterprise Competitors, Generic ...
Complementary_P
the pricing of one product at the optimum level, regardless of cost or profit considerations, so tha ...
Complete_Segmen
the division of a market into segments consisting of individual customers and tailoring a product an ...
Complexity
the degree of difficulty which a purchaser of a new product has in understanding it, a major determi ...
Complex_Decisio
in consumer behaviour, buying which is associated with the purchasing of high-involvement products w ...
Computer_Modell
constructing and manipulating computer-based simulations of marketing situations to examine the cons ...
Concentrated_Ma
a marketing segmentation strategy in which the firm concentrates its entire efforts and resources on ...
Concentrated_Se
one of four possible segmentation strategies (with market segment expansion strategy, product line e ...
Concentric_Dive
a growth strategy in which a company seeks to develop by adding new products, also called convergent ...
Concept_Develop
a two-phase stage in the development of a new product in which potential buyers are presented first ...
Conference_Sell
a selling situation in which a salesperson enlists the assistance of other people in the company (te ...
Conglomerate_Di
a growth strategy in which a company seeks to develop by adding totally unrelated products and marke ...
Conjoint_Analys
a statistical technique used to determine the optimal combination of variables. ...
Conjunctive_Mod
the idea that consumers establish minimum attribute levels which acceptable brands must possess, whe ...
Consequence_Pro
verbal tactics used by a salesperson to illustrate the disadvantages to a buyer of not making a part ...
Consideration_S
see Evoked Set. ...
Consultative_Se
an approach to personal selling emphasising the role of the salesperson as consultant, the salespers ...
Consumables
see Consumer Non-Durables. ...
Consumerism
a social movement intended to safeguard the rights of consumers. ...
Consumer_Attitu
see Attitudes. ...
Consumer_Behavi
the behaviour of individuals when buying goods and services for their own use or for private consump ...
Consumer_Credit
finance made available by leading companies to consumers for purchases with arrangements having been ...
Consumer_Durabl
a classification of consumer products consisting of goods with a long useful life, such as cars, ele ...
Consumer_Franch
the understanding consumers have of a brand. See Franchise-Building Sales Promotions. ...
Consumer_Goods
items purchased by consumers for personal and household use, consumer goods are classified as durabl ...
Consumer_Market
buyers and potential buyers of goods and services for personal and household use. ...
Consumer_Needs_
Forces directed to specific goals that can be achieved by purchase behaviour. The motive force for d ...
Consumer_Non_Du
a classification of frequently purchased consumer goods, non-durables are items which are consumed i ...
Consumer_Produc
categories of goods and services bought by consumers for their personal use, classes include conveni ...
Consumer_Resear
marketing research into the requirements, opinions, attitudes, etc. of consumers. ...
Consumer_Rights
fair entitlements due to consumers when buying from producers and resellers. ...
Consumer_Sales_
excluding advertising, personal selling and publicity - intended to motivate potential purchasers of ...
Consumer_Wearou
a decrease in the effectiveness of an advertisement or promotional campaign due to boredom and famil ...
Consummatory_Ad
advertising which stresses the benefits of taking immediate action to purchase. ...
Contactual_Refe
a group with which an individual has contact and which influences the individual's purchase decision ...
Containerisatio
the transportation of unitised and palletised goods by means of large crates or containers. See Pall ...
Contests
a form of sales promotion in which consumers are induced to buy earlier, or in greater quantity, by ...
Contingent_Meth
see 'What if...' Method (of handling sales objections.) ...
Continuity
the scheduling of media exposures of a particular advertisement or campaign evenly within a given pe ...
Continuous_Mark
on-going marketing research (as opposed to that conducted for a specific purpose.) See Ad Hoc Market ...
Continuum_of_Pl
the idea that planning is a multi-level process, beginning at the top with corporate planning and go ...
Continuum_of_Sa
the idea that all kinds of sales jobs are similar in some respects but vary in the degree of difficu ...
Contractual_Sal
salespeople who are not full or part-time paid representatives of a company but who sell for it on a ...
Contractual_Ver
a form of vertical marketing system in which independent firms at different levels of distribution a ...
Contract_Carrie
a transportation firm operating exclusively in one industry and contracted to particular firms. ...
Contract_Law
the body of law relating to contracts. ...
Contract_Manufa
the production and marketing by agreement of a company's product by an overseas firm. ...
Contract_Rate
a charge negotiated between carrier and shipper for the transportation of a commodity, sometimes cal ...
Controlled_Allo
see Planned Economy, Command System. ...
Control_Oriente
a system of pricing in which a product's price is controlled by government or by some regulating bod ...
Convenience_Goo
a category of consumer goods which are bought frequently, quickly and with a minimum of emotional in ...
Convenience_Pro
a category of consumer product purchased frequently and with little thought and effort. ...
Convenience_Sam
a form of nonprobability sample in which the researcher selects readily available respondents. ...
Convenience_Sto
a neighbourhood store which stocks frequently purchased items such as milk, bread and cigarettes. ...
Convergent_Dive
Disversification into related businesses. See Concentric Diversification, Divergent Acquisition, Div ...
Conversional_Ma
marketing activity intended to get people to change their ideas and attitudes about something they d ...
Cooling_Off_Per
a short period of time, usually a few days, in which purchasers of a product may void a sale contrac ...
Cooperative_Adv
advertising sponsored by two or more organisations to promote the goods or services of each. ...
Copycat_Product
a product that has been designed, branded or packaged to look exactly like that of a well-establishe ...
Copyright
protection in law afforded to authors, musicians, artists, etc. in respect to the works they have cr ...
Copy_Strategy_S
a document prepared by advertising agency executives as a guide for their creative staff in the prep ...
Copy_Testing
the pre-testing of advertising copy for print advertisements, usually by giving respondents a portfo ...
Core_Product
the intangible benefit or service offered by a product, for example, the core product offered to a p ...
Corporate_Adver
a form of institutional advertising focussing not on a particular product or product range but on th ...
Corporate_Brand
associating the name of a corporation with the individual brand name in product marketing, usually t ...
Corporate_Cultu
the particular strategies, style, systems, environment and shared values within an organisation whic ...
Corporate_Famil
see Family Brand. ...
Corporate_Image
the identity or perception of itself that an organisation attempts to convey to its publics, usually ...
Corporate_Image
advertising aimed at establishing an identity for a firm in the public mind. See Corporate Advertisi ...
Corporate_Issue
advertising in which an organisation states publicly its position on a controversial issue. See Advo ...
Corporate_Logo
a mark, design, symbol, etc. used to identify, and reflect an appropriate image of a company or orga ...
Corporate_Missi
the answer to the question 'What business are we in?', the corporate mission statement, with a broad ...
Corporate_Objec
specific, realistic and measurable goals which an organisation plans to achieve within a given perio ...
Corporate_Patro
advertising which encourages customers to patronise the firm. See Corporate Advertising. ...
Corporate_Plann
planning at the highest level in an organisation, involving an analysis of the current situation, th ...
Corporate_Spons
a form of below-the-line advertising in which a corporation offers funding to a group, association, ...
Corporate_Strat
see Strategic Planning. ...
Corporate_Umbre
a term used in reference to the use made of the corporate name and corporate image as a shield for n ...
Corporate_Verti
a system of distribution channel organisation in which the orderly flow of products from producer to ...
Corrective_Adve
advertising to correct erroneous claims or misleading messages in previous promotional announcements ...
Correlation_Tec
a range of statistical techniques used to discover relationships between diverse elements in a marke ...
Counsellor_Appr
see Adviser Close. ...
Counterfeiting
the copying of a competitor's well-known products. Some counterfeit products are intended to look as ...
Countermarketin
marketing activity intended to abolish interest in, and demand for, a product. ...
Countertrade
a system of international trade based on bartering, such transactions may or may not involve cash pa ...
Counter_Adverti
advertising sponsored by pressure groups in opposition to certain products. ...
Coupon
a popular form of sales promotion, distributed on the package of the product, by direct mail, or in ...
CPA
abbrev. Critical Path Analysis. ...
CPT
abbrev. Cost-Per-Thousand. ...
Creative_Sellin
an approach to selling in which salespeople aggressively seek out customers and use well-planned str ...
Credit
the allowance of time in which to pay for a purchase. See Consumer Credit. ...
Credit_Card
a small card, usually of plastic, used to obtain consumer products without immediate payment, the ca ...
Credit_Terms
conditions negotiated between seller and buyer relating to the time within which the buyer is oblige ...
Critical_Path_A
a planning technique used to keep projects on schedule, a flowchart shows time allotments and priori ...
Cross_Elasticit
a measure of the affect a change in the price of one product will have on the demand for a substitut ...
Cross_Over_Sell
see Cross-Selling. ...
Cross_Selling
selling by a salesperson of some part of the company's total product range for which another divisio ...
Cues
an environmental entity (advertisement, sign, store display, etc) which results in a specific respon ...
Cultural_Divers
the range of different value systems existing in a multicultural society. ...
Cultural_Values
ideas, beliefs, attitudes, opinions, principles, etc long cherished by members of a society. ...
Culture
the basic beliefs and values cherished by a society as a whole and handed down from one generation t ...
Cumulative_Quan
a price reduction offered to a purchaser in which the amount of the discount increases over time wit ...
Curbside_Sales_
informal coaching or training of a sales representative by a supervisor in the field. See Buddy Syst ...
Current_Ratio
the commonest of three financial ratios used to evaluate a firm's liquidity, current assets are expr ...
Curve_Fitting
a method of analysing associative data in which a number of possible curve shapes - straight lines, ...
Customary_Price
the traditional price, the price that consumers expect to pay for a certain product. ...
Customer_Driven
a system of distribution designed with customer requirements rather than a company's convenience in ...
Customer_Orient
see Customer-Oriented Management. ...
Customer_Orient
see ...
Customer_Orient
a management philosophy or state-of-mind in which it is recognised that the effective and efficient ...
Customer_Panels
see Focus Group. ...
Customer_Record
a card, slip or computer file on which is recorded pertinent facts about a prospect or customer (nam ...
Customer_Relati
a division of an organisation with responsibility for ensuring that customers are satisfied with the ...
Customer_Retent
maintaining the existing customer base by establishing good relations with all who buy the company's ...
Customer_Servic
a wide variety of activities intended to ensure that customers receive the goods and services they r ...
Customer_Traini
training in the proper and efficient use of equipment given by a vendor to its customer's employees, ...
Customer_Value_
an organisation's rating of the value it provides to its customers relative to that provided by its ...
Customised_Mark
in international marketing, a marketing program uniquely designed for a particular country. See Comp ...
Custom_Marketin
marketing activity in which a company attempts to satisfy the unique needs of every customer, also c ...
Custom_Publishi
the publishing of a magazine by an organisation wishing to strengthen its bonds with its customers a ...
C_Type_Response
a response to an advertisement or an advertising campaign which is immediately obvious. See S-Type R ...
see also:
Credit_Terms
conditions negotiated between seller and buyer relating to the time within which the buyer is oblige ...
another definition in the dictionary:
Commercial_Trav-a late nineteenth century term of American origin for a salesperson.
Organisational_-the sum of all industrial, institutional, reseller and government markets whose buyers purchase products for use in making other products, for resale, or in the operation of their businesses.
Curbside_Sales_
informal coaching or training of a sales representative by a supervisor in the field. See Buddy Syst ...
another definition in the dictionary:
Mall_Intercept-a type of marketing research interview, typically, respondents are chosen in shopping centres.
Rational_Buying-reasons for buying that are based on logic or judgement rather than on emotion.
Date_Stamping
See Open Dating. ...
another definition in the dictionary:
Captioned_Photo-a photograph with a brief description of its contents, frequently issued by public relations personnel with news releases or feature articles.
Fashion-a product that is popular at the moment, fashions tend to follow recurring life cycles. See Fad.
Multilevel_In_D
a tactic used by selling organisations where the buying centre of a large and important company incl ...
another definition in the dictionary:
Order_Processin-all of the activities related to filling a customer's order - checking the order, prices, terms, customer credit and stock levels, producing an invoice, picking the goods from the warehouse, packing and shipping them, and collecting payment.
Buyer_Intention-a method of predicting future demand for a product by asking potential buyers for their likely requirements.
Delphi_Techniqu
a forecasting method in which a cordinator seeks predictions from experts who revise their opinions ...
another definition in the dictionary:
Merchant_Wholes-an independent marketing middleman buying and taking title to goods and reselling them to retailers or industrial users. See Full Service Wholesaler, Limited-Service Wholesaler.
Sales_Force_Com-a method of forecasting future demand for a product by adding together what each member of the sales force expects to be able to sell in his or her territory.
