another definition in the dictionary:
Case_Allowance-discount allowed on products sold to retailers to encourage them to purchase in larger quantities. See Allowances.
Open_Bid-a system, common in the government market, of calling for bids from selected suppliers.
The letter 'F' words
FABS
acronym for Features and Benefits Selling. ...
Face_to_Face_Se
selling situations in which salesperson and buyer meet together (rather than use telephone or mail, ...
Face_Validity
the apparent plausibility of the results of marketing research, which on the basis of logic and comm ...
Facilitating_Ch
an agency or organisation, such as a bank, transport company or insurance agency, which provides spe ...
Factory_Outlet
a retail store that sells the products of one manufacturer, usually at very low prices. ...
Factor_Analysis
a statistical procedure for trying to discover the basic factors that may underlie and account for t ...
FACTS
abbrev. Federation of Australian Commercial Television Stations. ...
Fad
a product, especially a fashion, that comes quickly to the attention of an eager public, achieves pe ...
Fake_Interview
a job interview held when a company advertises a non-existent position in its firm hoping to attract ...
False_Objection
see Hidden Objection, Objections. ...
FAMI
abbrev. Fellow of the Australian Marketing Institute. ...
Familiarity_Sca
a scaling device for measuring a target audience's awareness and knowledge of a company or its produ ...
Family_Brand
a brand name used for a number of products in the same line, such as Revlon cosmetics or Heinz canne ...
Family_Life_Cyc
a series of stages through which the typical family passes, including bachelor stage, young marrieds ...
FARB
abbrev. Federation of Australian Radio Broadcasters. ...
FAS
abbrev. Free-alongside-Ship (at port of export). ...
Fashion
a product that is popular at the moment, fashions tend to follow recurring life cycles. See Fad. ...
Fast_Moving_Con
a term used in reference to frequently purchased consumer goods, such as foodstuffs, toiletries, etc ...
FAS_Pricing
see Free-alongside-Ship Pricing. ...
Favorability_Sc
a scaling device for measuring a target audience's feelings or attitudes towards a company or its pr ...
Fear_Appeals_in
advertising messages which use fear as their focus, often employed in public service announcements, ...
Features
prominent or distinctive characteristics of a product's use, construction or design, also referred t ...
Features_and_Be
a selling style in which a salesperson is careful to relate each feature of the product being presen ...
Feature_Modific
a change made to any feature of a product in order to make it safer, more useful or more valuable to ...
Federation_of_A
an association of Australian commercial television stations responsible for the control of televisio ...
Federation_of_A
an association of Australian commercial radio stations responsible for the control of radio advertis ...
Feedback
the mechanism in the communication process which allows the sender to monitor and evaluate the recei ...
Fictitious_Pric
the unethical, possibly illegal, practice of announcing a price reduction (eg. 'now $20, formerly $4 ...
Field_Research
see Primary Research. ...
Field_Sales_Man
a sales manager whose prime responsibility is for the supervision of the sales force in its outside ...
Field_Selling
face-to-face sales calls made by company representatives on customers in their homes or places of bu ...
Fighting_Brand
a low-priced manufacturer's brand sold with minimal advertising and promotional expenditure, the bra ...
Financial_Lever
a measure of the extent to which a firm uses debt in its total capital structure, the higher the com ...
Financial_Resou
the availability of money in the form of cash, securities, creditors, loan facilities, etc possessed ...
Financial_Risk
concern in the buyer's mind that the product being considered for purchase is too expensive, or will ...
FIS
abbrev. Free-in-Store. ...
Fishyback
a term used in the physical distribution of goods to refer to a system of transportation requiring t ...
FIS_Pricing
see Free-in-Store Pricing. ...
Fixed_Sum_Per_U
an approach to promotional budget setting in which the total to be spent in a given period is the su ...
Flag
an area on a product label which interrupts the design to announce a special offer or similar promot ...
Flanker_Brand
a brand introduced into a market by a company which already has an established place in order to inc ...
Flanking_Attack
a competitive marketing strategy in which one company attacks another in a weak spot, commonly by pa ...
Flanking_Defenc
a competitive marketing strategy in which the market leader attempts to identify and strengthen its ...
Flanking_Strate
see Flanking Attack, Flanking Defence. ...
Flexible_Pricin
a pricing method in which the price charged for some consumer shopping goods and specialty goods and ...
Flighting
scheduling advertising campaigns in irregular bursts followed by periods of relative or complete ina ...
Floor_Price
see Price Floor. ...
Fluctuating_Dem
demand in the industrial sector which rises and falls sharply in response to changing economic condi ...
Flyer
a promotional leaflet or mailing piece. ...
FMCG
abbrev. Fast Moving Consumer Goods. ...
FOB
abbrev. Free-on-Board. ...
FOB_Pricing
see Free-on-Board Pricing. ...
FOC
abbrev. Front-of-Counter. ...
Focus_Group
a qualitative marketing research technique in which an independent moderator interviews a small grou ...
Follower_Role
see Market Follower. ...
Follow_the_Lead
decisions and actions taken by a firm which chooses to follow the market leader as an alternative to ...
Follow_the_Lead
a pricing strategy adopted by firms which copy the market leader's prices. ...
Follow_Up
the vital final stage in the selling process, the salesperson's call-back upon a client after the or ...
Foothold_Firm
see Market Nicher. ...
Forecasting
predicting future variables, such as the level of sales in a given period, the environmental factors ...
Foreground_Radi
a term used in reference to pre-recorded or live radio programs featuring music and commercial annou ...
Foreign_Currenc
the price of one country's currency expressed in terms of the currency of another country. ...
Foreign_Market_
expansion by entering an overseas market, the four possible ways of entry an overseas market are by ...
Foreseeability_
the notion under product liability laws that a manufacturer has an onus to foresee how a product mig ...
Formal_Product
see Actual Product. ...
Formal_Training
training given in a classroom setting as opposed to that given in the field. See Curbside Sales Trai ...
Formula_Approac
an approach to selling in which the salesperson uses a formula such as AIDA - awareness, interest, d ...
Formula_Marketi
a term used to describe an approach to marketing practice which relies heavily on conventional wisdo ...
Form_Utility
the value given to a product by virtue of the fact that the materials and components which comprise ...
Forward_Buy
the placement of an inventory purchase order earlier than required in order to take advantage of a s ...
Forward_Integra
a strategy for growth in which a company develops by seeking ownership of, or some measure of contro ...
Four_Ps
the four major controllable variables of the marketing mix - product, price, promotion and place. ...
Franchise_Build
consumer sales promotions which impart a selling message along with the deal, as in the case of free ...
Franchise_Exten
see Brand Extension. ...
Franchising
an arrangement in which a supplier grants a dealer the right to sell a product in return for some pe ...
Free_alongside_
a pricing approach in which the manufacturer pays the freight cost to the wharf, costs associated wi ...
Free_Associatio
a method of collecting qualitative marketing research data in which respondents are asked to supply ...
Free_Form_Prese
a selling approach which does not rely upon any set formula or method. See Formula Approach. ...
Free_in_Store_P
a pricing method in which the producer is responsible for all freight and delivery costs, the ordere ...
Free_In_The_Mai
a type of sales promotion in which consumers are offered a gift which is sent to them by post in ret ...
Free_Market
a market place which has minimum direct involvement of government in market decisions. ...
Free_Merchandis
a type of trade sales promotion in which resellers are given a certain quantity of merchandise free ...
Free_on_Board_P
a pricing method in which a producer bears only the costs involved of delivery of goods 'free-on-boa ...
Free_Samples
see Samples. ...
Free_Standing_I
brochures, leaflets and similar advertising material distributed with magazines and newspapers as lo ...
Free_Standing_R
a retail store, not located in a shopping complex with other retailers, having its own premises and ...
Freight_Absorpt
a pricing method in which the manufacturer bears some or all of the freight costs involved in transp ...
Freight_Charges
transportation costs involved in shipping goods from producer to customer. ...
Freight_Forward
firms specialising in the supply of transportation services, by buying large volumes of land, sea, a ...
Frequency
the number of times the target consumer will be exposed to the message during the specified period o ...
Freudian_Motiva
the theory that a consumer's buying preferences are dictated by unconscious motives, and that visual ...
Fringe_Benefits
benefits enjoyed by employees as part of a total remuneration or compensation package, fringe benefi ...
Front_of_Counte
the prime and most sought after position for impulse goods. Hence, front-of-counter (or FOC) display ...
Full_Function_M
see Full-Service Wholesaler. ...
Full_Line_Depar
a department store which offers many different lines of products, including clothing, sporting goods ...
Full_Line_Strat
the decision by a producer to offer a large number of product variations in a product line. See Limi ...
Full_Nesters
a term used to describe the stage in the typical family life cycle in which the household consists o ...
Full_Service_Ad
an advertising agency offering a complete range of services including marketing research, media plan ...
Full_Service_Re
a marketing research firm which can offer a client a complete range of services, including problem d ...
Full_Service_Wh
a wholesaler offering a complete range of services including buying, selling, storage, transporting, ...
Functional_Disc
a price allowance given to a firm performing some part of the marketing function for other members o ...
Functional_Midd
see Functional Wholesalers. ...
Functional_Modi
see Feature Modification. ...
Functional_Orga
the organisation of a firm's business activities so that a separate division is responsible for each ...
Functional_Risk
see Performance Risk. ...
Functional_Whol
agents, brokers, commission merchants, etc. who facilitate exchanges between producers and resellers ...
see also:
Shopping_Goods
consumer goods that the customer typically compares for suitability, quality, price, features, etc. ...
another definition in the dictionary:
Entertainment_M-promotion of a product by means of movie tie-ins, endorsement by entertainment industry celebrities, or similar. See Movie Tie-ins, Endorsement.
Performance_All-a discount or price reduction given to a wholesaler or retailer who promises to perform some additional activity (special display, etc) to sell a greater quantity of product.
ABS
abbrev. Australian Bureau of Statistics. ...
another definition in the dictionary:
Atmospherics-the combination of store decor, physical characteristics and amenities provided by a retailer to develop a particular image and attract customers.
Stabilising_Pri-a price set for a product with the intention of keeping prices steady within an industry in order to avoid a price war.
Inelasticity_of
demand which is not greatly affected by a change in the price of the product. See Elasticity of Dema ...
another definition in the dictionary:
Evaluative_Crit-features of a supplier, product, etc. considered by a buyer when choosing between alternatives, evaluative criteria may be objective or subjective.
Competitive_Par-a method of allocating a promotion budget based on matching the activity of a major competitor.
Dramatisation_o
the vitality given to a presentation or demonstration of a product by a salesperson to a buyer, pres ...
another definition in the dictionary:
Sales_Planning-the assessment of the current situation in a sales region, the setting of objectives, the formulation of strategies and tactics, and the establishment of control and evaluation procedures.
Likert_Scale-ch respondents indicate their level of agreement with a statement by choosing the appropriate response from a scale, eg. strongly disagree, disagree, undecided, agree, strongly agree.
Consideration_S
see Evoked Set. ...
another definition in the dictionary:
Postage_Stamp_P-see Uniform Delivered Pricing.
Australian_Adve-a popular media reference guide (commonly called AARDS) subscribed to by advertising agencies, public relations consultancies, etc, the service provides regularly up-dated information on media companies, rates, technical specifications, circulations, readership profiles, etc.
