another definition in the dictionary:
Sales_Training-formal or informal coaching in sales methods, product knowledge, and account handling given to a sales representative by another more experienced salesperson, a sales manager or a specialist sales trainer.
Favorability_Sc-a scaling device for measuring a target audience's feelings or attitudes towards a company or its products. Responses are commonly recorded on a five-stage scale: 1. Very Unfavorable, 2. Somewhat Unfavorable, 3. Indifferent, 4. Somewhat Favorable, 5. Very Favorable. Also called Image Analysis. See Familiarity Scale.
The letter 'O' words
Objections
any form of sales resistance offered by a buyer to a salesperson. ...
Objectives
specific, measurable outcomes or results that an organisation plans to achieve in a given period. ...
Objective_and_T
a budgeting method in which the amount to be spent on sales promotion, advertising, personal selling ...
Observation_Met
an method of obtaining marketing research data by watching human behaviour, mechanical monitoring de ...
Odd_Even_Pricin
see Odd Pricing. ...
Odd_Pricing
pricing so that all prices end in an odd number, as in $7.95, $19.95, sometimes referred to as Odd-E ...
Off_Invoice_All
a reduction in price allowed to a retailer in return for purchasing specific quantities of goods wit ...
Off_Premise_Buy
buying that is done by wholesalers and retailers through buying offices located overseas or in dista ...
Off_Price_Retai
a retail store specialising in buying leading brand items in bulk for resale at discount prices. ...
Oligopolistic_C
a competitive situation in which there are only a few sellers (of products that can be differentiate ...
Oligopoly
a market situation in which there are only a few sellers, in an oligoplistic situation the marketing ...
Oligopsony
a market situation in which there are only a few buyers. ...
Omnibus_Survey
a type of marketing research survey, commonly organised by a major professional marketing research c ...
One_Level_Chann
a marketing channel in which there is only one intermediary (for example, a retailer) between manufa ...
One_Price_Polic
a policy of offering the same price to every customer. See Differential Pricing. ...
On_Pack_Premium
a common form of consumer sales promotion in which a gift is banded to the package of another produc ...
On_the_Job_Trai
sales training given in the field rather than in a formal classroom setting. See Curbside Sales Trai ...
Open_Bid
a system, common in the government market, of calling for bids from selected suppliers. ...
Open_Dating
an aspect of labelling in which certain products are required, either by law or under voluntary indu ...
Open_Ended_Ques
a question that allows the respondent the opportunity to express an opinion in his or her own words. ...
Open_Promotion
a sales promotion which is advertised widely and available to all who wish to enter. See Closed Prom ...
Open_System
any system or enterprise (nation or business firm) that is affected by external forces. ...
Open_to_Buy
the money that a reseller has available to spend on stock purchasing at any given time. ...
Operating_Expen
all the costs incurred by a firm in carrying out its day-to-day activities. ...
Operating_State
a statement of the financial results of a company's operations during an accounting period. ...
Opinion_Leader
an individual who actively provides opinions about products to others or from whom views, opinions a ...
Opportunity_Ana
see Marketing Opportunity Analysis. ...
Opportunity_Cos
the value of the benefit forfeited by choosing one alternative over another. ...
Opportunity_Mat
a diagnostic marketing tool providing a means of appraising environmental attributes to alert manage ...
Optimal_Reorder
see Economic Order Quantity, Just-In-Time Inventory System. ...
Optimal_Reorder
see Economic Order Quantity, Just-In-Time Inventoy System. ...
Optimising
an approach to planning in which a firm expresses its intention to do things better (as opposed to ' ...
Order_Cycle_Tim
the time between placement of the order by the customer and the receipt of the merchandise. ...
Order_Filling_C
warehousing, transportation, order processing, billing and collection of payments. ...
Order_Generatio
advertising, personal selling and sales promotion. ...
Order_Getter
a salesperson responsible for actively persuading customers to buy rather than simply collecting ord ...
Order_Processin
all of the activities related to filling a customer's order - checking the order, prices, terms, cus ...
Order_Taker
a salesperson who writes up orders but is not involved in persuading customers to buy. See Order Get ...
Organisational_
the individual responsible for the firm's purchasing. See Buying Centre. ...
Organisational_
purchasing done by organisations for resale purposes, for use in the manufacture of other goods and ...
Organisational_
the study of the motives and actions of, and the influences upon, organisations while engaged in pur ...
Organisational_
an organisation's broad, longer-term aims or performance expectations as opposed to its organisation ...
Organisational_
the sum of all industrial, institutional, reseller and government markets whose buyers purchase prod ...
Organisational_
the sum of all industrial, institutional, reseller and government markets whose buyers purchase prod ...
Organisational_
see Industrial Services. ...
Organisational_
the way in which a firm has arranged its lines of authority and communication, and allocated duties ...
Organisation_Ma
activity related to the marketing of an association, school, college, hospital, sporting or social g ...
Outbound_Telema
telemarketing in which a company uses trained salespeople to sell to customers by telephone. See Inb ...
Outdoor_Adverti
advertising by means of posters and signs, stationary or mobile. ...
Outer_Directed_
one of three broad groups of consumers (with inner-directed consumers and need-directed consumers) i ...
Outside_Order_T
a salesperson who visits customers to write up orders but is not responsible for persuading them to ...
Outside_Sales_F
manufacturers' agents and representatives, sales agents, dealers, distributors, etc available to sup ...
Out_of_Stock_Co
the cost of sales lost when a particular item is not available when ordered by a customer. ...
Out_Suppliers
suppliers with whom the buying organisation has not had dealings previously and therefore considers ...
see also:
Non_Profit_Orga
organisations that buy and distribute goods and services for reasons other than the return of profit ...
another definition in the dictionary:
Multi_Channel_M-a system in which a producer uses more that one channel of distribution, commonly, producers who use multichannel marketing systems operate their own retail stores as well as sell through other wholesalers and retailers. Multichannel retailers are also called Merchandising Conglomerates.
Channel_Conflic-discord among members in a marketing channel. See Horizontal Channel Conflict, Inter-type Channel Conflict, Marketing Channels, Vertical Channel Conflict.
Need_Objection
an objection by a prospective buyer that they have no need for the product offered by a salesperson. ...
another definition in the dictionary:
Media_Council_o-a body which represents the interests of advertisers, advertising agencies and the media.
Foreground_Radi-a term used in reference to pre-recorded or live radio programs featuring music and commercial announcements broadcast direct to stores where the advertised merchandise is available.
Advertising_All
a discount given to a retailer by a supplier whose brand or product is featured in the store's newsp ...
another definition in the dictionary:
Consumer_Non_Du-a classification of frequently purchased consumer goods, non-durables are items which are consumed in one use or a few uses, expendables. Consumer non-durables are further sub-divided into packaged and non-packaged goods. See Consumer Durables, Packaged Goods, Non-Packaged Goods.
Franchise_Build-consumer sales promotions which impart a selling message along with the deal, as in the case of free samples or premiums related to the product. Consumer sales promotions which are not 'franchise-building' include price-off packs, contests and sweepstakes, and premiums not related to the product. See Consumer Franchise.
Loss_Leader
a product offered at less than cost to attract purchasers to a store so that they will buy other ite ...
another definition in the dictionary:
New_Product_Dev-the creation of new products needed for growth or to replace those in the decline stage of their life-cycle, the stages in the new product development process are commonly listed as idea generation, screening, concept development and testing, the formulation of marketing strategies, business analysis, production, market testing, and commercialisation.
Direct_Mail_Adv-advertising direct to end-users by sending catalogues or other sales literature through the post.
Monitoring_Time
part of the non-monetary price a consumer pays for a product, the time it takes individual to work o ...
another definition in the dictionary:
By_Product-a secondary product produced during the process of manufacturing another.
Market_Leader-the company whose products hold the largest market share. See Market Challenger, Market Follower, Market Nicher.
