another definition in the dictionary:
Indirect_Denial-handling a buyer's objection by initially admitting the validity of the objection in order to maintain rapport but then offering evidence to rebut the objection, sometimes referred to as the 'Yes, but... Method.' See Objections.
Divisional_Mark-a marketing manager with responsibility for the marketing activities of one of the operating divisions of a company.
Package
the wrapping, packet, carton, bottle, box, etc, used for containment, protection or promotion of a p ...
Packaged_Goods
a sub-category of consumer non-durable goods, toothpaste, shampoo and soap powder are packaged consu ...
Package_Modific
making any change to the attributes (shape, colour, size, graphics, lettering, etc.) of a package. ...
Packaging
the materials (glass, aluminium, cardboard, etc) originally intended merely to contain and protect a ...
Palletisation
the packing of goods on to small wooden platforms, or pallets, for ease of handling in shipment. ...
Panel_Test
a technique used to pre-test advertising, new products, etc, a group of individuals selected from th ...
Parasitic_Adver
advertising by one group which has an adverse effect upon another group. For example, the advertisin ...
Paretopoly
a market situation in which there are a few large sellers and many smaller ones. ...
Paretopsony
a market situation in which there are a few large buyers and many smaller ones. ...
Pareto_s_Princi
the idea or notion in business, commonly known as 'the 80:20 rule', which says that eighty per cent ...
Pass_Up_Method
handling a buyer's objection by attempting to ignore or 'pass off' the buyer's objection, especially ...
Payback_Period
the time taken for a new product to recover its investment cost and to generate profits, used as a m ...
PDM
abbrev. Physical Distribution Management, Product-Differentiated Marketing. ...
Penetrated_Mark
the individuals or organisations in a particular market who have already purchased the product. ...
Penetration_Pri
see Market Penetration Pricing. ...
People_Based_Se
services in which people, rather than equipment or machinery, play the major role in delivery, for e ...
Perceived_Risk
see Risk. ...
Percentage_of_S
a method of setting a budget for promotion in which the sum to be expended in a given period is a fi ...
Perception
the way in which an individual interprets stimuli received by the senses. ...
Perceptual_Mapp
a tool or process used in marketing research for charting the way individuals selected from the targ ...
Perfect_Competi
see Pure Competition. ...
Performance_All
a discount or price reduction given to a wholesaler or retailer who promises to perform some additio ...
Performance_App
an evaluation of the activities and effectiveness of a salesperson, marketing officer, etc during a ...
Performance_Pri
price can often offset other 'time prices'. See Non-Monetary Price, Time Price. ...
Performance_Ris
concern in the buyer's mind that the product being considered for purchase will not work efficiently ...
Perishability
one of the four characteristics (with inseparability, intangibility and variability) which distingui ...
Personality
the distinctive character of an individual, used as a basis for the psychographic segmentation of a ...
Personality_Seg
the division of a heterogeneous market into homogeneous groups on the basis of personality character ...
Personal_Income
the wages, salary, etc. earned by an individual. ...
Personal_Interv
a face-to-face meeting with a client, job applicant, buyer, marketing research respondent, etc. ...
Personal_Sellin
a form of promotion utilising the services of a sales team, one of the major controllable variables ...
Person_Marketin
marketing activity aimed at creating target market awareness, and a favourable opinion, of a particu ...
Persuasive_Adve
advertising intended to persuade (rather than to inform or remind). ...
PERT
acronym for Progam Evaluation and Review Technique, a quantitative technique used as a managerial to ...
Per_Capita_Inco
average income per person in a population. ...
Per_Diem_Expens
the payment of travel and accommodation expenses to a salesperson at a fixed daily rate. ...
Phantom_Freight
a freight charge imposed upon a customer in excess of the true freight cost incurred by the supplier ...
Physical_Distri
the storage, handling and movement of goods within an organisation and their shipment to customers. ...
Physical_Distri
the management and control of the activities involved in the storage, handling and movement of goods ...
Physical_Risk
concern in the buyer's mind that the product being considered for purchase will be harmful, unhealth ...
Physiological_N
innate human feelings of deprivation related to an individual's biological well-being. See Psycholog ...
Piggyback
a system of transportation requiring the transfer of containers from truck to rail. See Birdyback, F ...
Piggybacking
a low-cost market entry tactic in which manufacturers of products arrange for manufacturers of compl ...
Pioneering_Adve
advertising which is intended to create primary rather than selective demand, commonly used at the i ...
Pipeline_Transp
the carriage, delivery or shipment of a gas or liquid product by pipeline. ...
Place
one of the four controllable variables (with product, price and promotion) of the marketing mix, the ...
Place_Marketing
marketing activity intended to promote an awareness, and favourable opinion, of a particular place o ...
Place_Strategy
the element of a firm's decision-making concerned with developing an efficient and effective means o ...
Place_Utility
the value given to a product by virtue of the fact that it is where it is wanted. ...
Plain_Vanilla
slang term for a product with only the most basic features, see Bells and Whistles. ...
Planned_Canniba
the expected loss of sales of a product in a line to a more recent product introduction, planned can ...
Planned_Economy
,also called Controlled Allocation System, Command System, see also Free Market System, Capitalist S ...
Planned_Obsoles
a tactic by which a manufacturer deliberately seeks to make earlier versions of its product appear u ...
Planning
see Strategic Planning, Marketing Planning, Sales Planning. ...
Planning_Horizo
the total timespan covered by a firm's marketing plans, the length of the planning horizon is common ...
PLC
abbrev. Product Life Cycle ...
Point_of_Purcha
a form of promotion used to support personal selling and advertising, displays, consisting of packag ...
Polyopoly
a market situation in which there are no large sellers but many small ones. ...
Polyopsony
a market situation in which there are no large buyers but many small ones. ...
POP
abbrev. Point of Purchase. ...
Population
in marketing research, the total group that a researcher wishes to study, also called the Universe. ...
Population_Char
variables including age, gender, income, marital status, education, nationality, race, religion, etc ...
Portfolio_Analy
the systematic evaluation or assessment of a company's businesses or products, two variables frequen ...
Portfolio_Tests
a method of pre-testing an advertisement, after looking through a portfolio of different versions of ...
Possession_Util
the value given to a product by virtue of the fact that the purchaser has the legal right to own and ...
POSSLQ
abbrev. Persons of Opposite Sex Sharing Living Quarters, sometimes written as POSLSQ - Persons of Op ...
Postage_Stamp_P
see Uniform Delivered Pricing. ...
Poster
an outdoor advertising medium, a billboard. ...
Post_Purchase_E
the quick mental assessment of a low-involvement product by a consumer after purchase. See Low-Invol ...
Post_Purchase_S
the pleasure that a carefully selected high-involvement product gives to a consumer after purchase. ...
Potential_Marke
all the individuals and organisations in a particular market who have some level of interest in the ...
Predatory_Prici
a pricing practice by which a company hopes to inhibit or eliminate competition by charging lower th ...
Premiums
a type of sales promotion in which merchandise is given free or at a reduced price to purchasers of ...
Premium_Pricing
see High-Price Strategy. ...
Pressure_Group
any group of individuals who work together to exert an influence upon the decision-making of a compa ...
Pressure_Sellin
see High Pressure Selling. ...
Press_Conferenc
a meeting to which media personnel are invited by a government body, organisation or company seeking ...
Press_Release
an announcement released to the news media by a government body, organisation or firm, usually to ob ...
Prestige_Builde
the highest-priced item in a product line. See Product Line, Traffic Builder. ...
Prestige_Pricin
a pricing strategy in which prices are set at a high level, recognising that lower prices will inhib ...
Prestige_Produc
items of superior quality, high status merchandise. ...
Pre_Approach_St
the first stage in the selling process, the stage in which a salesperson prospects for new accounts, ...
Pre_Testing
the testing of a questionnaire, advertisement, etc on respondents selected from the target market be ...
Pre_Ticketing
the practice by a vendor of placing a tag on each product sold listing its particular style, size, c ...
Price
the value agreed upon by the buyer and the seller in an exchange, one of the four controllable varia ...
Price_Adjustmen
allowances, discounts, etc. granted by a seller to meet the requirements or circumstances of specifi ...
Price_Band
the range within which a product can be priced as dictated by competitive intensity and the perceive ...
Price_Brand
see Fighting Brand. ...
Price_Bundling
a pricing strategy in which various products sold to a customer together are offered at a price less ...
Price_Ceiling
A price, usually imposed by law, above which market prices are not permitted to rise, also called a ...
Price_Competiti
a competitive situation in which price is used as the major means of differentiating the product of ...
Price_Cycle
the regular, periodic fluctuation in the price of a product, especially of an agricultural product, ...
Price_Discounti
see Discount. ...
Price_Discrimin
a pricing strategy, generally illegal, in which a seller charges different prices to marketing inter ...
Price_Elasticit
buyers' sensitivity to price, measured by the percentage change in quantity demanded that results fr ...
Price_Elastic_S
segments of the market which are more responsive to price changes than other segments of the market. ...
Price_Fixing
agreement or collusion between competitors to maintain certain fixed price levels to avoid competiti ...
Price_Floor
A price, usually imposed by law, below which market prices are not permitted to floor, also called a ...
Price_Gouging
a monopolistic pricing technique in which the seller takes advantage of the lack of competition by c ...
Price_Incentive
a common form of sales promotion in which price reductions are offered to consumers to encourage the ...
Price_Inelastic
buyers' insensitivity to price, when the percentage change in quantity demanded is less than the per ...
Price_Leader
a firm whose prices set a lead for other firms in the industry to follow. ...
Price_Leadershi
a situation which occurs when one or a few companies, usually larger companies, are consistently the ...
Price_Lining
pricing different products in a product line at various price points, depending on size and features ...
Price_Objection
an objection raised by a prospective buyer on the grounds of price, credit terms, discounts, allowan ...
Price_Packs
a type of sales promotion in which consumers are offered a reduction in the regular price of a produ ...
Price_Sensitivi
see Price Elasticity. ...
Price_Space
the price difference between items in a product line, having the right amount of price space is ofte ...
Price_Taker
any firm which is unable to influence the general level of commodity prices by altering the quantity ...
Price_Value_Rel
the connection that consumers make between price and quality, products with a higher price are commo ...
Price_Wars
a conflict situation likely to occur in industries where products cannot be greatly differentiated, ...
Pricing
marketing activity concerned with the setting of prices for new products and the adjustment of price ...
Pricing_Strateg
the element of a firm's decision-making concerned with the setting of prices that will attract the t ...
Primary_Adverti
advertising intended to create demand for a class or category of product rather than for a brand. Se ...
Primary_Data
information that is obtained directly from first-hand sources by means of surveys, observation or ex ...
Primary_Demand
demand for a product class rather than for a particular brand within the class. ...
Primary_Packagi
a product's immediate container or wrapper. See Secondary Packaging, Shipping Packaging. ...
Principle_of_In
a technique used in selling in which the salesperson, knowing the buyer's personal interests or buyi ...
Private_Brand
a brand owned by a wholesaler or retailer, also called a private label. See Manufacturer's Brand. ...
Private_Carrier
any form of transport operated by an independent organisation and used for the shipment of goods. Se ...
Private_Label
see Private Brand. ...
Private_Treaty
a market agreement arranged by a buyer and seller in private negotiation. ...
Proactive_Marke
marketing activites which anticipate competitive action and attempt to forestall it, offensive strat ...
Probabilistic_M
a statistical tool in which the probability that an event will occur again is estimated using histor ...
Probability_Sam
a sample in which each individual within a total population has a known chance of being chosen. ...
Problem_Childre
see Question Marks. ...
Problem_Situati
a model of a problem situation faced by a decision-maker, constructed (often by a marketing research ...
Problem_Solving
an approach to selling in which the salesperson works with the buyer to evaluate alternative solutio ...
Process_Materia
a classification of goods bought by organisations for incorporation into a product, the process mate ...
Procurement_Cos
the costs involved in reordering an inventory item, the costs include the cost of processing and tra ...
Product
a bundle of need-satisfying tangible and intangible attributes offered to a buyer by a seller. See A ...
Production_Good
a classification of industrial goods, goods purchased by industrial firms for use in the manufacture ...
Production_Orie
a management philosophy, concept, focus or state of mind which emphasises production techniques and ...
Product_Adverti
advertising in which a company promotes a particular good or service. ...
Product_Attribu
distinctive tangible and intangible features of a product that give it its value to a user. ...
Product_Audit
a systematic appraisal of a firm's product mix to evaluate its strengths and weaknesses and to asses ...
Product_Based_C
see Product Form Competitors. ...
Product_Based_M
a marketing structure of an organisation in which staff specialists have responsibility for various ...
Product_Categor
the specific generic to which a good or service belongs, for example, while Fanta is a brand name, t ...
Product_Concept
see Product Orientation. ...
Product_Depth_(
see Product Line Length. ...
Product_Develop
a growth strategy in which the firm develops new products for existing markets. ...
Product_Differe
a marketing philosophy in which the seller views the market as a homogeneous whole, but produces two ...
Product_Differe
a strategy which attempts (through innovative design, packaging, positioning, etc.) to make a clear ...
Product_Differe
an approach to marketing in which a company disregards market segmentation but produces goods and se ...
Product_Elimina
the decision to drop a product (for example, in the decline stage of its life cycle) in order to use ...
Product_Extensi
the introduction of a product that is known to the company but which has features or dimensions whic ...
Product_Failure
a product that does not meet management expectations in the marketplace. ...
Product_Flankin
a competitive marketing strategy in which a company produces its brands in a variety of sizes and st ...
Product_Form_Co
firms offering slightly different variants of the same basic product. ...
Product_Item
a product variant with its own distinctive attributes (price, packaging, etc.), also called a Stock- ...
Product_Knowled
detailed knowledge of a product's features and benefits required by a salesperson to persuade a pros ...
Product_Leverag
see Brand Leveraging. ...
Product_Liabili
the onus or responsibility imposed by legislation on a manufacturer to warn consumers appropriately ...
Product_Life_Cy
a concept which draws an analogy between the span of a human life and that of a product, suggesting ...
Product_Line
a group of products manufactured or distributed by an organisation, similar in the way they produced ...
Product_Line_Br
a brand name applied to several products within a product line. See Product Line, Individual Brand N ...
Product_Line_Ex
one of four possible segmentation strategies (with concentrated segmentation strategy, market segmen ...
Product_Line_Ex
adding depth to an existing product line by introducing new products in the same product category, p ...
Product_Line_Fe
a strategy in which certain items in a product line are given special promotional attention, either ...
Product_Line_Fi
introducing new products into a product line at about the same price as existing products. See Produ ...
Product_Line_Le
the number of different products in a product line. See Product Line. ...
Product_Line_Ma
see Category Manager. ...
Product_Line_Mo
a strategy in which items in a product line are modified to suit modern styling and tastes and re-la ...
Product_Line_Pr
reducing the depth of a product line by deleting less profitable offerings in a particular product c ...
Product_Line_Re
reducing the width of a product mix by decreasing the diversity of items offered across product cate ...
Product_Line_St
introducing new products into a product line. See Product Line, Downward Stretching, Two-way Stretch ...
Product_Managem
a system which ensures that total marketing control of a product line or brand rests with the person ...
Product_Manager
an individual given responsibility for the planning and co-ordinating of a firm's marketing activiti ...
Product_Mix
the variety of distinct product lines and items manufactured or distributed by an organisation. See ...
Product_Mix_Con
the degree of closeness or relatedness between product lines in the product mix. See Product Line, P ...
Product_Mix_Wid
the number of distinct product lines manufactured or distributed by an organisation. See Product Lin ...
Product_Modific
any substantial change made to the attributes (size, shape, colour, style, price, etc.) of a product ...
Product_Objecti
an objection by a prospective buyer to the quality or characteristics of the goods offered by a sale ...
Product_Organis
the deployment of a firm's sales force or the organisation of its marketing activities so that a sep ...
Product_Orienta
a management philosophy, concept, focus or state of mind which emphasises the quality of the product ...
Product_Petrifi
a term used to describe the small but persistent demand by loyal customers for a declining product. ...
Product_Portfol
the mix of products manufactured or distributed by a company. See Product Mix, Product Mix Width. ...
Product_Portfol
an examination of each of the products manufactured or distributed by the company to assess future m ...
Product_Positio
a tool used in comparing consumer perception of the differences between products or brands, consumer ...
Product_Positio
see Market Positioning. ...
Product_Positio
marketing decisions and actions intended to create a particular place for a product in the market an ...
Product_Push_Ap
an approach to the generation of new product ideas in which a company's strengths rather than market ...
Product_Recall
the advertised request by a company that a product be returned to it by those who have already purch ...
Product_Strateg
the element of a firm's decision-making concerned with developing the most appropriate products for ...
Product_Testing
exposing consumers to a new product, in final or prototype form, so that they might compare it to th ...
Product_Variant
see Product Item. ...
Product_Warrant
see Warranty, Express Warranty, Implied Warranty. ...
Profitability_C
marketing effort intended to assess the level of profitability of each product in the portfolio, of ...
Profit_and_Loss
an accounting statement showing income, expenditure and profit over a given period. ...
Profit_Centre
a division of an organisation with responsibility for generating its own income, and with accountabi ...
Profit_Maximisa
see Current Profit Maximisation. ...
Profit_Objectiv
setting prices with short-run profits rather than long-term market share in mind. ...
Profit_Sharing
a compensation system in which employees are awarded a share of the company's profits to encourage i ...
Progressive_Com
a sales commission system in which the commission rate increases as the salesperson sells more goods ...
Promotion
one of the four controllable variables (with product, price and place) of the marketing mix. ...
Promotional_Ada
a strategy in which the same product is sold in different geographic locations but with a unique pro ...
Promotional_All
a price reduction or discount granted by a manufacturer to a member of the marketing channel in retu ...
Promotional_Bud
the sum allocated in a particular accounting period for expenditure on promotion. ...
Promotional_Cam
a coordinated series of promotional efforts built around a single theme and designed to achieve a sp ...
Promotional_Par
an alliance between a manufacturer of a product and another company for the purposes of promotion, f ...
Promotional_Pri
the temporary pricing of goods and services at lower than normal levels for a special promotional ef ...
Promotional_Sto
merchandise offered at a reduced price to a reseller for some special promotion or festive occasion, ...
Promotional_Str
the element of a firm's decision-making concerned with choosing the most appropriate mix of advertis ...
Promotional_War
a warranty designed to reduce the perceived financial or performance risk that a consumer might perc ...
Promotion_Manag
an individual within an organisation responsible for promotional activities and campaigns. ...
Promotion_Mix
the range of means available to an organisation for communication with its target market - advertisi ...
Prospect
a potential customer. See Sales Leads, Suspect. ...
Prospecting
the first step in the selling process, the activity of seeking out potential customers. ...
Prospecting_Pla
a systematic approach to finding new customers involving the setting aside of time after allowing fo ...
Protectionism
Trade policies of governments aimed at protecting domestic industries by limiting the volume of impo ...
Protective_Warr
see Warranty, Express Warranty, Implied Warranty, Promotional Warranty. ...
Prototype
rly version of a new product made or built specifically for trialling and testing. ...
Prototype_Testi
the trialling of a sample of a newly developed product on selection of customers from the target mar ...
Proxemic_Commun
a form of nonverbal communication or body language in which messages are conveyed from one person to ...
Psychodrama
a qualitative marketing research technique in which respondents are asked to engage in impromptu rol ...
Psychodrawing
a nonverbal, qualitative marketing research technique in which respondents use colours, shapes, symb ...
Psychographic_S
the division of a heterogeneous market into relatively homogeneous groups on the basis of their atti ...
Psychography
the study of the attitudes, beliefs, opinions, personalities and lifestyles of individuals in a popu ...
Psychological_D
the advertising of a product at a heavily reduced price, as in 'Was $49.95, now only $35.00', the pr ...
Psychological_N
innate human feelings of deprivation related to an individual's mental well-being. See Needs, Physio ...
Psychological_P
pricing intended to influence the customers' perception of the actual price of a product, two common ...
Psychological_R
the attempt by a firm to alter the beliefs of prospective buyers about the key attributes of its pro ...
Psychological_R
see Risk, Emotional Risk. ...
Psychological_S
a consumer's mind set, his or her positive or negative feelings or predispositions towards a particu ...
Publicity
corporate or product promotion that is obtained free of charge. ...
Publics
the various groups in a society which can influence or bring pressure to bear upon a firm's decision ...
Public_Policy_E
that part of a firm's external environment which consists of controversial issues or matters of conc ...
Public_Relation
the relationship which exists between an organisation and its several publics, efforts to influence ...
Puffing
the legitimate practice of making obviously exaggerated claims in advertising, eg. 'cleaner than cle ...
Pull_Strategy
promotion to end-users (mainly by means of advertising, sales promotion and publicity) rather than t ...
Pulsing
scheduling advertising campaigns in fairly regular bursts followed by periods of relative or complet ...
Puppy_Dog_Close
a closing technique in which a salesperson urges an indecisive prospect to 'take it home, play with ...
Purchase_Allowa
see Off-Invoice Allowance. ...
Purchase_Intent
the likelihood that a consumer will buy a particular product resulting from the interaction of his o ...
Purchase_Labora
See Accelerated Test Marketing. ...
Purchase_Probab
a tool used in marketing research surveys of buying intentions, respondents are asked to rate the li ...
Purchasing_Offi
an individual within an organisation responsible for purchasing the goods and services it requires. ...
Purchasing_Perf
the establishment of criteria by which the performance of purchasing officers can be assessed and of ...
Pure_Competitio
a marketing situation in which there are a large number of sellers of a product which cannot be diff ...
Pure_Monopoly
a marketing situation in which there is only one seller of a product. See Pure Competition. ...
Push_Money
a direct payment of money offered to the sales force of a reseller by a manufacturer to encourage gr ...
Push_Pull_Strat
promotion of a good or service both to end-users and members of the marketing channel to facilitate ...
Push_Strategy
promotion to members of the marketing channel (mainly by means of personal selling) rather than prom ...
Pyramid_Selling
a selling system, now illegal in Australia, in which members of a sales organisation derive their ea ...
Psychography
the study of the attitudes, beliefs, opinions, personalities and lifestyles of individuals in a popu ...
another definition in the dictionary:
Psychological_P-pricing intended to influence the customers' perception of the actual price of a product, two common forms of psychological pricing are odd pricing and prestige pricing. See Odd Pricing, Prestige Pricing.
Market_Share-a company's sales expressed as a percentage of the sales for the total industry.
Response_Sellin
a elementary form of selling, common in retailing, in which the salesperson simply responds to the c ...
another definition in the dictionary:
Product_Life_Cy-a concept which draws an analogy between the span of a human life and that of a product, suggesting that, typically, a product's life consists of four stages - introductory, growth, maturity and decline, the concept is used as a tool to formulate marketing strategies appropriate to each of the stages.
Market_Share_Pr-marketing decisions and actions taken by a firm to protect its current market share from competitors.
Sales_Forecast
an estimation of the likely volume of sales, measured in dollars and units, for a future planning pe ...
another definition in the dictionary:
Reverse_Marketi-a marketing channel in which goods (to be recycled or reprocessed) flow backward from consumer to intermediaries to producer, also called a Backward Marketing Channel..
Microsales_Anal-the analysis of the sales performance of an organisation during a particular accounting period by close examination of the work of individual representatives, or of specific products, regions, territories, etc, which failed to achieve the expected results.
AIM
abbrev. Australian Institute of Management. ...
another definition in the dictionary:
Sales_Kit-a collection of sales materials, such as brochures, calendars, signs and posters, prepared to explain a particular promotion to retailers, it will usualy include a full advertising schedule..
Break_Even-the point at which total revenue is equal to total cost.
Barriers_to_Ent
see Access Barriers, Market Entry Barrier. ...
another definition in the dictionary:
Dominant_Design-a product configuration which endures, a particular combination of product features which appears to satisfy the market and survives, without major change, for some time.
Proxemic_Commun-a form of nonverbal communication or body language in which messages are conveyed from one person to another by the changing space that separates them during a conversation. See Kinesic Communication, Nonverbal Communication, Tactile Communication.