another definition in the dictionary:
Management_by_O-an evaluation and control system in which individual salespeople set goals and objectives for themselves that are acceptable to management, progress towards these goals and objectives is reviewed periodically.
Postage_Stamp_P-see Uniform Delivered Pricing.
AIDCA
acronym for Awareness, Interest, Desire, Conviction, Action, mental states which supposedly lead a potential customer to a buying decision. See Formula Selling.
see also:
Compensation_Sy
schemes for remunerating salespeople for tasks performed, commonly used systems include straight sal ...
another definition in the dictionary:
Psychological_N-innate human feelings of deprivation related to an individual's mental well-being. See Needs, Physiological Needs.
Product_Attribu-distinctive tangible and intangible features of a product that give it its value to a user.
Alternative_Clo
a closing technique in which a salesperson presents two alternatives in an attempt to get a commitme ...
another definition in the dictionary:
Idea_Screening-see Screening.
Greying_of_Aust-a term used to describe the ageing of the population, the median age of the Australian population has been rising steadily since 1960 because of a declining birth-rate and increased longevity.
Pass_Up_Method
handling a buyer's objection by attempting to ignore or 'pass off' the buyer's objection, especially ...
another definition in the dictionary:
Follow_the_Lead-a pricing strategy adopted by firms which copy the market leader's prices.
Leader_Pricing-see Loss Leader Pricing.
Australian_Adve
a popular media reference guide (commonly called AARDS) subscribed to by advertising agencies, publi ...
another definition in the dictionary:
Retail_Mix-the mix of variables, including location, merchandise, communications, price, services, physical attributes and personnel, which form the overall strategic marketing components of retailing.
Burst_Advertisi-a concentration of advertising expenditure over a limited time period. - See Drip Advertising Expenditure.
Aversive_Factor
qualities about people that turn others against them and may prevent the development of successful w ...
another definition in the dictionary:
Corporate_Verti-a system of distribution channel organisation in which the orderly flow of products from producer to end-user is controlled by common ownership of the different levels of the system. See Administered Vertical Marketing System, Contractual Vertical Marketing System, Vertical Marketing System.
Regressive_Comm-a sales commission system in which the rate of commission paid decreases with the quantity of goods sold. See Progressive Commission.
