another definition in the dictionary:
Drop_Error-a mistake made by a company in deciding to abandon a new product idea that, in hindsight, might have been successful if developed. See Go Error, New Product Development.
Question_Method-handling a buyer's by making the prospect answer his or her own objection. If, for example, the buyer objects that the item being considered for purchase is excellent but that the price of $500 is too high, the salesperson responds by asking, 'Why do you feel that way?' or 'Are you willing to invest $500 in an asset that will return you 100% per annum?'
Accessory_Equip
goods and materials purchased by organisations for use in production, administrative, clerical or marketing activities, but not directly in the manufacture of finished products.
see also:
Empathy
the ability of an individual to project his or her own personality into a situation and understand i ...
another definition in the dictionary:
Mental_States_A-see Formula Approach.
Horizontal_Mark-the organisation of marketing activities by independent firms on the same level in a marketing channel so that they work closely together in buying, promotion, etc. to achieve economies of scale.
Material_Manage
a relatively recent organisational trend in purchasing in which some companies combine several funct ...
another definition in the dictionary:
Deceptive_Packa-packaging intended to deceive the purchaser, excessive ullage creates the impression that the volume of the contents is greater than it actually is. See Ullage.
Features_and_Be-a selling style in which a salesperson is careful to relate each feature of the product being presented to a particular benefit which the feature will deliver to the buyer.
Marketing_Resea
the aims or purpose of a marketing research study, objectives are often a expressed as hypotheses to ...
another definition in the dictionary:
Paretopsony-a market situation in which there are a few large buyers and many smaller ones.
Correlation_Tec-a range of statistical techniques used to discover relationships between diverse elements in a marketing situation.
Informational_I
one of three types of influence (with comparative influence and normative influence) exerted on cons ...
another definition in the dictionary:
Complementary_P-the pricing of one product at the optimum level, regardless of cost or profit considerations, so that the demand for another product which is used with it will increase and so maximise the profits from both products together.
AIO_Statements-expressions of a person's attitudes towards, interests in, and opinions of, a product. See Psychographics.
Geographic_Orga
the organisation of firm's marketing activities so that a separate division is responsible for each ...
another definition in the dictionary:
Active_Listenin-listening that is more than passively hearing what the customer is saying, implies the need for a salesperson to think while listening and to evaluate what is being said.
Retail_Buyer-an individual employed by a retailer primarily to buy merchandise for resale through the store.
