another definition in the dictionary:
Encouragement_P-question posed by salespeople to get additional information from a prospective buyer.
Booz,_Allen_and-a U.S. based marketing consulting firm, especially recognised for its studies of failure rates in new product introductions.
Allowances
amounts deducted from an invoice in return for prompt payment, large quantity purchase, special promotions etc of goods and services supplied. See Discount.
see also:
Deregulation
the complete or partial removal of government control and restrictions relating to a specific busine ...
another definition in the dictionary:
CPA-abbrev. Critical Path Analysis.
Brand_Manager-an individual given responsibility for planning and co-ordinating the firm's marketing activities related to a single brand.
Quality_Circles
a management technique with its origin in Japanese industry, developed as a means of increasing prod ...
another definition in the dictionary:
Emotional_Risk-the concern or uncertainty felt by a prospective buyer that he or she will feel bad about the purchase afterwards, also called Psychological Risk. See Risk.
Competitive_Env-that part of the company's external environment which consists of other firms vying for patronage of the same market.
Niche_Marketing
see Concentrated Marketing ...
another definition in the dictionary:
Shelf_Fee-See Slotting Allowance.
Direct_Accounts-large accounts serviced by head office personnel or company executives rather than by salespeople in regional offices, sometimes called House Accounts or National Accounts.
Scanner_Systems
electronic equipment which allows product bar codes to be read, the information recorded by the scan ...
another definition in the dictionary:
New_Task_Buying-an organisational buying situation in which the organisation has had no previous experience with the purchase of product of the kind required. See Buy Classes.
Analytical_(Soc-one of four social styles (with Amiable, Driver and Expressive) commonly used to classify salespeople and their customers in terms of their communication approach, Analyticals are characterised by low responsiveness and low assertiveness. See Amiable, Driver, Expressive, Assertiveness, Responsiveness, Social Style.
Outer_Directed_
one of three broad groups of consumers (with inner-directed consumers and need-directed consumers) i ...
another definition in the dictionary:
General_Public-all of the people in the society in which a firm operates, within the general public there may be some who view its actions favourably and some who view them unfavourably. See Publics.
Dollar_Volume_Q-a common form of sales assignment, goal or target used to measure a salesperson's performance, for example, the salesperson may be told that his or her sales must total $400,000 during the coming year. Other common forms of sales quotas are unit volume quotas, gross margin quotas, net profit quotas and activity quotas. See Sales Quota.
