another definition in the dictionary:
Qualified_Avail-the individuals and organisations in a particular market who are interested in a product, can afford it, and who are not prevented from purchasing by any access barrier or legal restriction.
Paretopsony-a market situation in which there are a few large buyers and many smaller ones.
Buyer_Involveme
a measure of the time and effort a buyer is prepared to devote to the purchase of a particular item. See High-Involvement Products, Low-Involvement Products.
see also:
Desk_Research
see Secondary Research. ...
another definition in the dictionary:
Account_Manager-a sales representative responsible for a major customer account or group of major accounts, also referred to as an account executive.
Stars-products in the portfolio characterised by high market share in a rapidly growing market. See Boston Consulting Group Product Portfolio Analysis Matrix.
Keep_Out_Pricin
a pricing practice, common in oligopolistic market situations, in which the large companies maintain ...
another definition in the dictionary:
Served_Market-that part of the total market which a company decides to target, also called the Target Market.
Contractual_Sal-salespeople who are not full or part-time paid representatives of a company but who sell for it on a commission basis.
Common_Carrier
regular scheduled transportation services such as railways, airlines and trucking lines, available t ...
another definition in the dictionary:
McKinsey_7_S_Fr-a framework or model, developed by the McKinsey Company, a leading consulting firm, for maximising success of the implementation of an organisation's strategic planning, according to the McKinsey experts, companies which are excellently managed have seven elements in common strategy, structure and systems (the three 'hardware' elements of success) and style, skills, staffing and shared values (the four 'software' elements of success.)
Sales_Engineer-a salesperson hired primarily for engineering knowledge or strong technical skills.
Channel_Strateg
decision-making related to the selection of the most appropriate method of controlling the flow of g ...
another definition in the dictionary:
Bargaining_Powe-the strength or influence one party has in a business negotiation, the capacity of one party to dominate by virtue of its size or position or by a combination of personality and negotiating tactics.
Source_Objectio-an objection by a prospective buyer levelled against the firm represented by the salesperson.
Product_Extensi
the introduction of a product that is known to the company but which has features or dimensions whic ...
another definition in the dictionary:
Inelasticity_of-demand which is not greatly affected by a change in the price of the product. See Elasticity of Demand.
Closing_Techniq-methods employed by a salesperson when asking for an order and aimed at obtaining a favourable response from a buyer.
