another definition in the dictionary:
Horizontal_Co_O-shared advertising by two or more members at the same level of a distribution channel, each paying part of the total cost.
Personal_Income-the wages, salary, etc. earned by an individual.
abbrev. Cost, Insurance and Freight.
Depth_Selling
see Problem-Solving Approach. ...
another definition in the dictionary:
GE_Matrix-see General Electric Strategic Business Portfolio Planning Grid.
Legal_and_Polit-factors in government, the law and the regulatory system which affect the way an organisation operates.
Out_of_Stock_Co
the cost of sales lost when a particular item is not available when ordered by a customer. ...
another definition in the dictionary:
Order_Filling_C-warehousing, transportation, order processing, billing and collection of payments.
Information_Uti-the value given to a product by virtue of the fact that it can provide the user with information that is useful. See Utility.
Endless_Chain_M
a prospecting method in which a salesperson asks each customer called upon to suggest the names of o ...
another definition in the dictionary:
R_and_D-abbrev. Research and Development.
Selling_Concept-the philosophy or orientation of an organisation which emphasises aggressive selling to achieve its objectives, firms characterised by this approach often rely upon pressure selling and manipulative sales techniques to win business.
Empathy
the ability of an individual to project his or her own personality into a situation and understand i ...
another definition in the dictionary:
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?'
Optimising-an approach to planning in which a firm expresses its intention to do things better (as opposed to 'better things') in the future. See Adaptivising, Satisficing.
Boundary_Spanni
the difficult dual role played by sales managers and senior account managers who, in developing clos ...
another definition in the dictionary:
Government_Mark-federal, state and local government departments and agencies which buy goods and services needed to conduct their operations.
Area_Market_Pot-an estimate of the amount of sales, in units and dollars, that might be possible in a given territory or region under a given level of industry marketing effort under given environmental conditions.