another definition in the dictionary:
Organisational_-the individual responsible for the firm's purchasing. See Buying Centre.
Adaptivising-a planning philosophy implying a firm's intention to continue to maintain, and expand, its present operations, to do better things in the future than have been done in the past. See Optimising, Satisficing.
Deciders
those who actually make the decision in the organisational buying process, the deciders are often difficult to identify because they may not necessarily have the formal authority to buy. See Buying Centre.
see also:
Sales_Planning
the assessment of the current situation in a sales region, the setting of objectives, the formulatio ...
another definition in the dictionary:
Megatrend-a major movement, pattern or trend emerging in the macroenvironment, an emerging force likely to have a significant impact on the kinds of products consumers will wish to buy in the foreseeable future. Megatrends evident today include a growing interest in health, leisure, lifestyle and environmental issues.
Sales_Aptitude_-tests used to determine the suitability of applicants for positions in the sales force.
Bird_Dogs
individuals, sometimes junior salespeople, who seek out sales leads and prospects for more experienc ...
another definition in the dictionary:
On_Pack_Premium-a common form of consumer sales promotion in which a gift is banded to the package of another product to encourage its purchase. See Premiums, In-Pack Premium, Near-Pack Premium, With-Pack Premium.
Demand_Curve-a line drawn on a graph to represent the number of units of a product which will be purchased at any particular price point.
Question_Method
handling a buyer's by making the prospect answer his or her own objection. If, for example, the buye ...
another definition in the dictionary:
Closing-urchase from a buyer, getting an order.
Budget_Determin-see Advertising Budget Determination.
Direct_Mail_Adv
advertising direct to end-users by sending catalogues or other sales literature through the post. ...
another definition in the dictionary:
Maturity_Stage_-the third stage (after introduction and growth) in the life of a typical product, in maturity, the product is well-known, has some loyal customers and strong competition. See Product Life Cycle, Introductory Stage, Growth Stage, Decline Stage.
Free_on_Board_P-a pricing method in which a producer bears only the costs involved of delivery of goods 'free-on-board' to a local carrier's despatch point, at that time, title for the goods passes to the purchaser, who is responsible for the remainder of the freight charge. See Geographical Pricing.
Planning_Horizo
the total timespan covered by a firm's marketing plans, the length of the planning horizon is common ...
another definition in the dictionary:
Encirclement_At-a competitive strategy used by a strong challenger to attack the market leader, the market challenger launches an attack on several fronts at once in an attempt to break the leader's grip on the market.
Advertising_Med-see Advertising Media.
