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Assortment_Stra-options available to a reseller in determining the assortment of products and services to be carried. See Broad Assortment, Deep Assortment, Exclusive Assortment, Scrambled Assortment.
Electronic_Reta-the use by customers of computer terminals in conveniently located shopping kiosks to call up product information and then to place orders using credit cards.
a common form of sales assignment, goal or target used to measure a salesperson's performance, a gross margin quota is used to urge a salesperson to sell a healthy portion of higher-profit items which are usually higher in price and often harder to sell. Other commonly used types of sales quotas are unit volume quotas, dollar volume quotas, net profit quotas and activity quotas. See Sales Quota.
Call
a visit to a client or prospective buyer by a sales representative to gather information, make a sal ...
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Accelerator_Pri-the notion that an increase or reduction in consumer demand will affect several layers of demand in organisational markets, for example, an increase in consumer demand for soft drinks will will lead to an increased demand by retailers for soft drinks, an increased demand by soft drink bottlers for aluminium cans, an increased demand by aluminium can manufacturers for aluminium sheet, an increased demand by aluminium sheet manufacturers for aluminium ore, and so on. See Derived Demand.
Expected_Return-cepted. Also called the Expected Value Method and Expected Value Analysis.
Macro_environme
the major uncontrollable, external forces (economic, demographic, technological, natural, social and ...
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Federation_of_A-an association of Australian commercial radio stations responsible for the control of radio advertising standards, the federation must preview and approve all radio commercials before they are broadcast.
Predatory_Prici-a pricing practice by which a company hopes to inhibit or eliminate competition by charging lower than normal prices for its products in certain geographic regions.
Prestige_Pricin
a pricing strategy in which prices are set at a high level, recognising that lower prices will inhib ...
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Place_Marketing-marketing activity intended to promote an awareness, and favourable opinion, of a particular place or region.
Favorability_Sc-a scaling device for measuring a target audience's feelings or attitudes towards a company or its products. Responses are commonly recorded on a five-stage scale: 1. Very Unfavorable, 2. Somewhat Unfavorable, 3. Indifferent, 4. Somewhat Favorable, 5. Very Favorable. Also called Image Analysis. See Familiarity Scale.
Corporate_Patro
advertising which encourages customers to patronise the firm. See Corporate Advertising. ...
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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.
New_Product_Com-a group within a company responsible for new product policies, including the assignment of priorities to options and ideas for new products and the final decision on whether or not to commercialise them.
Corporate_Image
advertising aimed at establishing an identity for a firm in the public mind. See Corporate Advertisi ...
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Corporate_Brand-associating the name of a corporation with the individual brand name in product marketing, usually to ensure that new product introductions will be more readily accepted, differs from family branding in that corporate branding is used for all products of the company or division rather than merely for a family of brands. See Family Brand, Individual Brand, Individual Brand Name, Product Line Brand Name, Single Brand Name.
Daily_Activitie-a record of a salesperson's activities on a day-by-day basis, showing clients visited, products presented and results, it may also include reasons for the failure to sell.