another definition in the dictionary:
Aftermarket-the market for parts and supplies for machines, equipment, etc after they have been purchased.
Sink_or_Swim_Sa-the practice of throwing new sales recruits straight into the field without formal training so that they have to learn fast or risk losing their jobs. See Sales Training.
members of a family, peers, opinion leaders, etc. who have an effect on a consumer's spending or purchase behaviour. See Reference Groups, Aspirational Reference Groups, Contactual Reference Groups, Membership Reference Groups.
Quality_Creep
a phenomenon which, in a counter-productive way, impels a manufacturer to enhance a product over tim ...
another definition in the dictionary:
Memorised_Prese-rote-learned presentations of their products to buyers by salespeople, also called Canned Presentations. See Stimulus-Response Approach.
Copyright-protection in law afforded to authors, musicians, artists, etc. in respect to the works they have created.
Gap_Analysis
the determination of the methods and techniques used to fill the 'gap' between corporate sales and f ...
another definition in the dictionary:
Noise-any influence external to the sender or receiver which distorts the message in the communication process. See Communication Process.
MCA-abbrev. Media Council of Australia
Demand_Backward
a pricing method in which an estimation is made of the price that customers are willing to pay for a ...
another definition in the dictionary:
Brand_Competito-competing brands of products which can satisfy a consumer's wants almost equally as well as each other. See Competitors.
Decision_Suppor-any computerised system of changing raw data (sales, stock levels, etc) into information that can be used by management in decision making.
Need_Objection
an objection by a prospective buyer that they have no need for the product offered by a salesperson. ...
another definition in the dictionary:
AFMA-abbrev. Associate Fellow of the Marketing Association of Australia and New Zealand.
Likert_Scale-ch respondents indicate their level of agreement with a statement by choosing the appropriate response from a scale, eg. strongly disagree, disagree, undecided, agree, strongly agree.
Conjunctive_Mod
the idea that consumers establish minimum attribute levels which acceptable brands must possess, whe ...
another definition in the dictionary:
New_Products-products which are ?newî in one or other of two - new to a company or new to a market, they include existing products which have been improved or revised, brand extensions, additions to existing line, repositioned products targeted at to new markets, and new-to-the-world products. See Innovation, New Product Development, New-To-The-World Products, Product Extension.
Field_Sales_Man-a sales manager whose prime responsibility is for the supervision of the sales force in its outside selling activities, generally, the field sales manager will have only minimal involvement in the internal, administrative sales management operations.