another definition in the dictionary:
Consultative_Se-an approach to personal selling emphasising the role of the salesperson as consultant, the salesperson assists the buyer to identify needs and find need-satisfactions in the product range, seeking to build long-term customer relationships leading to repeat business. See Relationship Selling.
Middleman_s_Bra-see Private Brand.
Mail_Order_Whol
wholesalers who use catalogues to sell to retailers too small for full-service wholesalers to serve profitably in the normal way.
see also:
Convenience_Sto
a neighbourhood store which stocks frequently purchased items such as milk, bread and cigarettes. ...
another definition in the dictionary:
Individual_Bran-the part of the brand name which identifies a particular product when it follows a family brand name, for example, in the brand name 'Holden Commodore', Holden is the family brand name, while Commodore is the individual brand name. See Corporate Branding, Family Brand, Product Line Brand Name, Single Brand Name.
Endorsements-recommendations to purchase a particular brand of product made in advertisements by well-known personalities or experts.
Quantitative_Ob
objectives which can be expressed in specific numerical terms, for example, a salesperson might set ...
another definition in the dictionary:
Adviser_Approac-a closing technique in which a salesperson specifies all that a customer will require to solve the problem at hand, and advises (or counsels) that the offer be accepted, also referred to as the Counsellor Close. See Close.
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.
Puppy_Dog_Close
a closing technique in which a salesperson urges an indecisive prospect to 'take it home, play with ...
another definition in the dictionary:
Product_Attribu-distinctive tangible and intangible features of a product that give it its value to a user.
Off_Price_Retai-a retail store specialising in buying leading brand items in bulk for resale at discount prices.
Agricultural_Co
an organisation formed by a group of farmers to achieve some or all of the advantages of large-scale ...
another definition in the dictionary:
Advertising_App-see Advertising Budget.
Call_Planning-the arrangement of a sales representative's visits to buyers into an orderly sequence, the setting of objectives, and the formulation of strategies for each call.
Channel_Length
the number of levels of marketing intermediaries used in the channel of distribution. See Direct Mar ...
another definition in the dictionary:
Field_Selling-face-to-face sales calls made by company representatives on customers in their homes or places of business.
Head_to_Head_Co-a competitive situation characteristic of oligopolistic circumstances, where the second or third leading company, decides to challenge the leader.
