another definition in the dictionary:
Account_Manager-a sales representative responsible for a major customer account or group of major accounts, also referred to as an account executive.
Closing_Signals-see Buying Signals.
Microsegmentati
the division of a market into smaller groups of customers on the basis of more narrowly defined needs and wants, after having already divided or segmented it on the basis of broadly defined needs and wants. See Market Segmentation, Microsegmentation.
see also:
Response_Elasti
a measure of the degree to which individuals or groups respond to a marketing program. ...
another definition in the dictionary:
Customer_Retent-maintaining the existing customer base by establishing good relations with all who buy the company's product.
Freight_Absorpt-a pricing method in which the manufacturer bears some or all of the freight costs involved in transporting the goods to the customer. See Delivered Pricing.
Backward_Market
see Reverse Marketing Channel. ...
another definition in the dictionary:
Product_Knowled-detailed knowledge of a product's features and benefits required by a salesperson to persuade a prospect to purchase.
Advertising_to_-a marketing control measure used to determine whether the amount spent on advertising in a given period was excessive, total advertising expenditure is expressed as a percentage ot total marketing expenditure.
Available_Marke
that part of the total market which professes an interest in a product, can afford to purchase it, a ...
another definition in the dictionary:
Call_Back_Appro-making a second or subsequent attempt to sell to a particular buyer, usually presenting the product from an entirely new angle. See Call.
Personal_Interv-a face-to-face meeting with a client, job applicant, buyer, marketing research respondent, etc.
Free_Market
a market place which has minimum direct involvement of government in market decisions. ...
another definition in the dictionary:
Herzberg_s_Theo-a theory of motivation developed by Henry Herzberg in which satisfiers (factors that cause satisfaction) are distinguished from dissatisfiers (factors which cause dissatisfaction). Thus, consumers will compare the number and degree of satisfiers to the number and degree of dissatisfiers before making purchase decisions. See Freudian Motivation Theory, Maslow's Theory of Motivation.
Qualitative_Obj-objectives which cannot be expressed in quantifiable terms, for example, a salesperson might set as an objective in a specific period the acquisition of certain product knowledge, or the forming of a close business relationship with the buyer from a major account. See Quantitative Objectives.
Inventory_Turno
the ratio of dollar or unit sales or gross profit to average inventory, used in inventory control wh ...
another definition in the dictionary:
Exponential_Smo-a quantitative technique for sales forecasting using historical data weighted to favour the most recent information.
Minor_Points_Cl-a closing technique in which a salesperson attempts to get the buyer to agree to the value or usefulness of various smaller attributes and features of a product so that it will be easier to get a favourable response to the bigger decision - to purchase the product.
