another definition in the dictionary:
MAN-acronym used in selling for qualifying new prospects. Does the prospect have the Money to pay? Does the prospect have the Authority to buy? Does the prospect have a Need for the product? Also referred to as PAN - Pay, Authority, Need.
Mark_Up-the amount added by a wholesaler or retailer to the cost of a product to determine the selling price to the customer.
New_To_The_Worl
products which serve a purpose for which no product has previously existed. See New Products.
see also:
Audiotext
a relatively new, alternative promotional medium in which an advertiser's recorded message is reache ...
another definition in the dictionary:
Discontinuous_I-entirely new-to-the world products made to perform a function for which no product has existed previously.
Boston_Consulti-a tool, devised by the Harvard-based Boston Consulting Group, for use in product and strategic business unit (SBU) planning, the matrix, based on the percentage rate of market growth per annum and the market share relative to the market leader, allows the planner to categorise each product or SBU as a 'Cash Cow', 'Star', 'Question Marks' (or 'Problem Child') or 'Dog', and to develop marketing strategies appropriate to each category's propensity to generate, or use, cash. See Cash Cows, Dogs, Question Marks, Stars.
Price_Elasticit
buyers' sensitivity to price, measured by the percentage change in quantity demanded that results fr ...
another definition in the dictionary:
Introductory_Al-see Slotting Allowance.
CPT-abbrev. Cost-Per-Thousand.
Compensation_Me
handling a buyer's objection by admitting the validity of the objection but pointing out some advant ...
another definition in the dictionary:
Contingent_Meth-see 'What if...' Method (of handling sales objections.)
Arbitrary_Metho-see All-We-Can-Afford Method.
Marketing_Resea
the aims or purpose of a marketing research study, objectives are often a expressed as hypotheses to ...
another definition in the dictionary:
Non_Durable_Goo-see Consumer Non-Durables
Outside_Order_T-a salesperson who visits customers to write up orders but is not responsible for persuading them to buy. See Inside Order-Taker.
Gross_Profit
the amount left when selling costs and operating expenses are deducted from total revenue, also call ...
another definition in the dictionary:
Formula_Approac-an approach to selling in which the salesperson uses a formula such as AIDA - awareness, interest, desire, action - as a guide to taking the buyer from one stage of the buying process to the next, also called the Mental States Approach. See AIDA Concept.
Forecasting-predicting future variables, such as the level of sales in a given period, the environmental factors that will influence the firm's performance, etc.
