another definition in the dictionary:
Integrative_Gro-a strategy for growth in which a firm acquires some other element of the chain of distribution of which it is a member. See Backward Integration, Forward Integration, Horizontal Integration.
Hard_Sell_Appro-an approach to selling in which the salesperson puts pressure on the buyer to make a commitment to purchase, an approach typical of the period of the 'selling era' from the 1930s to 1950s.
methods used in selling where a salesperson, rather than trying to force an unwanted product on a customer by high-pressure means, works with the customer to identify a genuine need and to provide a satisfying solution. See Manipulative Selling Techniques.
Manufacturer_s_
a brand owned or controlled by an organisation the primary commitment of which is to production rath ...
another definition in the dictionary:
Maturity_Stage_-the third stage (after introduction and growth) in the life of a typical product, in maturity, the product is well-known, has some loyal customers and strong competition. See Product Life Cycle, Introductory Stage, Growth Stage, Decline Stage.
Account_Strateg-broad methods employed in achieving the objectives set by a salesperson for a particular account.
Public_Policy_E
that part of a firm's external environment which consists of controversial issues or matters of conc ...
another definition in the dictionary:
Account_Executi-see Account Manager.
Personal_Interv-a face-to-face meeting with a client, job applicant, buyer, marketing research respondent, etc.
Added_Value
the increased worth of a firm's offering as a result of marketing, four factors which generate the a ...
another definition in the dictionary:
Blocked_Markets-markets, especially in foreign countries, to which entry permission is refused, or in which it is not possible to compete on reasonable terms.
Adaptive_Contro-a system of marketing control which allows for changes to be made to marketing objectives during a planning period as well as to the performance to meet the objectives, a pro-active marketing control system. See After-the-Fact Control System, Marketing Control System, Reactive Marketing Control System, Steering Control System.
Reseller_Market
the market consisting of wholesalers and retailers who buy products for resale purposes. ...
another definition in the dictionary:
Curbside_Sales_-informal coaching or training of a sales representative by a supervisor in the field. See Buddy System, Formal Training, On-the-Job Training.
Evaluative_Prob-questions posed by salespeople to help their understanding of a prospective customer's feelings on a subject.
Perception
the way in which an individual interprets stimuli received by the senses. ...
another definition in the dictionary:
National_Accoun-major accounts which are sometimes served by a separate salesforce because of their importance. Account specialists try to meet their special needs and to develop close relationships with key personnel. Also referred to as Direct Accounts and House Accounts.
Promotional_War-a warranty designed to reduce the perceived financial or performance risk that a consumer might perceive in purchasing an expensive product. See Warranty, Express Warranty, Implied Warranty, Protective Warranty.