another definition in the dictionary:
Scaled_Response-questions requiring respondents to a survey to rate a company, product, service, etc. on a scale provided.
a elementary form of selling, common in retailing, in which the salesperson simply responds to the customer's demands, little creativity or persuasion is used.
Black_Box_Model
a model used in the study of the buying behaviour of consumers, the model assumes that what takes pl ...
another definition in the dictionary:
Incremental_App-an approach used in determining the ideal size of a sales force based on the difference between the expected gross profit that will be earned by the addition of an extra salesperson and the cost of hiring, training and maintaining that salesperson.
Quantity_Discou-a price reduction made to encourage a purchaser to order a larger quantity than would otherwise have been purchased.
Price_Band
the range within which a product can be priced as dictated by competitive intensity and the perceive ...
another definition in the dictionary:
Extensive_Decis-see Extensive Problem Solving.
Boomerang_Metho-hurling a buyer's objection back as a reason for buying. If, for example, a buyer objects that he or she cannot afford the item, a salesperson might answer, 'Yes, but can you afford not to buy it?', sometimes referred to as the Translation Method. See Objections.
Negotiated_Cont
a formal arrangement for the supply of goods or services at a price agreed upon both the buyer and s ...
another definition in the dictionary:
Primary_Adverti-advertising intended to create demand for a class or category of product rather than for a brand. See Generic Advertising, Pioneering Advertising.
Protectionism-Trade policies of governments aimed at protecting domestic industries by limiting the volume of imports.
Adversarial_Sho
a consumer whose shopping behaviour is characterised by a determination to get good value at a low p ...
another definition in the dictionary:
Assumptive_Clos-a closing technique in which a salesperson simply assumes that the purchaser has agreed to buy the product, and proceeds to write up the order, wrap the merchandise, etc. See Close.
Inertia_Selling-a selling practice in which unsolicited goods and services are sent to consumers in expectation that many will prefer to purchase rather than to return them, the practice is considered undesirable and legislation protecting consumers has been enacted.
Sampling_Frame
the source from which sampling units (respondents) are chosen in a marketing research study, commonl ...
another definition in the dictionary:
Singles_Market-a market segment, regarded as both a lifestyle and a demographic category, which includes widowed and divorced people as well as 'never-been-married' singles.
Activity_Quota-a common form of sales assignment, goal or target used to measure a sales representative's performance in relation to his or her selling activities, activities used in this way include total calls made, total sales made, number of new accounts opened, number of displays set up, and so on. Other common forms of sales quotas are unit volume quotas, dollar volume quotas, gross margin quotas and net profit quotas. See Sales Quota.