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Geographical_Pr-a pricing method in which customers bear the freight costs from the producer's location to their own, examples of geographical pricing include FOB pricing, base-point pricing and zone pricing. See FOB Pricing, Base-Point Pricing, Zone Pricing.
Bonus_Plan-a scheme for additional payments to salespeople to be made at the discretion of management for a particular sales achievement.
the launch of a new product on a region by region basis as opposed to a national introduction, the rollout is intended to minimise the risk and to reduce the investment in production and marketing. See National Introduction, New Product Development.
Inept_Set
brands that a buyer is aware of when considering a purchase, thinks poorly of , but uses in some way ...
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Expectancy_Valu-a model used in the study of consumer decision processes to evaluate alternative brands. In this model, brand attributes are weighted, a consumer's beliefs about each brand's attributes are multiplied by the respective weights to produce a preference ranking of the alternatives. Other models of brand evaluation include the ideal brand model, the conjunctive model, the disjunctive model, the lexicographic model and the determinance model.
Accelerator_Pri-the notion that an increase or reduction in consumer demand will affect several layers of demand in organisational markets, for example, an increase in consumer demand for soft drinks will will lead to an increased demand by retailers for soft drinks, an increased demand by soft drink bottlers for aluminium cans, an increased demand by aluminium can manufacturers for aluminium sheet, an increased demand by aluminium sheet manufacturers for aluminium ore, and so on. See Derived Demand.
Private_Brand
a brand owned by a wholesaler or retailer, also called a private label. See Manufacturer's Brand. ...
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Need_Satisfacti-an approach to selling based on soliciting information to uncover a buyerís need before attempting to present an appropriate product from the range to satisfy it.
Asset_Based_Mar-a marketing approach which uses the knowledge and skills a company has already developed as the basis for growth.
Follow_Up
the vital final stage in the selling process, the salesperson's call-back upon a client after the or ...
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Psychodrawing-a nonverbal, qualitative marketing research technique in which respondents use colours, shapes, symbols, etc. to express their feelings about certain products or brands. See Qualitative Marketing Research.
SBU-abbrev. Strategic Business Unit.
Advertising_Eff
the degree to which the objectives of an advertisement or advertising campaign have been achieved, t ...
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Account_Objecti-the specific aims and sales goals to be achieved within a specified period by a salesperson for an account for which he or she is responsible.
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 of total sales revenue.
Judgment_Sample
a type of non-probability sample used in gathering primary data in marketing research, the sample is ...
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Credit_Terms-conditions negotiated between seller and buyer relating to the time within which the buyer is obliged to pay for the products purchased and any discounts to be allowed by the seller for earlier payment or additional services performed.
Market_Index-a combination of market factors used to predict the likely level of sales.