another definition in the dictionary:
Dissonance-see Cognitive Dissonance.
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.
Sales_Orientati
see Selling Concept.
see also:
Lost_Account_Ra
a measure used to evaluate salespeople in which the salesperson's ability to keep prior accounts as ...
another definition in the dictionary:
Core_Product-the intangible benefit or service offered by a product, for example, the core product offered to a purchaser of shampoo is clean, healthy hair. See Actual Product, Augmented Product.
Bottom_Up_Appro-a participative approach to planning in which there is involvement at all levels, plans are developed at the lower levels of an organisation and funnelled up through consecutive levels until they reach top management. See Top-Down Approach to Planning.
Inventory_Carry
see Holding Costs. ...
another definition in the dictionary:
Emergency_Goods-a category of consumer goods consisting of items purchased quickly in necessity. See Consumer Goods, Convenience Goods.
Reusable_Contai-a type of consumer sales promotion in which potential customers are encouraged to buy a particular product because it is packaged in a container that can be used for some other useful purpose when empty.
Free_alongside_
a pricing approach in which the manufacturer pays the freight cost to the wharf, costs associated wi ...
another definition in the dictionary:
Gap_Analysis-the determination of the methods and techniques used to fill the 'gap' between corporate sales and financial objectives and the current long-range forecasts of the sales team.
Macro_environme-the major uncontrollable, external forces (economic, demographic, technological, natural, social and cultural, legal and political) which influence a firm's decision making and have an impact upon its performance.
Product_Positio
marketing decisions and actions intended to create a particular place for a product in the market an ...
another definition in the dictionary:
Guided_Dreams_-a method of collecting qualitative marketing research data in which respondents are asked to imagine they are dreaming or fantasising, whilst in this state, a researcher seeks their emotional reactions to particular products and brands. See Qualitative Marketing Research.
Budgeting_Model-see Computer Modelling.
Differentiated_
one of four possible approaches (with concentrated segmentation strategy, market segment expansion s ...
another definition in the dictionary:
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.
In_Magazine_Rec-to test the effectiveness of advertising, individuals selected from the target market are asked to look through a magazine and then to recall advertisements they have seen. See Recognition Tests.
