another definition in the dictionary:
Market_Penetrat-a growth strategy in which a company concentrates its efforts on its target market in order to attract a higher percentage of users of its product.
Bottom_Up_Appro-an approach to sales forecasting which takes market conditions rather than the company's objectives as its basis, sometimes referred to as the 'build-up' method. See Top-Down Approach to Sales Forecasting.
a rating scale technique using pairs of words of opposite meaning.
Organisational_
see Industrial Services. ...
another definition in the dictionary:
Competitive_Dep-attempting to change the beliefs of buyers about the attributes of a competitor's product, the attempt may be especially useful in cases where buyers generally have an inflated perception of the quality of a competitor's product. See Market Positioning.
Last_Chance_Clo-see Standing Room Only.
Boundary_Spanni
the difficult dual role played by sales managers and senior account managers who, in developing clos ...
another definition in the dictionary:
Product_Positio-see Market Positioning.
Functional_Whol-agents, brokers, commission merchants, etc. who facilitate exchanges between producers and resellers and receive commissions for their services, also referred to as Functional Middlemen.
Cash_Cows
products or strategic business units within the organisation's mix which are characterised by high m ...
another definition in the dictionary:
POP-abbrev. Point of Purchase.
Non_Packaged_Go-a sub-category of consumer non-durables, for example, petrol is a non-packaged consumer non-durable good. See Consumer Non-Durables, Packaged Goods.
Geocentrism
the view that the whole world is one single market. ...
another definition in the dictionary:
Foreground_Radi-a term used in reference to pre-recorded or live radio programs featuring music and commercial announcements broadcast direct to stores where the advertised merchandise is available.
Average_Variabl-a measure of cost control, calculated by dividing the total variable cost of the goods produced by the number of units sold.
Account_Represe
a salesperson with direct responsibility for one specific major account or a group of major accounts ...
another definition in the dictionary:
Active_Listenin-listening that is more than passively hearing what the customer is saying, implies the need for a salesperson to think while listening and to evaluate what is being said.
Contests-a form of sales promotion in which consumers are induced to buy earlier, or in greater quantity, by the offer of prizes of cash or merchandise to be won in a competition. See Sales Promotion.