another definition in the dictionary:
Deciders-those who actually make the decision in the organisational buying process, the deciders are often difficult to identify because they may not necessarily have the formal authority to buy. See Buying Centre.
Personality_Seg-the division of a heterogeneous market into homogeneous groups on the basis of personality characteristics and enduring patterns of behaviour such as aggressiveness, compliance or compulsiveness. See Psychographic Segmentation.
one of the three kinds of functions (with facilitating functions and logistical functions) performed by intermediaries in a marketing channel, transactional functions are the activities associated with buying products and reselling them, and the risks incurred in keeping the products in stock. See Facilitating Functions, Logistical Functions.
Marketing_Myopi
short-sightedness in marketing, a failure by a firm to define its mission broadly enough result in t ...
another definition in the dictionary:
CIF-abbrev. Cost, Insurance and Freight.
Post_Purchase_E-the quick mental assessment of a low-involvement product by a consumer after purchase. See Low-Involvement Product.
Stated_Objectio
the reason given by a prospective buyer for not accepting the product offered, the stated objection ...
another definition in the dictionary:
Adaptation_Appr-an approach in global marketing in which an organisation allows an affiliate or subsidiary to set the most desirable price, provided it is profitable, in its own region, also referred to as the Polycentric Approach. See also Extension Approach, Geocentric Approach.
Conglomerate_Di-a growth strategy in which a company seeks to develop by adding totally unrelated products and markets to its existing business. See Concentric Diversification, Horizontal Diversification.
Sales_Territory
the specific region or group of customers for which a salesperson has direct responsibility. ...
another definition in the dictionary:
Balance_Sheet_C-a closing technique in which the salesperson assists an indecisive prospect to list on paper the 'arguments for' and 'arguments against' a particular product choice. Also known as the Benjamin Franklin Close. See Close.
Observation_Met-an method of obtaining marketing research data by watching human behaviour, mechanical monitoring devices are also commonly used.
Portfolio_Analy
the systematic evaluation or assessment of a company's businesses or products, two variables frequen ...
another definition in the dictionary:
New_Product_Dup-the introduction by a company of a product that is known to the market but new to the company. See Innovation, Product Extension.
Corporate_Cultu-the particular strategies, style, systems, environment and shared values within an organisation which contribute to its individuality.