another definition in the dictionary:
Corporate_Famil-see Family Brand.
Formula_Approac-an approach to selling in which the salesperson uses a formula such as AIDA - awareness, interest, desire, action - as a guide to taking the buyer from one stage of the buying process to the next, also called the Mental States Approach. See AIDA Concept.
Wheel_of_Retail
a hypothesis of M.P. McNair explaining the patterns of change in retailing, the hypothesis is that new types of retailers cut prices by lowering or eliminating customer services, but once established they increase prices and customer services and so become vulnerable themselves to new, low-price retailers.
see also:
Sales_Potential
an organisation's expected sales of a product in a given market for a specified period, the share of ...
another definition in the dictionary:
Death_of_Salesm-a play by the U.S. playwright, Arthur Miller, set in the 1930s, the era of the 'selling concept', the play and its central character, Willy Loman, a salesman, are often referred to in sales training material.
Automatic_Respo-see Routine Response Behaviour.
Non_Manipulativ
methods used in selling where a salesperson, rather than trying to force an unwanted product on a cu ...
another definition in the dictionary:
Contractual_Sal-salespeople who are not full or part-time paid representatives of a company but who sell for it on a commission basis.
Electronic_Fund-a system commonly used in retailing in which a consumer pays for purchases by means of an electronic transfer of funds from his or her bank account to that of the store.
Early_Adopters
the group in a market second only to innovators in the speed with which they adopt a new product. Se ...
another definition in the dictionary:
Closed_Territor-an exclusive territory assigned to a reseller by a manufacturer, the reseller is required to sell only to customers within the territory. Closed territories are generally illegal under the Trade Practices Act.
Product_Modific-any substantial change made to the attributes (size, shape, colour, style, price, etc.) of a product, modification of a product is usually undertaken in an attempt to revitalise it in order to increase demand.
Market_Based_Ma
a marketing structure of an organisation in which staff specialists have responsibility for particul ...
another definition in the dictionary:
Global_Marketin-marketing the same or very similar products to world markets with essentially the same promotion, also commonly referred to as International Marketing.
Call-a visit to a client or prospective buyer by a sales representative to gather information, make a sales presentation, secure an order, etc.
Broadening_Conc
the extension of marketing as a business philosophy to encompass the marketing activities of non-pro ...
another definition in the dictionary:
Puffing-the legitimate practice of making obviously exaggerated claims in advertising, eg. 'cleaner than clean'.
Arm_s_Length_Pr-the price which various governments force companies to charge to discourage 'dumping' abuses, the arm's length price is the price charged by competitors for the same or similar product.
