Term
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Definition
| The selection of the distribution channels to reach and deliver products to customers most efficientyl and effectively. |
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Term
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Definition
| The specific method a company uses to sell and deliver its products to customers. |
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Definition
| Direct face-to-face communication by salespeople with teh existing and potential customers to promote a company's product. |
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Definition
| All of the activities realted to managing a product from the time it is made to the time it is delivered and used by customers. |
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Term
| Licensed Distributors and Dealers |
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Definition
| Independent companies that buy the rights to distribute, sell, and service a company's prodicts within a specific geographical area. |
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Definition
| Distributors that are licensed to stock and sell only one brand of a product. |
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Term
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Definition
| An intermediary or broker that buys products from manufacturers and tehn resells them to other companies, such as retailers, which in turn distribute them to the final customer. |
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Definition
| The person who actually uses or consumes a product. |
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Definition
| Intermediaries who sell other companies' products to the final customer. |
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Definition
| Distribution channels used to deliver and sell products directly to the final customer. |
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Term
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Definition
| The combination of channels a company selects to place, promote, sell, and deliver its products to customers. |
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Definition
| Products with qualities and characteristics that make them difficult for customers to evaluate. |
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Definition
| Selling that requires a company's sales representatives to impart detailed technical information to their customers. |
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Term
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Definition
| Selling that occurs when a salesperson educates customers, builds goodwill, and performs promotional activities to encourage them to purchase a product at a later date. |
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Term
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Definition
| A person, or intermediary, acting on behalf of final customers. |
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Term
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Definition
| Selling that requires salespeople to combine their technical knowledge and personal selling experience to craft creative and unique ways to better meet the needs of their customers. |
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Term
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Definition
| A person with immense knowledge about a particular type of product can identify the qualities that make it valuable. |
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Term
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Definition
| Selling done through the intermediaries, such as wholesalers and retailers, which manage the sale of a company's products to other companies. |
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Term
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Definition
| Selling to the final customer--the person who buys a product for his or her own use. |
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Definition
| A sales method used to contact perspective customers exclusively by phone. |
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Term
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Definition
| Potential customers for the goods and services a salesperson is offering. |
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Term
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Definition
| The first contact a salesperson has with a customer, either by e-mail, phone, or in person. |
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Term
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Definition
| A phenomenon that occurs when a customer believes he or she made a poor purchasing choice. |
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Term
| Customer Relationship Management System |
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Definition
| An IT-based knowledge system designed to track a company's customers---what they are buying, how satisfied they are, and how their demands are changing. |
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