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Missionary Selling (also Product Detailing)
A sub-category of the order influencer sales classification in which salespeople make sales calls to those who influence others, through advice or requirements, to make purchases the most common of which are found in the pharmaceutical and higher education textbook industries.
Breakeven Analysis
A forecasting tool used by marketers that considers product price, fixed cost and variable costs in order to determine the minimum sales volume required before a company realizes a profit.
Niche Marketing (also Concentrated Marketing)
A target marketing strategy that uses a single marketing strategy to appeal to one or more small sub-segments within a larger market segment.
Channel Conflict
Refers to disagreements that arise within a channel when a channel member's decisions affect (often negatively) the business operations of other members.
Sales Promotion
Promotional methods using short-term techniques to persuade members of a target market or distribution channel, generally through an incentive, to respond or undertake certain activity.
Public Service Advertising
A type of advertising run by not-for-profit organizations that concern issues viewed as for the "greater good" of society and, in many cases, delivered free-of-charge through media outlets.
Podcasting
Name given to a method of delivery of audio and video programming that a user can download to a media devices, such as MP3 players or video player, thus allowing for playback on the user's own schedule.
New Business Development
A sub-category of the order getter sales classification in which salespeople locate and sell to new customers then once a sale is made pass this customers on to others in their organization who handle account maintenance.
Marketing Mix
Describes the decisions made by marketers to appeal to their target markets and includes product, distribution, promotion, pricing and services.
Innovators
The first category within the Diffusion of Innovation concept that consists of a small percentage of a market who are primarily characterized as being at the forefront of adopting new products and eager to try new things, often without regard to price.