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Indirect Distribution System
A distribution design where a marketer reaches the intended final customer by distributing a product indirectly through resellers who generally take ownership of the product and in doing so the resellers assume many responsibilities to help sell the product.
Family Branding
A branding strategy in which products are given brand names that are closely connected or share the same overall name as an existing brand.
Diffusion of Innovation
A concept that explains how information and acceptance of new products spread through a market.
Contractual Wholesaler
Wholesale format represented by a distributor that brings together and manages many independent retailers within a contractual arrangement.
Account Management
A sub-category of the order getter sales classification in which salespeople are responsible for all aspects of building customer relationships from initial sale through to follow-up account servicing.
Bundle Pricing
A form of promotional price adjustment that offers discounted pricing when customers purchase several products at the same time.
Target Markets
Key component of the marketers toolkit that represents decisions on the strategies and methods needed to select customers who will be the focus of an organizations marketing efforts.
Reseller Network
The collection of resellers such as retailer, wholesalers and industrial distributors, who provide services that assist the marketer in reaching their final customer.
Product-Oriented Advertising
A type of advertising directed toward the promotion of a specific product to a targeted audience.
Perception
The internal processing of stimuli (e.g., advertisements) that shapes how a person sees themselves and the world they live in.