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Resellers (a.k.a. Intermediaries, Distributors, Dealers)
Members of a distribution channel who purchase products from the marketing company with the intention of selling to others and includes retailers, wholesalers and industrial distributors.
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.
Contractual Wholesaler
Wholesale format represented by a distributor that brings together and manages many independent retailers within a contractual arrangement.
Diffusion of Innovation
A concept that explains how information and acceptance of new products spread through a market.
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.
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.
Market Pricing
A process for setting the initial price for a product that relies on analysis of market research to determine what customers perceive as an acceptable price and includes such methods as Backward Pricing, Psychological Pricing and Price Lining.
Modified Re-Purchase
A type of business purchase decision in which a buyer, who previously gave little consideration for alternatives when purchasing a certain type of product, has now decided to consider other options thus increasing the chances of purchasing from a new supplier.
Perceptual Filter
A component of the internal influences on consumer buying behavior that affects, through both conscious and subconscious processes, how a consumer perceives the world.
Promotion
Key component of the marketer's toolkit that represents decisions on the methods (e.g., advertising, personal selling, public relations) and strategies needed to communicate with a target market.