KC Group: General

A sub-category of the sales support sales classification that consists of those who offer expertise to assist other salespeople in the selling process.

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.

Wholesale format represented by a distributor that brings together and manages many independent retailers within a contractual arrangement.

A growing trend for using computer technology to deliver media programming and information, thus allowing media from one type of outlet (e.g., newspaper) to take advantage of features and benefits offered through other media outlets (e.g., Internet).

Characteristics of a product that offer functional and/or psychological benefits to a customer.

Companies that function as intermediaries in the research market by acquiring access to information, such as research reports, from producers of the research (e.g., market research companies) and then selling this information to those seeking research (e.g., marketer developing a new product).

Retail format represented by a small, individually or family owned and operated outlet that generally services a local community often with a high level of service but relatively small product selection.

The general name give to the four major methods marketers have for promoting their products that include advertising, sales promotion, personal selling and public relations.

A business classification that includes resellers who, in general, obtain products from suppliers in order to sell to the final consumer.

A type of dependent channel arrangement where a single channel member, such as a leading brand manufacturer or large retailer, has achieved a significant power position and dominates the decisions that occur within the channel.