Biswa Prakash Nayak ,firstname.lastname@example.orgMarketing, IBAPage 3 of 166
that the segment targeted must be of an appropriate size for the company'sresources to handle. See Accessibility; Measurability; Substantiality.
listening that is more than passively hearing what the customer is saying; impliesthe need for a salesperson to think while listening and to evaluate what is beingsaid.
a common form of sales assignment, goal or target used to measure a salesrepresentative's performance in relation to his or her selling activities; activitiesused in this way include total calls made, total sales made, number of newaccounts opened, number of displays set up, and so on. Other common forms ofsales quotas are unit volume quotas, dollar volume quotas, gross margin quotasand net profit quotas. See Sales Quota.
reports requiring salespeople to provide details (such as number of calls made,new accounts opened, displays arranged, dealer sales meetings attended and soon) as a measure of their activity in a given period.
abbrev. Australian Council of Trade Unions.
the tangible features of a product, including styling, quality level, features, brandname and packaging; also called the Formal Product or Tangible Product. SeeAugmented Product; Core Product.
Ad Hoc Marketing Research
marketing research conducted in response to a specific, one-time-only need.
Adaptation Approach to Pricing
an approach in global marketing in which an organisation allows an affiliate orsubsidiary to set the most desirable price, provided it is profitable, in its ownregion; also referred to as the Polycentric Approach. See also ExtensionApproach; Geocentric Approach.
Adaptive Control System
a system of marketing control which allows for changes to be made to marketingobjectives during a planning period as well as to the performance to meet theobjectives; a pro-active marketing control system. See After-the-Fact ControlSystem; Marketing Control System; Reactive Marketing Control System; SteeringControl System.
a technique in selling which calls for the salesperson to adapt his or her socialstyle to that of the buyer in order to maximise effectiveness. See Social Style.
domestic marketing tactics, plans and methods which have been altered to suitlocal conditions in foreign markets.
a planning philosophy implying a firm's intention to continue to maintain, andexpand, its present operations; to do better things in the future than have beendone in the past. See Optimising; Satisficing.