MARKETING TERMINOLOGY

Blue Bird: This is an unexpected sales opportunity that has a high chance of turning into profitable business.

USP's: Unique Selling Proposition i.e. what makes your company different from its competitors. This is used
predominantly in lead generation and marketing activities and therefore is a MUST HAVE for any sales
strategy to work

Conglomerate-A Conglomerate is a company composed of different and differing businesses which

usually do not have much in common at a basic level. They may for example serve different markets
with different products.

"Cold calling" is the process of telephoning or calling at the door of people who have not expressed any
interest in the product, service or organisation you are promoting, researching or communicating a
message about.

A Prototype is an early version of a product or item produced for testing or evaluation purposes.

Cross Sell — Encourage established customers to buy different but related products. Getting a
computer buyer to purchase a printer, for example.

Return on Investment (ROI)

Drip Marketing- Drip Marketing is a communication strategy that sends, or "drips," a pre-written set of
messages to customers or prospects over time. These messages often take the form of E-mail marketing,
although other mediums can also be used. Like e mail , direct mail , social media

BEP  |  Break Even Point – Sales quantity at which the firm’s total cost will equal its total revenue.

Co-branding  |  An agreement between two brands to work together in marketing a new product, such as
Dreyer's Ice Cream flavored with Baby Ruth candy pieces (promoting both brands on the label).

Commercialization  |  Stage in product development process where the decision to order full-scale
production and launch is made. The act of exchange, buying, selling of a commodity on a large scale
for profit. This also describes the flow of goods and services from producer to consumer.

Competitive cost advantage  |  An advantage that a firm has over competitors, allowing it to generate
greater sales margins and/or retain more customers.  It supports the firm's cost structure, product
offerings, distribution network and customer support.

Concentrated marketing  |  A growth strategy in which a firm's resources are focused on a well-defined
market niche or population segment. (Also see differentiated marketing)
Market Saturation  |  The point at which a market is no longer generating new demand for a firm's
products, due to competition, decreased need,  obsolescence, or other uncontrollable variables.

POS  |  Point of Sale or POP (point of purchase) – Business or market where products and services
are transacted.

Push/Pull strategies  |  Customers "pull" products towards themselves (creating channels that until now
did not exist), while a producer "pushes" a product toward customers by promoting (advertising, sales
promotion and discounts/allowances) through an existing channel, one channel member at a time.

SCA  |  Sustainable Competitive Advantage

Tier pricing  |  a promotional price-setting tool that generally affords customers unit price savings for
purchasing in higher quantities.  This is an effective way to move more merchandise. For example:
customers that purchase 3 boxes of printer paper save money. The retailer sign might read:
-- Buy 2 and save 6%
-- Buy 3 and save 15%
-- Buy 5 and save 42%

Universal product code (UPC)  |  Assigned 12-digit number used to identify a product