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Viewing terms beginning with 'Cc'

• C-Type Response

  a response to an advertisement or an advertising campaign which is immediately obvious. more...

• CAD

  abbrev. Computer-Aided Design. more...

• CALLPLAN

  an interactive computer program for determining the optimal number of calls to be more...

• CAM

  abbrev. Computer-Assisted Manufacturing. more...

• CAPTCHA

  CAPTCHA are those images of twisted words used to prove you’re human. They more...

• CATI

  abbrev. Computer-Assisted Telephone Interviewing. more...

• CATS

  abbrev. Computer-Assisted Telephone Surveys more...

• CBD

  abbrev. Central Business District. more...

• CCO

  Chief Content Officer more...

• CEO

  Chief Executive Officer more...

• CFO

  Chief Financial Officer more...

• CGM

  abbrev. Consumer Generated Media. more...

• CIF

  abbrev. Cost, Insurance and Freight. more...

• CIF Pricing

  see Cost-Insurance-Freight Pricing. more...

• CIO

  Chief Information Officer more...

• CMO

  Chief Marketing Officer more...

• CMS

  abbrev. Content Management System. Allows you to control and manage the content within more...

• COO

  Chief Operating Officer more...

• CPA

  abbrev. Cost-Per-Acquisition. These are the metrics everyone is generally looking to improve. This more...

• CPA

  abbrev. Critical Path Analysis. more...

• CPC

  abbrev. Cost-Per-Click. Refers to the actual price you pay for each click in more...

• CPG

  Consumer Packaged Goods are staple items consumed on a daily basis more...

• CPM

  abbrev. Cost-Per-Thousand-Impressions. Marketing term used to denote the price of 1,000 advertisement impressions more...

• CPT

  abbrev. Cost-Per-Thousand. more...

• CRM Systems

  Customer Relationship Management Systems more...

• CRO

  Conversion Rate Optimisation more...

• CSR

  Corporate Social Responsibility more...

• CSV

  Creating Shared Values more...

• CTA

  abbrev. Call-to-Action. Piece of content intended to induce a viewer, reader, or listener more...

• CX

  Customer Experience. CX is defined as the customers’ perception of how a business more...

• Call

  a visit to a client or prospective buyer by a sales representative to more...

• Call Centre

  an organisation established for telemarketing operations, either out-going or incoming or both. more...

• Call Frequency

  The number of sales calls per time period made on a particular customer. more...

• Call Planning

  the arrangement of a sales representative's visits to buyers into an orderly sequence, more...

• Call Report

  a written record of sales calls made by a representative for submission to more...

• Call-Back Approach

  making a second or subsequent attempt to sell to a particular buyer, usually more...

• Caller-ID Technology

  see Calling Number Display. more...

• Calling Number Display

  the display of a caller's number on a telephone so that the subscriber more...

• Campaign

  a related selection and execution of IMC activities to achieve marketing communication objectives. more...

• Canned Approach

  see Stimulus-Response Approach. more...

• Cannibalisation

  the loss of sales of an existing product to a new offering in more...

• Capital Items

  long-lived business assets of a firm; these items usually include buildings, plant and more...

• Capitalist System

  see Free Market System. more...

• Captioned Photograph

  a photograph with a brief description of its contents, frequently issued by public more...

• Captive Market

  a marketing situation in which purchasers have no choice but to buy from more...

• Captive Product

  a product made specifically to be used with another, such as a refill more...

• Captive Product Pricing

  a method of pricing the captive element of a product such as a more...

• Captive Service

  a service which depends upon another major service for its use, and which more...

• Captive Service Pricing

  also referred to as Two-Part Pricing, this pricing method allows an organisation to more...

• Capture Site

  a web page that requires viewers to give name, address and other details more...

• Card-Reading Telephone

  a form of electronic dispensing machine; a telephone that allows customers to use more...

• Carload Freight Rate

  a special rate offered to companies by railways to encourage them to ship more...

• Carrying Costs

  costs associated with maintaining inventory, such as financing, storage, insurance and obsolescence. more...

• Carryover Effect in Advertising

  the rate at which the effectiveness of an advertising campaign diminishes with the more...

• Cartel

  a group of firms (or nations) attempting to act as a monopoly to more...

• Case Allowance

  discount allowed on products sold to retailers to encourage them to purchase in more...

• Case Study

  To study the effectiveness of a product or website by studying it's impacts more...

• Cash Cow

  a product or strategic business unit within the organisation's mix which is characterised more...

• Cash Discount

  a reduction in price offered to a buyer in return for prompt settlement more...

• Cash Flow

  the money required by a company to meet expenses in a given period. more...

• Cash Rebate

  money refunded to customers who buy merchandise from retailers within a specified time; more...

• Cash Refund Offer

  a sales promotion tool in which consumers are offered a cash incentive to more...

• Cash-Back Offer

  see Cash Rebate; Cash Refund Offer. more...

• Cash-and-Carry Wholesaler

  a wholesale firm that carries a limited line of fast-moving goods which it more...

• Cashing-Out

  a cultural shift noted in today's society in which some people move from more...

• Casual Product Classes

  broad classifications of products used to describe markets in everyday terms, eg. the more...

• Catalogue

  a list of items, usually in booklet form, arranged in order and often more...

• Catalogue Marketing

  a form of direct marketing in which customers order from catalogues which are more...

• Catalogue Retailer

  retailers who mail catalogues to their customers and maintain showrooms where samples of more...

• Catalogue Selling

  see Catalogue Marketing. more...

• Catalogue Showroom

  see Catalogue Retailer. more...

• Category Killer

  a retailer, usually with a large number of outlets, which specialises in one more...

• Category Management

  the development, direction and control of all of the brands in one of more...

• Category Manager

  an individual responsible for the marketing strategies of all the brands in a more...

• Category Team

  a group of people within an organisation -- often including a category manager, more...

• Causal Research

  marketing research which examines the cause-and-effect relationship among variables. more...

• Cause Marketing

  marketing that is related to a special event, such as the Olympic Games, more...

• Cause-Related Marketing

  any form of marketing which links a social cause - such as road-toll more...

• Caveat Emptor

  a Latin term meaning 'let the buyer beware'. The term implies that it more...

• Ceiling Price

  see Price Ceiling. more...

• Celebrity Endorsements

  see Celebrity Testimonials. more...

• Celebrity Testimonials

  advertisements featuring endorsements of products by well-known personalities from the field of entertainment, more...

• Census

  the collection of data from all possible sources in a population. more...

• Central Business District

  the region of a city where retail and other businesses are concentrated, with more...

• Central Place Theory

  1. (retailing definition) A model that ranks communities according to the assortment of more...

• Centralised Exchange System

  a system for the trading of goods which utilises a central market. more...

• Centralised Management

  The practice of referring matters for decision to higher levels of management, particularly more...

• Centre-of-Influence Method

  a prospecting method based on referrals; a salesperson uses influential people (bankers, solicitors, more...

• Cents-Off Deal

  see Price Packs. more...

• Chain Store

  a group of retail stores, centrally owned and managed, generally carrying the same more...

• Chain of Distribution

  see Distribution Chain; Distribution Channel. more...

• Chain-Ratio Method

  a method of calculating total market demand for a product in which a more...

• Channel

  see Marketing Channels. more...

• Channel Captain

  a member of a marketing channel assuming a leadership role in organising the more...

• Channel Conflict

  discord among members in a marketing channel. more...

• Channel Design

  the way in which the network is constructed to perform product distribution and more...

• Channel Efficiency

  A measure of channel performance in relation to efficiency and cost. more...

• Channel Flows

  the flow of physical goods and services, title, promotion, information and payment along more...

• Channel Leadership

  see Channel Captain. more...

• Channel Length

  the number of levels of marketing intermediaries used in the channel of distribution. more...

• Channel Levels

  see Channel Length. more...

• Channel Mix

  the degree of intensiveness selected for the distribution of a product. more...

• Channel Partnership

  the close linking of two or more members of a distribution channel to more...

• Channel Power

  the circumstances - economic or social that allow one channel member to control more...

• Channel Strategy

  decision-making related to the selection of the most appropriate method of controlling the more...

• Channel Structure

  the way in which a network of participating intermediaries is constructed in the more...

• Channel System

  a method of linking customers and intermediaries by means of an integrated communication more...

• Channel of Distribution

  see Marketing Channels. more...

• Charm Pricing

  Charm Pricing refers to the setting of prices for goods/services that end in more...

• Checkout Scanner

  an electronic device which scans customer purchases at point of sale and provides more...

• Chlorofluorocarbons

  chemical substances believed to deplete the protective ozone layer of the earth's upper more...

• Choice Set

  the final set of brands from which a consumer makes a purchase choice more...

• Circular Routing

  A method for scheduling sales calls that involves circular patterns. more...

• Citizen Action Public

  one of the several types of public which may influence an organisation's decision-making; more...

• Class Rate

  the standard charge for the shipment of goods by a carrier. more...

• Classical Conditioning

  a phenomenon described by Ivan Pavlov (1849-1936), in which a significant stimulus which more...

• Classified Advertising

  print media advertising in which similar goods and services are grouped together in more...

• Click Through Rate (CTR)

  Click Through Rate is the percentage of delivered emails that received at least more...

• Click To Open Rate (CTOR)

  Click To Open Rate is the percentage of opened emails that received at more...

• Clicksteam Analysis

  the analysis of statistical data provided by the path and pattern of visitors more...

• Clickstream

  the path taken by website visitors as they move from one page or more...

• Clincher

  an additional inducement offered to a potential buyer by a salesperson in order more...

• Close

  the critical final stage in the selling process in which the salesperson attempts more...

• Closed Promotion

  a sales promotion which is available only to a specific, high-potential target; for more...

• Closed Territory

  an exclusive territory assigned by a manufacturer to a particular reseller; the reseller more...

• Closed-End Question

  a question which allows a respondent to choose an answer from a given more...

• Closing

  the act of gaining a commitment from a buyer to a purchase. more...

• Closing Signals

  see Buying Signals. more...

• Closing Skill

  the ability of a salesperson to obtain a buyer's commitment to the purchase. more...

• Closing Techniques

  methods employed by a salesperson when asking a buyer for an order and more...

• Club Marketing Program

  a marketing program designed specifically for regular and frequent purchasers of a company's more...

• Cluster Analysis

  a multivariate statistical technique used to identify entities with similar characteristics from those more...

• Cluster Sample

  a form of probability sample where respondents are drawn from a random sample more...

• Clutter

  All non-programming time on radio and TV; this includes time given to advertsing more...

• Clutter Level

  see Audience Tune-Out; Clutter; Customer Wearout. more...

• Co-Branding

  a brand management strategy in which two or more well-established brand names of more...

• Cocooning

  a cultural or lifestyle trend characterised by the tendency of some people, greatly more...

• Cognitive Dissonance

  a doubt that surfaces when a buyer becomes aware that an alternative product more...

• Cold Calling

  making a sales call on a client without an appointment. more...

• Cold Canvassing

  see Cold Calling more...

• Collusion

  agreement between a group of companies to fix a common price. more...

• Collusion Pricing

  see Collusion. more...

• Combination Branding

  emphasising a corporate or family name as well as an individual brand name more...

• Combination Store

  a retail outlet which sells a mix of product types, such as groceries more...

• Command System

  see Planned Economy; Controlled Allocation System. more...

• Commercial

  a television advertisement . more...

• Commercial Data

  information which can be purchased from marketing research firms which specialise in the more...

• Commercial Traveller

  a late nineteenth century term of American origin for a salesperson. more...

• Commercialisation

  the final stage of the new product development process in which the decision more...

• Commission

  a payment made to a salesperson based on a percentage of the value more...

• Commission Override

  a commission paid to a sales manager based on a percentage of his more...

• Commodity

  see Commodity Product; Commodity Markets. more...

• Commodity Markets

  markets typified by the homogeneity of products and a virtual irrelevance of branding. more...

• Commodity Product

  a product that cannot be significantly differentiated from competitors' products. more...

• Commodity Rate

  a rate which is applied in any situation where freight is product specific more...

• Common Carrier

  regular, scheduled transportation services such as railways, airlines and trucking lines, available to more...

• Common Costs

  The common or general costs that support a number of activities or profit more...

• Common Market

  a group of geographically associated countries limiting trade barriers among member nations and more...

• Communicability

  the extent to which the benefits of a new product are likely to more...

• Communication Effect of Advertising

  the influence that an advertisement or some other form of promotional activity might more...

• Communication Process

  the process by which a message, encoded by a sender, is transmitted through more...

• Communications

  more...

• Community Service

  as part of their public relations programs, organisations will sometimes engage in community more...

• Community Shopping Centre

  a group of independently-owned retail stores, 15 to 50 in number; a community more...

• Company Brand Strength

  an indicator of the success of an organisation, often measured by the proportion more...

• Company Culture

  see Organisational Culture. more...

• Company Demand

  the demand for a specific firm's product as a proportion of the total more...

• Company Mission

  see Corporate Mission. more...

• Company Sales Potential

  the maximum level of sales a company can expect to achieve in the more...

• Company Survival

  the major objective of a business firm or organisation; a powerful influence on more...

• Comparative Advertising

  advertising in which a firm names a competitor's product and compares it with more...

• Comparative Influence

  one of three types of influence exerted on consumers (with informational influence and more...

• Comparison Advertising

  see Comparative Advertising. more...

• Comparison Pricing

  a pricing method in which the price for a new product is set more...

• Compatibility

  the extent to which a new product requires consumers to adjust to unfamiliar more...

• Compensation

  remuneration for work done on behalf of another. more...

• Compensation (in International Markets)

  a situation in which an organisation sells plant, equipment or other technologies to more...

• Compensation Method

  handling a buyer's objection by admitting the validity of the objection but pointing more...

• Compensation Systems

  schemes for remunerating salespeople for tasks performed; commonly used systems include straight salary, more...

• Competition

  see Competitors. more...

• Competition-Based Pricing

  see Competition-Oriented Pricing. more...

• Competition-Oriented Pricing

  a method of pricing in which a manufacturer's price is determined more by more...

• Competitive Advantage

  that which one firm can do better than another to satisfy consumer needs more...

• Competitive Advertising

  advertising which points out features of a brand which may not be available more...

• Competitive Analysis

  the assessment of the strengths and weaknesses of competing firms. more...

• Competitive Attack Strategies

  options available for attacking a competitor; these include a frontal attack (head-on), a more...

• Competitive Bidding

  a process in which buyers request potential suppliers to submit quotations or tenders more...

• Competitive Depositioning

  attempting to change the beliefs of buyers about the attributes of a competitor's more...

• Competitive Environment

  that part of the company's external environment which consists of other firms vying more...

• Competitive Equilibrium

  a market situation of relatively stable competitive position and activity. more...

• Competitive Myopia

  marketing short-sightedness in regard to the activity of competitors. more...

• Competitive Niche

  a segment in a market in which a company can compete effectively. more...

• Competitive Parity Budgeting

  a method of allocating a promotion budget based on matching the activity of more...

• Competitive Parity Pricing

  a method of pricing in which an organisation's prime focus is the prices more...

• Competitive Position

  an organisation's ranking in its industry by size and business strength; hypothetically, each more...

• Competitive Scope

  the breadth or narrowness of an organisation's focus as measured horizontally by the more...

• Competitive Situation

  the standing of an organisation in its markets, relative to its competitors, when more...

• Competitive Strategy

  planning and actions intended to give a company an advantage over its competitors. more...

• Competitor-Centred Company

  a company that makes its operational and marketing decisions based primarily on reactions more...

• Competitors

  firms vying for patronage of the same market. more...

• Complaint System

  any organised and efficient method of handling complaints to enhance customer satisfaction and more...

• Complementary Product Pricing

  the pricing of one product at the optimum level, regardless of cost or more...

• Complete Segmentation

  the division of a market into segments consisting of individual customers and tailoring more...

• Complex Decision Making

  in consumer behaviour, buying which is associated with the purchasing of high-involvement products more...

• Complexity

  the degree of difficulty which a purchaser of a new product has in more...

• Computer Modelling

  constructing and manipulating computer-based simulations of marketing situations to examine the consequences of more...

• Computer-Aided Design

  the use of computer technologies to plan and design products for manufacture to more...

• Computer-Aided Manufacturing

  the use of computer technologies to manufacture products to increase productivity. more...

• Computer-Assisted Telephone Interviewing

  in marketing research, the use of computers to manage the selection of respondents, more...

• Computer-Assisted Telephone Surveys

  See Computer-Assisted Telephone Interviewing. more...

• Concentrated Marketing

  a marketing segmentation strategy in which the firm concentrates its entire efforts and more...

• Concentrated Segmentation Strategy

  one of four possible segmentation strategies (with market segment expansion strategy, product line more...

• Concentric Diversification

  a growth strategy in which a company seeks to grow and develop by more...

• Concentric Zone Theory

  A theory of urban land-use patterns, developed by William Burgess, that states that more...

• Concept Development and Testing

  a two-phase stage in the development of a new product in which potential more...

• Conference Selling

  a selling situation in which a salesperson enlists the assistance of other people more...

• Conglomerate Diversification

  a growth strategy in which a company seeks to develop by adding totally more...

• Conjoint Analysis

  a statistical technique used to determine the optimal combination of variables. more...

• Conjunctive Model (of Brand Evaluation)

  the idea that consumers establish minimum attribute levels which acceptable brands must possess; more...

• Consequence Probes

  verbal tactics used by a salesperson to illustrate the disadvantages to a buyer more...

• Consideration Set

  alternatives which consumers actively consider before making their final purchase decision; also referred more...

• Consultative Selling

  an approach to personal selling emphasising the role of the salesperson as consultant; more...

• Consumables

  see Consumer Non-Durables. more...

• Consumer Attitudes

  see Attitudes. more...

• Consumer Behaviour

  the behaviour of individuals when buying goods and services for their own use more...

• Consumer Credit

  finance made available by leading companies to consumers for purchases with arrangements having more...

• Consumer Durables

  a classification of consumer products consisting of goods with a long useful life, more...

• Consumer Franchise

  the understanding consumers have of a brand. more...

• Consumer Generated Media

  consumer-created advertising space on the internet. more...

• Consumer Goods

  items purchased by consumers for personal and household use; consumer goods are classified more...

• Consumer Market

  buyers and potential buyers of goods and services for personal and household use. more...

• Consumer Needs

  Forces directed to specific goals that can be achieved by purchase behaviour. The more...

• Consumer Non-Durables

  a classification of frequently purchased consumer goods; non-durables are items which are consumed more...

• Consumer Product Classes

  categories of goods and services bought by consumers for their personal use; classes more...

• Consumer Research

  marketing research into the requirements, opinions, attitudes, etc. of consumers. more...

• Consumer Rights

  fair entitlements due to consumers when buying from producers and resellers. more...

• Consumer Sales Promotion

  promotional activity - excluding advertising, personal selling and publicity - intended to motivate more...

• Consumer Sovereignty

  the principle that holds that production and supply are driven by the purchasing more...

• Consumer Subjectivity

  The beliefs or opinions of a consumer relating the product or service on more...

• Consumer Wearout

  a decrease in the effectiveness of an advertisement or promotional campaign due to more...

• Consumerism

  a social movement intended to safeguard the rights of consumers. more...

• Consummatory Advertising

  advertising which stresses the benefits of taking immediate action to purchase. more...

• Consumption Drivers Principle

  When the objective of the communication is to bring about a business outcome more...

• Contactual Reference Group

  a group with which an individual has contact and which influences the individual's more...

• Containerisation

  the transportation of unitised and palletised goods by means of large crates or more...

• Content Aggregation

  Content aggregation is the process used to source content on a similar topic more...

• Content Curation

  Content curation is the process used to source, collate, annotate and share quality more...

• Content Marketing

  Content Marketing is the creation; curation and sharing of content on thought leadership more...

• Content Strategy

  Content strategy is the process used plan for the creation, delivery and governance more...

• Content shock

  Content shock is a term used to describe the situation where there is more...

• Contests

  a form of sales promotion in which consumers are induced to buy earlier, more...

• Contextualisation

  Contextualisation defines the digital experience that is adapted and personalised to anticipate the more...

• Contingent Method

  see 'What if...' Method (of handling sales objections.) more...

• Continuity

  the scheduling of media exposures of a particular advertisement or campaign evenly within more...

• Continuous Marketing Research

  on-going marketing research (as opposed to that conducted for a specific purpose.) more...

• Continuum of Planning

  the idea that planning is a multi-level process, beginning at the top with more...

• Continuum of Sales Jobs

  the idea that all kinds of sales jobs are similar in some respects more...

• Contract Carrier

  a transportation firm operating exclusively in one industry and tied to a particular more...

• Contract Law

  the body of law relating to contracts. more...

• Contract Manufacturing

  the production and marketing by agreement of a company's product by an overseas more...

• Contract Rate

  a charge negotiated between carrier and shipper for the transportation of a commodity; more...

• Contraction Defence

  a competitive strategy in which a large organisation withdraws from a market or more...

• Contractual Sales Force

  salespeople who are not full or part-time paid representatives of a company but more...

• Contractual Vertical Marketing System

  a form of vertical marketing system in which independent firms at different levels more...

• Control-Oriented Pricing

  a system of pricing in which a product's price is controlled by government more...

• Controlled Allocation System

  see Planned Economy; Command System. more...

• Controlled Variable

  any other element, apart from the manipulated independent variable, which could cause a more...

• Convenience Goods

  a category of consumer goods which are bought frequently, quickly and with a more...

• Convenience Product

  a category of consumer product purchased frequently and with little thought and effort. more...

• Convenience Sample

  a form of nonprobability sample in which the researcher selects readily available respondents. more...

• Convenience Store

  a neighbourhood store which stocks frequently purchased items such as milk, bread and more...

• Convergent Diversification

  diversification into related businesses. more...

• Conversion Operations

  activities that include the manufacture or production of finished products from raw materials. more...

• Conversion Rate

  A percentage of leads or sales achieved through advertising. (Sales divided by clicks) more...

• Conversional Marketing

  marketing activity intended to get people to change their ideas and attitudes about more...

• Cookies

  short pieces of text that are left on a website visitor's computer so more...

• Cooling-Off Period

  a short period of time, usually a few days, in which purchasers of more...

• Cooperative Advertising

  advertising sponsored by two or more organisations to promote the goods or services more...

• Copy Strategy Statement

  a document prepared by advertising agency executives as a guide for their creative more...

• Copy Testing

  the pre-testing of advertising copy for print advertisements, usually by giving respondents a more...

• Copycat Product

  a product that has been designed, branded or packaged to look exactly like more...

• Copyright

  protection in law afforded to authors, musicians, artists, etc. in respect to the more...

• Core Product

  the intangible benefit or service offered by a product; for example, the core more...

• Corporate Advertising

  a form of institutional advertising focussing not on a particular product or product more...

• Corporate Branding

  associating the name of a corporation with the individual brand name in product more...

• Corporate Culture

  the particular strategies, style, systems, environment and shared values within an organisation which more...

• Corporate Family Name

  see Family Brand. more...

• Corporate Image

  the identity or perception of itself that an organisation attempts to convey to more...

• Corporate Logo

  a mark, design, symbol, etc. used to identify, and reflect an appropriate image more...

• Corporate Mission Statement

  the answer to the question 'What business are we in?'; the corporate mission more...

• Corporate Objectives

  specific, realistic and measurable goals which an organisation plans to achieve within a more...

• Corporate Planning

  planning at the highest level in an organisation, involving an analysis of the more...

• Corporate Social Responsibility (CSR)

  more...

• Corporate Sponsorship

  a form of below-the-line advertising in which a corporation offers funding to a more...

• Corporate Strategic Planning

  see Strategic Planning. more...

• Corporate Strategy

  the planned means by which an organisation intends to use its resources to more...

• Corporate Umbrella

  a term used in reference to the use made of the corporate name more...

• Corporate Vertical Marketing System

  a system of distribution channel organisation in which the orderly flow of products more...

• Corporate-Image Advertising

  advertising aimed at establishing an identity for a firm in the public mind. more...

• Corporate-Issue Advertising

  advertising in which an organisation states publicly its position on a controversial issue. more...

• Corporate-Patronage Advertising

  advertising which encourages customers to patronise the firm. more...

• Corrective Advertising

  advertising to correct erroneous claims or misleading messages in previous promotional announcements. more...

• Correlation Analysis

  A statistical technique used to measure the closeness of the linear relationship between more...

• Correlation Techniques

  a range of statistical techniques used to discover relationships between diverse elements in more...

• Cost

  The money expended to produce and market a product or service. more...

• Cost Advantage

  the competitive edge which can be gained by one company over another by more...

• Cost Leadership Advantage

  the type of competitive advantage which an organisation enjoys if its total operating more...

• Cost of Capital

  The cost to borrow or invest capital. more...

• Cost of Goods Sold

  the price paid by a company for the goods it sells to its more...

• Cost-Insurance-Freight Pricing

  a pricing approach common in exporting; the price quoted to the buyer includes more...

• Cost-Per-Lead

  How much you are paying to acquire a qualified lead that is interested more...

• Cost-Per-Thousand Criterion

  a measure for comparing the cost effectiveness of media vehicles, calculated by dividing more...

• Cost-Plus Pricing

  a simple method of pricing in which a specified amount or percentage, known more...

• Cost/Profit Analysis

  a sales management control measure involving the calculation of expenditure incurred in making more...

• Counsellor Approach

  see Adviser Close. more...

• Count and Recount Promotion

  A trade sales promotion technique in which inventory is counted at the beginning more...

• Counter Advertising

  advertising sponsored by pressure groups in opposition to certain products. more...

• Counter-Offensive Defence

  a competitive strategy in which a strong market leader retaliates against a smaller more...

• Counter-Purchase

  in international marketing, a situation where a seller receives full payment in cash more...

• Counterfeiting

  the copying of a competitor's well-known products. Some counterfeit products are intended to more...

• Countermarketing

  marketing activity intended to abolish interest in, and demand for, a product. more...

• Countertrade

  a system of international trade based on bartering; such transactions may or may more...

• Coupon

  a popular form of sales promotion, distributed on the package of the product, more...

• Created Content

  Created content refers to original content authored either internally or externally on behalf more...

• Created Shared Value (CSV)

  more...

• Creative Brief

  a document prepared by an organisation to inform those involved in planning and more...

• Creative Selling

  an approach to selling in which salespeople aggressively seek out customers and use more...

• Creative Strategy

  the planned design, content and manner of delivery of an organisation's marketing communication. more...

• Credence Service

  A credence service is a service that you have difficulty evaluating because don’t more...

• Credibility

  in advertising, the trustworthiness of the message; organisations often try to enhance the more...

• Credit

  the allowance of time in which to pay for a purchase. more...

• Credit Card

  a small card, usually of plastic, used to obtain consumer products without immediate more...

• Credit Terms

  conditions negotiated between seller and buyer relating to the time within which the more...

• Critical-Path Analysis

  a planning technique used to keep projects on schedule; a flowchart shows time more...

• Cross Docking

  a marketing logistics technique, enabled by modern computer and communication technologies, which allows more...

• Cross Elasticity of Demand

  a measure of the affect a change in the price of one product more...

• Cross-Functional Team

  in integrated logistics management, a group of distribution specialists within an organisation responsible more...

• Cross-Over Selling

  see Cross-Selling. more...

• Cross-Referencing (of Data)

  a practice, often illegal when undertaken without permission, in which organisations exchange data more...

• Cross-Selling

  selling by a salesperson of some part of the company's total product range more...

• Cue

  an environmental entity (advertisement, sign, store display, etc) which results in a specific more...

• Cultural Diversity

  the range of different value systems existing in a multicultural society. more...

• Cultural Values

  ideas, beliefs, attitudes, opinions, principles, etc long cherished by members of a society. more...

• Culture

  the basic beliefs and values cherished by a society as a whole and more...

• Cumulative Quantity Discount

  a price reduction offered to a purchaser in which the amount of the more...

• Curated Content

  Refers to the portions of third party content published on your digital property more...

• Curbside Sales Training

  informal coaching or training of a sales representative by a supervisor in the more...

• Current Market Demand

  the maximum level of sales available to all the firms in a market more...

• Current Profit Maximisation

  a price setting objective in which organisations set a price for a product more...

• Current Ratio

  the commonest of three financial ratios used to evaluate a firm's liquidity; current more...

• Curve Fitting

  a method of analysing associative data in which a number of possible curve more...

• Custom Marketing

  marketing activity in which a company attempts to satisfy the unique needs of more...

• Custom Publishing

  the publishing of a magazine by an organisation wishing to strengthen its bonds more...

• Customary Price

  the traditional price; the price that consumers expect to pay for a certain more...

• Customary Pricing

  Is a technique used to determine the price for a product and/or service more...

• Customer Acquisition Cost (CAC)

  The Customer Acquisition Cost (CAC) is the dollar allocation from the marketing budget more...

• Customer Database

  an organised collection containing comprehensive information about individual customers and/or potential customers, including more...

• Customer Delight

  a stage of pleasure with a product's features and performance over and above more...

• Customer Delivered Value

  the difference between total customer value, or the value a customer places on more...

• Customer Engagement

  Customer Engagement reflects the qualitative experience of what consuming  the product means for more...

• Customer Fulfilment

  the delivery of a product to the customer who has placed an order; more...

• Customer Intimacy

  the notion that organisations should get to understand customers so well that they more...

• Customer Lifetime Value (CLTV)

  Customer Lifetime Value (CLTV) is the amount of revenue that a typical customer more...

• Customer Loyalty

  the level of faithfulness shown by a customer in continuing to purchase a more...

• Customer Marketing Channels

  channels of distribution in consumer markets; these channels may differ from industrial marketing more...

• Customer Need Management

  The management of customer demand to ensure efficient and reliable supply of an more...

• Customer Orientation

  see Customer-Oriented Management. more...

• Customer Panels

  see Focus Group. more...

• Customer Philosophy

  see Marketing Philosophy. more...

• Customer Profitability

  Lifetime value of an incremental customer more...

• Customer Record

  a card, slip or computer file on which is recorded pertinent facts about more...

• Customer Relations Department

  a division of an organisation with responsibility for ensuring that customers are satisfied more...

• Customer Relationship

  the trust, bond or connection, if any, that exists between an organisation and more...

• Customer Retention

  maintaining the existing customer base by establishing good relations with all who buy more...

• Customer Retention Rate (CRR)

  Customer Retention Rate is the number of customers you have at the end more...

• Customer Salesforce Structure

  A salesforce which is organised in such a way that its members sell more...

• Customer Satisfaction

  1. the degree to which customers are pleased with the product and are more...

• Customer Satisfaction Survey

  the systematic measuring of the level of customer satisfaction with a product or more...

• Customer Service

  a wide variety of activities intended to ensure that customers receive the goods more...

• Customer Surveys

  see Customer Satisfaction Survey. more...

• Customer Training

  training in the proper and efficient use of equipment given by a vendor more...

• Customer Value

  the difference between the benefits and satisfaction derived by customers from the products more...

• Customer Value Analysis

  an organisation's rating of the value it provides to its customers relative to more...

• Customer Value Building

  to develop stronger bonds with customers, many organisations attempt to provide greater satisfaction more...

• Customer-Centred Company

  a company that has its customers as its primary focus when designing its more...

• Customer-Driven Distribution Systems

  a system of distribution designed with customer requirements rather than a company's convenience more...

• Customer-Oriented Management

  a management philosophy or state-of-mind in which it is recognised that the effective more...

• Customised Marketing Mix

  in international marketing, a marketing program uniquely designed for a particular country. more...

• Cybernet Cafe

  a shop or retail store that provides internet-access for customers for a fee, more...

• Cycle-Time Reduction

  seeking a competitive advantage, many firms invest in a range of techniques, processes more...