S
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Ss'
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S-Type Response
a response to an advertisement or an advertising campaign which is slow to more...
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SBU
abbrev. Strategic Business Unit. more...
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SELECT
acronym for Situation analysis; Explicit statement of the problem; Laying out the research more...
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SEM
abbrev. Search Engine Marketing. Typically used to discuss driving traffic via pay-per-click methods more...
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SEO
abbrev. Search Engine Optimisation. Developing strategies that drive organic traffic to your website. more...
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SERP
abbrev. Search Engine Results Page.The list of results that a search engine returns more...
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SKU
abbrev. Stock-Keeping Unit. more...
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SRO Technique
see Standing Room Only. more...
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SWOT
A SWOT analysis is an acronym for Strengths, Weaknesses, Opportunities and Threats. It more...
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SWOT Analysis
an examination of the internal environment of a firm (mission, objectives, strategies, resources, more...
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SaaS
abbrev. Software-as-a-Service. Software hosted by a third party company that holds information in more...
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Safety Needs
the desire of humans for safety, shelter, security and warmth. more...
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Safety Recall
the request by a manufacturer for the return of a particular batch or more...
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Safety Stock
a level of stock over and above expected requirements held in inventory as more...
- Salary Plan
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Sale Advertising
advertising, common in retailing, which announces the sale of products at temporarily or more...
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Sale of Goods Acts
various state legislation aimed at safeguarding consumers by ensuring that goods offered for more...
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Sales Administration-to-Sales Ratio
a marketing control measure used to determine whether the amount spent on sales more...
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Sales Agents
see Outside Sales Facilities. more...
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Sales Analysis
the break-down of sales figures by region, product, customer, market, etc. for a more...
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Sales Aptitude Tests
tests used to determine the suitability of applicants for positions in the sales more...
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Sales Branch
a manufacturer's office established simply to facilitate sales; no manufacturing is done at more...
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Sales Calls
the visits salespeople make to a buyer's premises in order to sell their more...
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Sales Contests
sales promotions aimed at members of a company's sales force; sales contests are more...
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Sales Effect Research
marketing research to assess the effect an advertisement or some other promotional activity more...
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Sales Effect of Advertising
the effectiveness of an advertisement or advertising campaign in boosting sales of a more...
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Sales Engineer
a salesperson hired primarily for engineering knowledge or strong technical skills. more...
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Sales Force Composite
a method of forecasting future demand for a product by adding together what more...
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Sales Force Mix
the mix of individual territory representatives, national account sales teams, telemarketers, etc in more...
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Sales Forecast
an estimation of the likely volume of sales, measured in dollars and units, more...
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Sales Itinerary
a written schedule of planned sales calls, specifying the date, location and objective more...
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Sales Kit
a collection of sales materials, such as brochures, calendars, signs and posters, prepared more...
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Sales Leads
telephone inquiries, letters, responses to advertising or direct mail, etc that direct a more...
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Sales Literature
printed materials (brochures, catalogues, price lists, etc.) to be used as selling aids. more...
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Sales Management
the process of planning, organising, controlling and evaluating the activities of the sales more...
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Sales Manager
The sales manager is responsible for planning, organizing, directing, and controlling the personal more...
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Sales Manual
a set of printed materials containing product descriptions and related information for the more...
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Sales Office
premises of a organisation used as a base for all or part of more...
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Sales Orientation
see Selling Concept. more...
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Sales Party
a form of non-store retailing in which a manufacturer's products are displayed, for more...
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Sales Personnel Recruitment
identifying appropriate sources of sales personnel and attracting applicants to the firm. more...
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Sales Planning
the assessment of the current situation in a sales region, the setting of more...
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Sales Potential
an organisation's expected sales of a product in a given market for a more...
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Sales Presentation
a salesperson's persuasive demonstration or display of a product to a prospective buyer more...
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Sales Promotion
a form of promotion which encourages customers to buy products by offering incentives, more...
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Sales Promotion-to-Sales Ratio
a marketing control measure used to determine whether the amount spent on sales more...
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Sales Quota
a sales assignment, goal or target set for a salesperson in a given more...
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Sales Rally
a meeting or conference held specifically to motivate members of the sales team more...
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Sales Report
a salesperson's detailed record of sales calls and results for a given period; more...
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Sales Representative
a salesperson; an individual employed to sell goods on behalf of a producer more...
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Sales Resistance
anything the prospective buyer says or does to prevent or delay the salesperson more...
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Sales Tactics
the planned day-to-day activities of the sales team when implementing the strategies it more...
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Sales Tasks
the job activities carried out by salespeople; these may include direct selling tasks more...
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Sales Territory
the specific region or group of customers for which a salesperson has direct more...
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Sales Territory Performance Modelling
a method of evaluating sales territory performance in which a model depicting the more...
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Sales Training
formal or informal coaching in sales methods, product knowledge, and account handling given more...
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Sales Volume
the total revenue produced or the total number of units of a product more...
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Sales Volume Analysis
a detailed study of an organisation's sales, in terms of units or revenue, more...
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Sales Wave Experiment
a technique used to test consumer reaction to new products prior to full-scale more...
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Sales-Response Function
a measure of the likely level of sales in a given period at more...
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Samples
products distributed free of charge to prospective buyers to promote future purchases. more...
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Sampling
a promotional activity in which consumers are allowed to experience a good or more...
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Sampling Error
a measure of the extent to which the chosen sample in a marketing more...
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Sampling Frame
the source from which sampling units (respondents) are chosen in a marketing research more...
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Sampling Plan
a scheme outlining the group (or groups) to be surveyed in a marketing more...
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Sampling Principle
the idea that a small number of randomly chosen units (the sample) of more...
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Sampling Unit
the individual members chosen from a total population as respondents in a marketing more...
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Satisficing
a planning philosophy implying a firm's intention to continue to carry on its more...
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Scaled Response
questions requiring respondents to a survey to rate a company, product, service, etc. more...
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Scanner Systems
electronic equipment which allows product bar codes to be read; the information recorded more...
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Scanning
see Environmental Scanning. more...
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Scrambled Assortment
an assortment strategy in which a reseller decides to carry dissimilar or unrelated more...
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Scrambled Merchandising
see Scrambled Assortment. more...
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Screening
an early stage in the new product development process when ideas for new more...
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Screening Interview
an early stage in the sales hiring process when supervisors meet with applicants more...
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Script
Commands or codes used by a computer and created by programmers. more...
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Seasonal Discount
a reduced price to encourage the purchase of a particular product in the more...
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Seasonal Forecast Adjustments
the adjustment of monthly forecasts based on time series projections of historical data more...
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Seasonal Stock
inventory additional to expected needs kept in case of an unusually heavy seasonal more...
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Second Moment of Truth (SMOT)
Second Moment of Truth (SMOT) refers to the moment when the consumer experiences more...
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Secondary Data
information that is obtained from previously published materials, such as books, magazines, newspapers, more...
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Secondary Packaging
a box or other protective wrapping in which the product in its primary more...
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Secondary Research
the collection of marketing research data using previously published sources. more...
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Segmentation
see Market Segmentation. more...
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Segmentation Bases - the basic dimensions
geographic, demographic, psychographic and behaviouristic - upon which a heterogeneous market can be more...
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Segmentation Strategies
specific marketing approaches available to, or taken by, a firm in relation to more...
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Selective Advertising
advertising intended to create demand for a specific brand rather than for the more...
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Selective Binding Programs for Advertisers
the customising of magazines and similar print media for specific groups of subscribers more...
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Selective Demand
demand for a specific brand within a particular product class. more...
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Selective Distortion
the perceptual process which occurs when people subconsciously try to make new information more...
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Selective Distribution
making a product available in more than one outlet, but not in as more...
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Selective Exposure
the perception by an individual of certain, more relevant, facts or advertisements but more...
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Selective Perception
see Selective Exposure. more...
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Selective Retention
the perceptual process in which people subconsciously are most apt to remember information more...
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Selective Selling
see Selective Distribution. more...
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Self-Liquidator
a form of consumer sales promotion in which money and proof of purchase more...
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Sell-In
see Selling-In. more...
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Sell-Off Period
the duration of a particular sales promotion; the time from the launch of more...
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Sell-Through Quantity
the quantity of merchandise required for a sales promotion. more...
- Seller's Market
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Selling Agent
see Agent. more...
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Selling Concept
the philosophy or orientation of an organisation which emphasises aggressive selling to achieve more...
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Selling Formulas
various formulae used by salespeople to guide their presentations to buyers. more...
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Selling Process
the separate, but related, stages forming the activity of personal selling; these include more...
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Selling Proposition
see Unique Selling Proposition. more...
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Selling Up
a practice in selling aimed at convincing the customer to buy a higher-priced more...
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Selling-In
the process of educating the salesforce and distributors to sell a new product more...
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Semantic Differential
a rating scale technique using pairs of words of opposite meaning. more...
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Semantic Knowledge
The general meanings people have acquired about their world. more...
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Seminar Selling
bringing together a number of prospective buyers at the same time for a more...
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Sender
the originator of the message in the communication process; also called the Source. more...
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Sensory Retailing
a recent trend in retailing in which the retailer attempts to position the more...
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Sent email
Sent email metric is the number of emails that actually moved through the more...
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Sequential Segmentation
the division of a heterogeneous market into relatively homogeneous groups on one basis more...
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Served Market
that part of the total market which a company decides to target; also more...
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Service
an intangible product; any product offering that is essentially intangible. more...
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Service Form Competitors
organisations offering products of different types which can help an individual to fulfil more...
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Service Heterogeneity
see Variability. more...
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Service Inseparability
see Inseparability. more...
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Service Intangibility
see Intangibility. more...
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Service Management System
the equivalent of a product management system for service organisations. more...
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Service Mark
a mark, sign, symbol, slogan, etc. that performs the same function for a more...
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Service Mix
the range of services offered by a services marketing company. more...
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Service Perishability
see Perishability. more...
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Service Sector
the part of industry or business which deals with the marketing and selling more...
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Service Variability
see Variability. more...
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Service-Firm-Sponsored Retail Franchising
a system of service product delivery in which an organisation producing a service more...
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Services Characteristics
the features of services that distinguish them from tangible products; these are intangibility, more...
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Services Marketing
the marketing of intangible products, such as hairdressing, cleaning, insurance and travel. more...
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Services Selling
the selling of intangible products. more...
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Session stickiness
The amount of time (or page views) spent on a given digital property, more...
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Share of Search
The percentage of searches your brand receives out of the total searches in more...
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Share of Traffic
The percentage of visits (or unique visitors) your website gets out of the more...
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Share of Voice (SoV)
Share of voice (SoV) is a term used to describe the metric used more...
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Share with your network (SWYN)
Share with your network SWYN is the new “forward to a friend” (FTAF). more...
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Sheeple
People that are easily persuaded by advertising or fads. Like sheep behaviour. more...
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Shelf Facings
the number of units of a product that are visible at the front more...
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Shelf Fee
See Slotting Allowance. more...
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Shelf Life
the period of time in which a product can remain on display in more...
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Shelf Management
the process of determining the number and location of shelf facings in a more...
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Shelf-Talker
a sign or tag used in a retail store to focus customer attention more...
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Shipping Packaging
outer packaging (cartons, for example) in which products are packed for storage and more...
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Shopping Goods
consumer goods that the customer typically compares for suitability, quality, price, features, etc. more...
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Short-Run Average Cost
the average cost per unit of production of a set or group of more...
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Short-Term Profit Maximisation
a pricing objective in which a firm aims to make as much profit more...
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Shrinkage
a term used in retailing to refer to the theft of merchandise by more...
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Significance
see Substantiality. more...
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Silent Close
a closing technique in which the salesperson presents or demonstrates the product to more...
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Simple Random Sample
a sample in which each member of the population has an equal chance more...
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Simulated Store Test
a form of pre-testing of new product introductions prior to full-scale commercialisation; to more...
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Single Brand Name
a brand name which is not accompanied by any other family or corporate more...
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Single Niching
a strategy followed by companies which operate in only one market niche. more...
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Single-Line Store
a retail store selling a wide assortment of goods in a basic line, more...
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Single-Product Strategy
the decision by a producer to offer only one product variant with few, more...
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Single-Source Data
marketing research information, collected from the same source - by people-meters and scanning more...
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Single-Zone Pricing
see Delivered Pricing; Uniform Delivered Price. more...
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Singles Market
a market segment, regarded as both a lifestyle and a demographic category, which more...
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Sink-or-Swim Sales Training
the practice of throwing new sales recruits straight into the field without formal more...
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Situation Analysis
the process of gathering information on the internal and external environments to assess more...
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Skim-the-Cream Pricing
see Market Skimming Pricing. more...
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Skimming
see Market Skimming Pricing. more...
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Skin conduction
Skin conduction is a technique used to evaluates consumer response by studying galvanic more...
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Sleep shopping
Sleep shopping refers to shoppers who routinely buy the same item week in, more...
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Sliding Commission
a compensation method in which salespeople are paid commissions at a changing rate more...
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Sliding Down the Demand Curve
a pricing method in which the initial price is set at the highest more...
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Slippage
in sales promotion, the percentage of purchasers who fail to redeem an offer more...
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Slotting Allowance
a fee paid by a manufacturer to a supermarket chain for shelf space more...
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Small Order Problem
the problem of coping with sales orders which are so small that the more...
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Smart Card
an ultra-thin card, similar to a bankcard or credit card, containing computer chips more...
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Social Audit
a review and evaluation of the social benefits and social costs pertaining to more...
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Social Class
the level of society to which an individual belongs; Australians, generally, perceive themselves more...
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Social Man
A person whose buying decisions are highly influenced by sociological factors. more...
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Social Marketing
the design, implementation and control of marketing activity intended to promote social causes more...
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Social Responsibility in Marketing
the recognition by marketers that the well-being of society and customer satisfaction are more...
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Social Risk
concern or uncertainty in the buyer's mind that the purchase of the product more...
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Social Sharing
The process of sharing to educate or inform new or existing customers about more...
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Sociocultural Environment
that part of the firm's external marketing environment in which social or cultural more...
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Socioeconomic Variables
factors of a social and economic nature (occupation, income, etc) which indicate a more...
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Soft Bounce
A soft bounce occurs when an email address is correct and the email more...
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Soft Sell
a low-pressure selling situation; a selling situation in which the buyer has no more...
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Sole Survivor
the final stage in the family life cycle; two sub-categories are used by more...
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Solitary Survivor
see Sole Survivor. more...
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Solo Ad
A single piece of advertising sent to subscribers. Eg. The ad ran solo. more...
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Solo Mailing
a database innovation in which a customised marketing piece is prepared to appeal more...
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Source
see Sender. more...
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Source Attractiveness
in personal selling, the likeability or personableness of the salesperson. more...
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Source Credibility
in personal selling, the believability of the salesperson. more...
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Source Objection
an objection by a prospective buyer levelled against the firm represented by the more...
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Spamtraps
Spamtraps are email addresses created to entrap spammers. These ‘traps’ tell the trap-owner more...
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Special Event Pricing
reducing prices in retail stores at certain times of the year (e.g. immediately more...
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Special Interest Groups
groups of consumers with concerns about particular products or product categories; for example, more...
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Special Rate
see Commodity Rate. more...
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Speciality Merchandise Wholesaler
a wholesaler that specialises in one product line (or a few product lines) more...
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Speciality Retailing
retail stores offering limited, specialised lines but carrying a deep assortment within the more...
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Specialty Advertising
an advertiser's message printed on small items such as diaries, note-pads and key-rings, more...
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Specialty Distributor
a distributor that concentrates on one product line but carries a deep assortment more...
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Specialty Goods
consumer goods for which the customer has strong preference and is prepared to more...
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Specialty Store
a retail store typically carrying only one, or part of one, product line more...
- Split-Run Tests
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Sponsor Training
pairing sales recruits with experienced salespeople who are responsible for their training in more...
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Sponsorship
see Corporate Sponsorship. more...
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Spot Buy
in advertising, the buying of media time in a few selected markets only. more...
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Spotter
a person who receives a fee for providing a salesperson with leads to more...
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Spreadsheet
an accountant's worksheet; electronic spreadsheets consist of a grid of rows of columns more...
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Spreadsheet Analysis
the analysis of data using special computer software to anticipate marketing performance under more...
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Spurious Correlation
A condition that arises when there is no relationship between two variables but more...
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Stabilising Price
a price set for a product with the intention of keeping prices steady more...
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Stagflation
a term coined to describe a situation which exists in an economy when more...
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Standard Product Classes
categories into which products are grouped using formal systems such as the Australian more...
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Standard Test Market
a form of test market in which the company selects a small number more...
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Standardised Marketing Mix
a strategy employed by a multinational company in attempting to use one marketing more...
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Standing Room Only
a closing technique in which the salesperson tries to get a quick commitment more...
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Staples
a sub-category of convenience goods consisting of frequently purchased foodstuffs. more...
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Starch Readership Report
a technique for post-testing advertising effectiveness devised in 1923 by Daniel Starch, at more...
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Stars
products in the portfolio characterised by high market share in a rapidly growing more...
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State-of-Being Segmentation
see Demographics. more...
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State-of-Mind Segmentation
see Psychographics. more...
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Stated Objection
the reason given by a prospective buyer for not accepting the product offered; more...
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Statement of Work
The list of criteria given by a vendor that shows line items of more...
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Statistical Bank
a range of statistical techniques used in analysis in a marketing information system more...
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Statistical Demand Analysis
A method of developing a sales forecast that attempts to determine the relationship more...
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Status Quo Strategy
a reactive marketing strategy characterised by a desire to avoid confrontation with competitors; more...
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Steering Control System
a system of marketing control in which allows for the detection of unsatisfactory more...
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Stimulational Marketing
marketing activity intended to stimulate demand for a product among those who are more...
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Stimulus-Response Approach
an approach to selling which relies on the salesperson's ability to say the more...
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Stock Point
the level at which stock needs to be re-ordered. more...
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Stock Turnover Rate
see Stockturn Rate. more...
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Stock-Keeping Unit
see Product Item. more...
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Stock-Taking Unit
see Product Item. more...
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Stocking Allowance
see Slotting Allowance. more...
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Stockless Purchasing
a practice in which the vendor retains responsibility for carrying the bulk of more...
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Stockturn Rate
a measure of the operating efficiency of a business; it indicates the 'turn more...
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Store Atmosphere
see Atmospherics. more...
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Store Audit
a source of retail store information collected by marketing research firms (A.C.Neilson, for more...
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Store Decor
see Atmospherics. more...
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Store Image
see Atmospherics. more...
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Storyboard
a tool used in planning a television commercial; a poster showing a series more...
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Straight Rebuy
a purchase in which the customer buys the same goods in the same more...
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Straight Salary
a compensation method in which a salesperson receives salary but no commission on more...
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Strategic Business Unit
a separate operating division of a company with some degree of autonomy; commonly more...
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Strategic Control
the regular and systematic checking that the company's strategies are appropriate to its more...
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Strategic Gap
the difference between a company's profit objectives for a given future period and more...
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Strategic Group
any group of companies which pursue the same clear strategies to achieve their more...
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Strategic Marketing Concept
a philosophy, focus, orientation or concept which emphasises the proper identification of marketing more...
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Strategic Marketing Plan
a plan outlining marketing opportunities matched to the resources and abilities of the more...
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Strategic Planning
the process of determining the company's objectives and courses of action and the more...
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Strategic Profit Model
a tool used to assess a firm's profitability; return on equity is calculated more...
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Strategic Window
the point of time at which the right environmental conditions exist for a more...
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Strategy
a broad plan of action by which an organisation hopes to achieve one more...
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Stratified Sample
a form of probability sample where respondents are chosen from a random sample more...
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Street Money
see Slotting Allowance. more...
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Strengths, Weaknesses, Opportunities, Threats
see SWOT; SWOT Analysis.. more...
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Strip Centre
a shopping centre in which the stores are located along a suburban roadway. more...
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Style Flexing
a deliberate attempt on the part of a salesperson to adjust his or more...
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Subcultures
broad groups of consumers within a society's culture having similar values which distinguish more...
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Subliminal Perception
the receipt and interpretation of stimuli received through the senses at a subconscious more...
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Suboptimisation
a situation occurring in large companies when departmental or divisional leaders attempt to more...
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Substantiality
one of the four major requirements (with accessibility, actionability and substantiality) for useful more...
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Substitute Products
products that buyers perceive as having some characteristics and utilities in common (for more...
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Suggestion Selling
a practice in which the salesperson seeks to increase the value of the more...
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Suggestive Selling
see Suggestion Selling. more...
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Summative Close
a closing technique in which the salesperson summarises the features and benefits of more...
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Super-Speciality Store
a retail store selling only one line of a very superior quality product more...
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Suppliers
individuals or organisations from which businesses purchase the goods and services they require more...
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Survey
a method of obtaining primary data in a marketing research study by the more...
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Survey of Buyer Intentions
a forecasting technique in which known purchasers of a product are asked to more...
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Suspects
sales prospects who have not yet been qualified; sales leads. See Qualifying the more...
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Sustainable Competitive Advantage
the competitive edge sought by a firm which will allow it to satisfy more...
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Sweepstakes
a type of consumer sales promotion in which purchasers of a particular product more...
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Symbiotic Marketing
a marketing method in which one manufacturer sells its finished product to another more...
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Synchromarketing
marketing activity intended to shift the pattern of demand to that it equates more...
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Syncratic Decision
a purchase decision in which both husband and wife have equal influence. See more...
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Syndicated Content
Refers to third party content published in full on your digital property that more...
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Syndicated Marketing Research Firms
marketing research agencies which specialise in gathering consumer and product information and selling more...
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Synergy
see Marketing Synergy. more...
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Systematic Sample
a sample drawn strictly according to a pre-determined formula; for example, every eighth, more...
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Systems Buying
buying a complete solution to a problem or need rather than a number more...
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Systems Selling
selling a complete solution to a problem or need rather than one or more...