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Viewing terms beginning with 'Ss'

• S-Type Response

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

• SBU

  abbrev. Strategic Business Unit. more...

• SELECT

  acronym for Situation analysis; Explicit statement of the problem; Laying out the research more...

• SEM

  abbrev. Search Engine Marketing. Typically used to discuss driving traffic via pay-per-click methods more...

• SEO

  abbrev. Search Engine Optimisation. Developing strategies that drive organic traffic to your website. more...

• SERP

  abbrev. Search Engine Results Page.The list of results that a search engine returns more...

• SKU

  abbrev. Stock-Keeping Unit. more...

• SRO Technique

  see Standing Room Only. more...

• SWOT

  A SWOT analysis is an acronym for Strengths, Weaknesses, Opportunities and Threats. It more...

• SWOT Analysis

  an examination of the internal environment of a firm (mission, objectives, strategies, resources, more...

• SaaS

  abbrev. Software-as-a-Service. Software hosted by a third party company that holds information in more...

• Safety Needs

  the desire of humans for safety, shelter, security and warmth. more...

• Safety Recall

  the request by a manufacturer for the return of a particular batch or more...

• Safety Stock

  a level of stock over and above expected requirements held in inventory as more...

• Salary Plan

  more...

• Sale Advertising

  advertising, common in retailing, which announces the sale of products at temporarily or more...

• Sale of Goods Acts

  various state legislation aimed at safeguarding consumers by ensuring that goods offered for more...

• Sales Administration-to-Sales Ratio

  a marketing control measure used to determine whether the amount spent on sales more...

• Sales Agents

  see Outside Sales Facilities. more...

• Sales Analysis

  the break-down of sales figures by region, product, customer, market, etc. for a more...

• Sales Aptitude Tests

  tests used to determine the suitability of applicants for positions in the sales more...

• Sales Branch

  a manufacturer's office established simply to facilitate sales; no manufacturing is done at more...

• Sales Calls

  the visits salespeople make to a buyer's premises in order to sell their more...

• Sales Contests

  sales promotions aimed at members of a company's sales force; sales contests are more...

• Sales Effect Research

  marketing research to assess the effect an advertisement or some other promotional activity more...

• Sales Effect of Advertising

  the effectiveness of an advertisement or advertising campaign in boosting sales of a more...

• Sales Engineer

  a salesperson hired primarily for engineering knowledge or strong technical skills. more...

• Sales Force Composite

  a method of forecasting future demand for a product by adding together what more...

• Sales Force Mix

  the mix of individual territory representatives, national account sales teams, telemarketers, etc in more...

• Sales Forecast

  an estimation of the likely volume of sales, measured in dollars and units, more...

• Sales Itinerary

  a written schedule of planned sales calls, specifying the date, location and objective more...

• Sales Kit

  a collection of sales materials, such as brochures, calendars, signs and posters, prepared more...

• Sales Leads

  telephone inquiries, letters, responses to advertising or direct mail, etc that direct a more...

• Sales Literature

  printed materials (brochures, catalogues, price lists, etc.) to be used as selling aids. more...

• Sales Management

  the process of planning, organising, controlling and evaluating the activities of the sales more...

• Sales Manager

  The sales manager is responsible for planning, organizing, directing, and controlling the personal more...

• Sales Manual

  a set of printed materials containing product descriptions and related information for the more...

• Sales Office

  premises of a organisation used as a base for all or part of more...

• Sales Orientation

  see Selling Concept. more...

• Sales Party

  a form of non-store retailing in which a manufacturer's products are displayed, for more...

• Sales Personnel Recruitment

  identifying appropriate sources of sales personnel and attracting applicants to the firm. more...

• Sales Planning

  the assessment of the current situation in a sales region, the setting of more...

• Sales Potential

  an organisation's expected sales of a product in a given market for a more...

• Sales Presentation

  a salesperson's persuasive demonstration or display of a product to a prospective buyer more...

• Sales Promotion

  a form of promotion which encourages customers to buy products by offering incentives, more...

• Sales Promotion-to-Sales Ratio

  a marketing control measure used to determine whether the amount spent on sales more...

• Sales Quota

  a sales assignment, goal or target set for a salesperson in a given more...

• Sales Rally

  a meeting or conference held specifically to motivate members of the sales team more...

• Sales Report

  a salesperson's detailed record of sales calls and results for a given period; more...

• Sales Representative

  a salesperson; an individual employed to sell goods on behalf of a producer more...

• Sales Resistance

  anything the prospective buyer says or does to prevent or delay the salesperson more...

• Sales Tactics

  the planned day-to-day activities of the sales team when implementing the strategies it more...

• Sales Tasks

  the job activities carried out by salespeople; these may include direct selling tasks more...

• Sales Territory

  the specific region or group of customers for which a salesperson has direct more...

• Sales Territory Performance Modelling

  a method of evaluating sales territory performance in which a model depicting the more...

• Sales Training

  formal or informal coaching in sales methods, product knowledge, and account handling given more...

• Sales Volume

  the total revenue produced or the total number of units of a product more...

• Sales Volume Analysis

  a detailed study of an organisation's sales, in terms of units or revenue, more...

• Sales Wave Experiment

  a technique used to test consumer reaction to new products prior to full-scale more...

• Sales-Response Function

  a measure of the likely level of sales in a given period at more...

• Samples

  products distributed free of charge to prospective buyers to promote future purchases. more...

• Sampling

  a promotional activity in which consumers are allowed to experience a good or more...

• Sampling Error

  a measure of the extent to which the chosen sample in a marketing more...

• Sampling Frame

  the source from which sampling units (respondents) are chosen in a marketing research more...

• Sampling Plan

  a scheme outlining the group (or groups) to be surveyed in a marketing more...

• Sampling Principle

  the idea that a small number of randomly chosen units (the sample) of more...

• Sampling Unit

  the individual members chosen from a total population as respondents in a marketing more...

• Satisficing

  a planning philosophy implying a firm's intention to continue to carry on its more...

• Scaled Response

  questions requiring respondents to a survey to rate a company, product, service, etc. more...

• Scanner Systems

  electronic equipment which allows product bar codes to be read; the information recorded more...

• Scanning

  see Environmental Scanning. more...

• Scrambled Assortment

  an assortment strategy in which a reseller decides to carry dissimilar or unrelated more...

• Scrambled Merchandising

  see Scrambled Assortment. more...

• Screening

  an early stage in the new product development process when ideas for new more...

• Screening Interview

  an early stage in the sales hiring process when supervisors meet with applicants more...

• Script

  Commands or codes used by a computer and created by programmers. more...

• Seasonal Discount

  a reduced price to encourage the purchase of a particular product in the more...

• Seasonal Forecast Adjustments

  the adjustment of monthly forecasts based on time series projections of historical data more...

• Seasonal Stock

  inventory additional to expected needs kept in case of an unusually heavy seasonal more...

• Second Moment of Truth (SMOT)

  Second Moment of Truth (SMOT) refers to the moment when the consumer experiences more...

• Secondary Data

  information that is obtained from previously published materials, such as books, magazines, newspapers, more...

• Secondary Packaging

  a box or other protective wrapping in which the product in its primary more...

• Secondary Research

  the collection of marketing research data using previously published sources. more...

• Segmentation

  see Market Segmentation. more...

• Segmentation Bases - the basic dimensions

  geographic, demographic, psychographic and behaviouristic - upon which a heterogeneous market can be more...

• Segmentation Strategies

  specific marketing approaches available to, or taken by, a firm in relation to more...

• Selective Advertising

  advertising intended to create demand for a specific brand rather than for the more...

• Selective Binding Programs for Advertisers

  the customising of magazines and similar print media for specific groups of subscribers more...

• Selective Demand

  demand for a specific brand within a particular product class. more...

• Selective Distortion

  the perceptual process which occurs when people subconsciously try to make new information more...

• Selective Distribution

  making a product available in more than one outlet, but not in as more...

• Selective Exposure

  the perception by an individual of certain, more relevant, facts or advertisements but more...

• Selective Perception

  see Selective Exposure. more...

• Selective Retention

  the perceptual process in which people subconsciously are most apt to remember information more...

• Selective Selling

  see Selective Distribution. more...

• Self-Liquidator

  a form of consumer sales promotion in which money and proof of purchase more...

• Sell-In

  see Selling-In. more...

• Sell-Off Period

  the duration of a particular sales promotion; the time from the launch of more...

• Sell-Through Quantity

  the quantity of merchandise required for a sales promotion. more...

• Seller's Market

  more...

• Selling Agent

  see Agent. more...

• Selling Concept

  the philosophy or orientation of an organisation which emphasises aggressive selling to achieve more...

• Selling Formulas

  various formulae used by salespeople to guide their presentations to buyers. more...

• Selling Process

  the separate, but related, stages forming the activity of personal selling; these include more...

• Selling Proposition

  see Unique Selling Proposition. more...

• Selling Up

  a practice in selling aimed at convincing the customer to buy a higher-priced more...

• Selling-In

  the process of educating the salesforce and distributors to sell a new product more...

• Semantic Differential

  a rating scale technique using pairs of words of opposite meaning. more...

• Semantic Knowledge

  The general meanings people have acquired about their world. more...

• Seminar Selling

  bringing together a number of prospective buyers at the same time for a more...

• Sender

  the originator of the message in the communication process; also called the Source. more...

• Sensory Retailing

  a recent trend in retailing in which the retailer attempts to position the more...

• Sent email

  Sent email metric is the number of emails that actually moved through the more...

• Sequential Segmentation

  the division of a heterogeneous market into relatively homogeneous groups on one basis more...

• Served Market

  that part of the total market which a company decides to target; also more...

• Service

  an intangible product; any product offering that is essentially intangible. more...

• Service Form Competitors

  organisations offering products of different types which can help an individual to fulfil more...

• Service Heterogeneity

  see Variability. more...

• Service Inseparability

  see Inseparability. more...

• Service Intangibility

  see Intangibility. more...

• Service Management System

  the equivalent of a product management system for service organisations. more...

• Service Mark

  a mark, sign, symbol, slogan, etc. that performs the same function for a more...

• Service Mix

  the range of services offered by a services marketing company. more...

• Service Perishability

  see Perishability. more...

• Service Sector

  the part of industry or business which deals with the marketing and selling more...

• Service Variability

  see Variability. more...

• Service-Firm-Sponsored Retail Franchising

  a system of service product delivery in which an organisation producing a service more...

• Services Characteristics

  the features of services that distinguish them from tangible products; these are intangibility, more...

• Services Marketing

  the marketing of intangible products, such as hairdressing, cleaning, insurance and travel. more...

• Services Selling

  the selling of intangible products. more...

• Session stickiness

  The amount of time (or page views) spent on a given digital property, more...

• Share of Search

  The percentage of searches your brand receives out of the total searches in more...

• Share of Traffic

  The percentage of visits (or unique visitors) your website gets out of the more...

• Share of Voice (SoV)

  Share of voice (SoV) is a term used to describe the metric used more...

• Share with your network (SWYN)

  Share with your network SWYN is the new “forward to a friend” (FTAF). more...

• Sheeple

  People that are easily persuaded by advertising or fads. Like sheep behaviour. more...

• Shelf Facings

  the number of units of a product that are visible at the front more...

• Shelf Fee

  See Slotting Allowance. more...

• Shelf Life

  the period of time in which a product can remain on display in more...

• Shelf Management

  the process of determining the number and location of shelf facings in a more...

• Shelf-Talker

  a sign or tag used in a retail store to focus customer attention more...

• Shipping Packaging

  outer packaging (cartons, for example) in which products are packed for storage and more...

• Shopping Goods

  consumer goods that the customer typically compares for suitability, quality, price, features, etc. more...

• Short-Run Average Cost

  the average cost per unit of production of a set or group of more...

• Short-Term Profit Maximisation

  a pricing objective in which a firm aims to make as much profit more...

• Shrinkage

  a term used in retailing to refer to the theft of merchandise by more...

• Significance

  see Substantiality. more...

• Silent Close

  a closing technique in which the salesperson presents or demonstrates the product to more...

• Simple Random Sample

  a sample in which each member of the population has an equal chance more...

• Simulated Store Test

  a form of pre-testing of new product introductions prior to full-scale commercialisation; to more...

• Single Brand Name

  a brand name which is not accompanied by any other family or corporate more...

• Single Niching

  a strategy followed by companies which operate in only one market niche. more...

• Single-Line Store

  a retail store selling a wide assortment of goods in a basic line, more...

• Single-Product Strategy

  the decision by a producer to offer only one product variant with few, more...

• Single-Source Data

  marketing research information, collected from the same source - by people-meters and scanning more...

• Single-Zone Pricing

  see Delivered Pricing; Uniform Delivered Price. more...

• Singles Market

  a market segment, regarded as both a lifestyle and a demographic category, which more...

• Sink-or-Swim Sales Training

  the practice of throwing new sales recruits straight into the field without formal more...

• Situation Analysis

  the process of gathering information on the internal and external environments to assess more...

• Skim-the-Cream Pricing

  see Market Skimming Pricing. more...

• Skimming

  see Market Skimming Pricing. more...

• Skin conduction

  Skin conduction is a technique used to evaluates consumer response by studying galvanic more...

• Sleep shopping

  Sleep shopping refers to shoppers who routinely buy the same item week in, more...

• Sliding Commission

  a compensation method in which salespeople are paid commissions at a changing rate more...

• Sliding Down the Demand Curve

  a pricing method in which the initial price is set at the highest more...

• Slippage

  in sales promotion, the percentage of purchasers who fail to redeem an offer more...

• Slotting Allowance

  a fee paid by a manufacturer to a supermarket chain for shelf space more...

• Small Order Problem

  the problem of coping with sales orders which are so small that the more...

• Smart Card

  an ultra-thin card, similar to a bankcard or credit card, containing computer chips more...

• Social Audit

  a review and evaluation of the social benefits and social costs pertaining to more...

• Social Class

  the level of society to which an individual belongs; Australians, generally, perceive themselves more...

• Social Man

  A person whose buying decisions are highly influenced by sociological factors. more...

• Social Marketing

  the design, implementation and control of marketing activity intended to promote social causes more...

• Social Responsibility in Marketing

  the recognition by marketers that the well-being of society and customer satisfaction are more...

• Social Risk

  concern or uncertainty in the buyer's mind that the purchase of the product more...

• Social Sharing

  The process of sharing to educate or inform new or existing customers about more...

• Sociocultural Environment

  that part of the firm's external marketing environment in which social or cultural more...

• Socioeconomic Variables

  factors of a social and economic nature (occupation, income, etc) which indicate a more...

• Soft Bounce

  A soft bounce occurs when an email address is correct and the email more...

• Soft Sell

  a low-pressure selling situation; a selling situation in which the buyer has no more...

• Sole Survivor

  the final stage in the family life cycle; two sub-categories are used by more...

• Solitary Survivor

  see Sole Survivor. more...

• Solo Ad

  A single piece of advertising sent to subscribers. Eg. The ad ran solo. more...

• Solo Mailing

  a database innovation in which a customised marketing piece is prepared to appeal more...

• Source

  see Sender. more...

• Source Attractiveness

  in personal selling, the likeability or personableness of the salesperson. more...

• Source Credibility

  in personal selling, the believability of the salesperson. more...

• Source Objection

  an objection by a prospective buyer levelled against the firm represented by the more...

• Spamtraps

  Spamtraps are email addresses created to entrap spammers. These ‘traps’ tell the trap-owner more...

• Special Event Pricing

  reducing prices in retail stores at certain times of the year (e.g. immediately more...

• Special Interest Groups

  groups of consumers with concerns about particular products or product categories; for example, more...

• Special Rate

  see Commodity Rate. more...

• Speciality Merchandise Wholesaler

  a wholesaler that specialises in one product line (or a few product lines) more...

• Speciality Retailing

  retail stores offering limited, specialised lines but carrying a deep assortment within the more...

• Specialty Advertising

  an advertiser's message printed on small items such as diaries, note-pads and key-rings, more...

• Specialty Distributor

  a distributor that concentrates on one product line but carries a deep assortment more...

• Specialty Goods

  consumer goods for which the customer has strong preference and is prepared to more...

• Specialty Store

  a retail store typically carrying only one, or part of one, product line more...

• Split-Run Tests

  more...

• Sponsor Training

  pairing sales recruits with experienced salespeople who are responsible for their training in more...

• Sponsorship

  see Corporate Sponsorship. more...

• Spot Buy

  in advertising, the buying of media time in a few selected markets only. more...

• Spotter

  a person who receives a fee for providing a salesperson with leads to more...

• Spreadsheet

  an accountant's worksheet; electronic spreadsheets consist of a grid of rows of columns more...

• Spreadsheet Analysis

  the analysis of data using special computer software to anticipate marketing performance under more...

• Spurious Correlation

  A condition that arises when there is no relationship between two variables but more...

• Stabilising Price

  a price set for a product with the intention of keeping prices steady more...

• Stagflation

  a term coined to describe a situation which exists in an economy when more...

• Standard Product Classes

  categories into which products are grouped using formal systems such as the Australian more...

• Standard Test Market

  a form of test market in which the company selects a small number more...

• Standardised Marketing Mix

  a strategy employed by a multinational company in attempting to use one marketing more...

• Standing Room Only

  a closing technique in which the salesperson tries to get a quick commitment more...

• Staples

  a sub-category of convenience goods consisting of frequently purchased foodstuffs. more...

• Starch Readership Report

  a technique for post-testing advertising effectiveness devised in 1923 by Daniel Starch, at more...

• Stars

  products in the portfolio characterised by high market share in a rapidly growing more...

• State-of-Being Segmentation

  see Demographics. more...

• State-of-Mind Segmentation

  see Psychographics. more...

• Stated Objection

  the reason given by a prospective buyer for not accepting the product offered; more...

• Statement of Work

  The list of criteria given by a vendor that shows line items of more...

• Statistical Bank

  a range of statistical techniques used in analysis in a marketing information system more...

• Statistical Demand Analysis

  A method of developing a sales forecast that attempts to determine the relationship more...

• Status Quo Strategy

  a reactive marketing strategy characterised by a desire to avoid confrontation with competitors; more...

• Steering Control System

  a system of marketing control in which allows for the detection of unsatisfactory more...

• Stimulational Marketing

  marketing activity intended to stimulate demand for a product among those who are more...

• Stimulus-Response Approach

  an approach to selling which relies on the salesperson's ability to say the more...

• Stock Point

  the level at which stock needs to be re-ordered. more...

• Stock Turnover Rate

  see Stockturn Rate. more...

• Stock-Keeping Unit

  see Product Item. more...

• Stock-Taking Unit

  see Product Item. more...

• Stocking Allowance

  see Slotting Allowance. more...

• Stockless Purchasing

  a practice in which the vendor retains responsibility for carrying the bulk of more...

• Stockturn Rate

  a measure of the operating efficiency of a business; it indicates the 'turn more...

• Store Atmosphere

  see Atmospherics. more...

• Store Audit

  a source of retail store information collected by marketing research firms (A.C.Neilson, for more...

• Store Decor

  see Atmospherics. more...

• Store Image

  see Atmospherics. more...

• Storyboard

  a tool used in planning a television commercial; a poster showing a series more...

• Straight Rebuy

  a purchase in which the customer buys the same goods in the same more...

• Straight Salary

  a compensation method in which a salesperson receives salary but no commission on more...

• Strategic Business Unit

  a separate operating division of a company with some degree of autonomy; commonly more...

• Strategic Control

  the regular and systematic checking that the company's strategies are appropriate to its more...

• Strategic Gap

  the difference between a company's profit objectives for a given future period and more...

• Strategic Group

  any group of companies which pursue the same clear strategies to achieve their more...

• Strategic Marketing Concept

  a philosophy, focus, orientation or concept which emphasises the proper identification of marketing more...

• Strategic Marketing Plan

  a plan outlining marketing opportunities matched to the resources and abilities of the more...

• Strategic Planning

  the process of determining the company's objectives and courses of action and the more...

• Strategic Profit Model

  a tool used to assess a firm's profitability; return on equity is calculated more...

• Strategic Window

  the point of time at which the right environmental conditions exist for a more...

• Strategy

  a broad plan of action by which an organisation hopes to achieve one more...

• Stratified Sample

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

• Street Money

  see Slotting Allowance. more...

• Strengths, Weaknesses, Opportunities, Threats

  see SWOT; SWOT Analysis.. more...

• Strip Centre

  a shopping centre in which the stores are located along a suburban roadway. more...

• Style Flexing

  a deliberate attempt on the part of a salesperson to adjust his or more...

• Subcultures

  broad groups of consumers within a society's culture having similar values which distinguish more...

• Subliminal Perception

  the receipt and interpretation of stimuli received through the senses at a subconscious more...

• Suboptimisation

  a situation occurring in large companies when departmental or divisional leaders attempt to more...

• Substantiality

  one of the four major requirements (with accessibility, actionability and substantiality) for useful more...

• Substitute Products

  products that buyers perceive as having some characteristics and utilities in common (for more...

• Suggestion Selling

  a practice in which the salesperson seeks to increase the value of the more...

• Suggestive Selling

  see Suggestion Selling. more...

• Summative Close

  a closing technique in which the salesperson summarises the features and benefits of more...

• Super-Speciality Store

  a retail store selling only one line of a very superior quality product more...

• Suppliers

  individuals or organisations from which businesses purchase the goods and services they require more...

• Survey

  a method of obtaining primary data in a marketing research study by the more...

• Survey of Buyer Intentions

  a forecasting technique in which known purchasers of a product are asked to more...

• Suspects

  sales prospects who have not yet been qualified; sales leads. See Qualifying the more...

• Sustainable Competitive Advantage

  the competitive edge sought by a firm which will allow it to satisfy more...

• Sweepstakes

  a type of consumer sales promotion in which purchasers of a particular product more...

• Symbiotic Marketing

  a marketing method in which one manufacturer sells its finished product to another more...

• Synchromarketing

  marketing activity intended to shift the pattern of demand to that it equates more...

• Syncratic Decision

  a purchase decision in which both husband and wife have equal influence. See more...

• Syndicated Content

  Refers to third party content published in full on your digital property that more...

• Syndicated Marketing Research Firms

  marketing research agencies which specialise in gathering consumer and product information and selling more...

• Synergy

  see Marketing Synergy. more...

• Systematic Sample

  a sample drawn strictly according to a pre-determined formula; for example, every eighth, more...

• Systems Buying

  buying a complete solution to a problem or need rather than a number more...

• Systems Selling

  selling a complete solution to a problem or need rather than one or more...