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| There are 48 entries in the glossary. |
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| gap analysis | the determination of the methods and techniques used to fill the "gap" between corporate sales and financial objectives and the current long-range forecasts of the sales team
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| gatekeeper | an individual within an organization who is responsible for evaluating the potential value of a salesperson's product or service for a particular decision maker and taking action accordingly (e.g., passing them along to the appropriate person, asking them to send something in the mail, etc), also called a screener
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| gatekeepers | people within a company who can control access to key decision makers
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| GBS | general benefit statement - an opening statement of the benefit(s) a prospect or customer will receive by purchasing a product or service
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| general benefit statement | GBS - an opening statement of the benefit(s) a prospect or customer will receive by purchasing a product or service, done well it will establish the interview direction, gain your prospect's interest before you talk specifically about your product or service, and may overcome any initial concerns the prospect may have, allowing an open and constructive conversation |
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| general public | all of the people in the society in which a company operates
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| generic advertising | advertising a category or class of product rather than a particular brand, as in "Drink Milk!", "Get egg-cited!", etc.
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| generic brand | a "no-name" brand, a product that does not carry a brand name
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| generic competitors | products which are all different in type but are capable of satisfying the same basic want of the prospective purchaser, for example, the consumer may want to buy some new kitchen appliances but must choose between a dishwasher, a refrigerator and a microwave oven
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| generic products | unbranded products identified only by product category
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| geocentric approach to pricing | an approach to global pricing in which affiliate or subsidiary companies supply information about local market conditions and the corporation then sets prices accordingly to maximise profits in each national market
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| geocentrism | the view that the whole world is one single market
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| geographic deployment | the deployment of a sales team on a regional or district basis as opposed to a product-type or customer-type basis
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| geographic market concentration | a distinctive characteristic of the industrial market, the industrial market tends to be more geographically concentrated than the consumer market
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| geographic organization | the organization of firm's marketing activities so that a separate division is responsible for each of its major geographic markets |
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| geographic segmentation | the division of a total, heterogeneous market into relatively homogeneous groups on the basis of area, district, region, state, etc
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| geographic variables | area or regional differences used to segment a market
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| geographical pricing | a pricing method in which customers bear the freight costs from the producer's location to their own, examples of geographical pricing include FOB pricing, base-point pricing and zone pricing
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| gestation period | sale gestation period typically refers to the time from inquiry to sale, the sales cycle in other words, awareness and monitoring of sale gestation period/sales cycle times are crucial in sales planning, forecasting and management, for individuals sales teams and sales organizations |
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| giveaway | direct premium given free of charge or obligation to generate awareness and/or goodwill
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| global brands | brands sold to world markets with essentially the same promotion
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| global marketing | marketing the same or very similar products to world markets with essentially the same promotion, also commonly referred to as international marketing
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| GNP | gross national product - the total market value of goods and services produced by a nation in a year
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| go error | a failure at any stage (but especially at the screening stage) in the new product development process when a decision is made to proceed with a product which, in hindsight, should have been abandoned, see drop error, and new product development
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| goals | aims of a broad, long-term nature as opposed to objectives which are more explicit and relate to a specified time period
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| golden handcuffs | financial reasons, stock, options, incentives to make it less likely key employees will leave the company
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| goods-services continuum | the idea that products contain elements of both goods and services in varying degrees
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| goodwill | the difference between the value of a business as a going concern and the sum of the value of its assets if taken separately
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| government markets | federal, state and local government departments and agencies which buy goods and services needed to conduct their operations
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| graphic representation | the use of pictures, words, slogans, or symbols that remind a sales person of their goals, may become subliminal after repeated exposure, but effective in influencing inner belief systems
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| green marketing | the marketing of "environmentally friendly" products; marketing which takes into account environmental issues such as wastefulness of the earth's resources, pollution, the release of toxins into the atmosphere, etc
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| greeters | a mid-nineteenth century term for a salesperson, greeters, representing manufacturers and wholesalers, met retailers in hotel lobbies as they arrived on buying visits
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| grey market | the importing of particular goods by firms which have not been appointed by the manufacturer as official distributors of the product, a term also used to describe the "over 60s" market for various goods and services of interest to this age group
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| gross earnings | total earnings before taxes, including salary plus additional earning such as bonuses, overtime, and commission |
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| gross margin | see gross profit
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| gross margin quota | a common form of sales assignment, goal or target used to measure a salesperson's performance, a gross margin quota is used to urge a salesperson to sell a healthy portion of higher-profit items which are usually higher in price and often harder to sell, other commonly used types of sales quotas are unit volume quotas, dollar volume quotas, net profit quotas and activity quotas
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| gross national product | the total market value of goods and services produced by a nation in a year
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| gross profit | the amount left when selling costs and operating expenses are deducted from total revenue, also called gross margin
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| gross sales | the total revenue from all sales to customers in a specified period
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| group prospecting | finding new customers by displaying and demonstrating merchandise at functions, clubs, home parties, etc
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| group sales training | the training of sales representatives, usually in formal sessions, as a group
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| group selling | a selling situation in which a salesperson presents a product or product range to a group of buyers from one company or to a buying committee.
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| growth stage of product life cycle | the second stage (after the introductory stage) in the life cycle of a successful product, sales revenues increase steadily as the product finds market acceptance, prices generally remain high despite increasing competitive threats and profit margins are at peak level
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| growth strategies | the means by which a company plans to achieve its objective to grow in volume and turnover, four broad growth strategies are available - market penetration, product development, market development and diversification
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| guarantee | a written assurance by the manufacturer that a product will be replaced or repaired to the customer's satisfaction if it is found to be defective or does not perform as intended
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| guarantee (compensation) | a compensation payment, it is paid regardless of performance, paid separately from the base salary, it acts as a non-recoverable draw, guarantees may be temporary (such as new hires) or permanent
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| guaranteed price | an assurance given by a manufacturer to a marketing intermediary that if the wholesale price of a product is lowered while the intermediary is still holding stocks, the difference will be refunded, the purpose of the guaranteed price is to encourage the intermediary to order a large quantity of the product with confidence
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| guided dreams | a method of collecting qualitative marketing research data in which respondents are asked to imagine they are dreaming or fantasising, whilst in this state, a researcher seeks their emotional reactions to particular products and brands
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Glossary V2.0 |
