Sales and Marketing Glossary |
This glossary (sales dictionary) contains the most extensive list of sales terms on the web! If we've missed a sales definition please let us know.
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| There are 30 entries in the glossary. |
| Pages: 1 |
| habitual decision making | consumer decision making or problem solving requiring only minimal search for, and evaluation of, alternatives before purchasing, also referred to as automatic response behaviour, routine response behaviour and routinised problem solving
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| halo effect | the transfer of goodwill from one product in a company's line to another, the attribution, by association, of the qualities of one item to others in the group
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| hard sell approach | an approach to selling in which the salesperson puts pressure on the buyer to make a commitment to purchase, an approach typical of the period of the "selling era" from the 1930s to 1950s
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| harvest strategy | a deliberate decision to cut back expenditure of all kinds on a particular product (usually in the decline stage of its life cycle) in order to maximise profit from it, even if in doing so it continues to lose market share
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| head-to-head competition | a competitive situation characteristic of oligopolistic circumstances, where the second or third leading company, decides to challenge the leader
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| Herzberg's theory of motivation | a theory of motivation developed by Henry Herzberg in which satisfiers (factors that cause satisfaction) are distinguished from dissatisfiers (factors which cause dissatisfaction), thus, consumers will compare the number and degree of satisfiers to the number and degree of dissatisfiers before making purchase decisions
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| heterogeneous shopping goods | shopping goods perceived by consumers as markedly different in quality and attributes, price is consequently less important
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| hidden objection | an unstated objection which a prospective buyer has to a product offered by a salesperson
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| hierarchy of effects models | various illustrations of the notion that marketing promotion induces consumers to move in steps from one mental state to the next before eventually deciding to purchase a particular product - in the AIDA model the steps, in ascending order, are awareness, interest, desire and action, while in Lavidge and Steiner's expanded model (1962) they are ignorance, awareness, knowledge, liking, preference, conviction and purchase
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| hierarchy of needs | see Maslow's hierarchy of needs
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| high-contact retailing | where retailers attempt to position themselves by emphasising the services aspects of their products more than the goods themselves
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| high-involvement products | products for which the buyer is prepared to spend considerable time and effort in searching
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| high-price strategy | a planned approach to pricing, appropriate in situations of inelastic demand, in which an organisation decides to keep its prices high, reasons for such a strategy might include a growing super-premium segment of the market, overcrowding at the bottom-end of the market, or the desire to create a prestige image for the product
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| high-touch service | customer service that is characterised by a high level of personal contact with customers, as opposed to "low-touch" customer service which is provided by vending machines, self-service counters, etc
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| historical analogy | an approach to sales forecasting in which the past sales results of a similar product are used to predict the likely sales of a similar new product
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| ho-hum products | a colloquial term used in reference to common, everyday items (such as paper clips, drawing pins, staples and scribble-pads) which cannot be differentiated significantly from those of competitors, purchasers of "ho-hum" products will generally favour the cheapest available
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| hold strategy | a course of action appropriate for a product (usually in the decline stage of its life cycle) in which a company decides to hold by keeping expenditure on it to a minimum to maximise the return before having to delete it from the line
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| holding costs | costs associated with keeping inventory, including warehousing, spoilage, obsolescence, interest and taxes, also called inventory carrying costs
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| home shopping | forms of non-store retailing which include television home shopping (in which articles are demonstrated on TV so that consumers can place telephone orders for direct-to-home delivery), videotext or electronic catalogue shopping, etc
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| homogeneous shopping goods | shopping goods perceived by consumers to be essentially the same in quality and attributes, price is consequently the deciding factor
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| horizontal channel conflict | discord among members at the same level of a marketing channel, e.g. wholesaler-wholesaler discord or retailer-retailer discord
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| horizontal diversification | a growth strategy in which a company seeks to add to its existing lines new products that will appeal to its existing customers
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| horizontal integration | a strategy for growth in which a company develops by seeking ownership of, or some measure of control over, some of its competitors
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| horizontal market | a market for a product which is bought by many industries
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| horizontal marketing management | the organisation of marketing activities by independent firms on the same level in a marketing channel so that they work closely together in buying, promotion, etc to achieve economies of scale
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| horizontal price fixing | the practice, usually unlawful, of sellers of different brands of the same product making agreements to charge the same price to consumers
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| host gifts / hosts incentives | a gift or premium given by a party plan operator to a consumer who agrees to be the host for a demonstration party, the value of the gift is usually proportional to the amount of sales at the party
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| hot dog | the first use of “hot dog” as a slang expression appeared in print in
1894 and denoted a well-dressed student it is likely a variation on
“putting on the dog”, meaning “to make a flashy display”, sometimes used to refer to a top performing sales person, also top dog
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| hot list | list of prospects that have been categorized by some variable that would suggest a greater interest in the product or service than someone in the population at large
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| hunter | sometimes used to describe a sales person responsible for finding and bringing in new business
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Glossary V2.0 |
