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.
|
|
You can always search for entries. |
|
Submit Term |
|
| Q |
| There are 16 entries in the glossary. |
| Pages: 1 |
| qualify | to determine the purchasing potential of a prospect or customer
|
| | |
| qualifying the prospect | asking questions to discover whether a prospective buyer has a need for the product, can afford it, and has the authority to buy
|
| | |
| qualitative marketing research | marketing research which is not generally quantifiable, research which seeks insights into a marketing situation but which does not require statistical accuracy, qualitative research techniques include focus groups, depth interviews and projection techniques such as free associations, psychodrawing and psychodrama
|
| | |
| qualitative objectives | objectives which cannot be expressed in quantifiable terms, for example, a salesperson might set as an objective in a specific period the acquisition of certain product knowledge, or the forming of a close business relationship with the buyer from a major account
|
| | |
| quality circles | a management technique with its origin in Japanese industry, developed as a means of increasing productivity, groups of autonomous workers, responsible for their own output, meet together voluntarily to plan their work so that a better quality product results and so that the work of other autonomous groups further down the production line is not delayed
|
| | |
| quality controls | measures taken by organisations to ensure that all legal requirements, and consumer expectations, of their products are met; good product performance, achieved by efficient quality control, helps to ensure that consumers will become repeat purchasers
|
| | |
| quantitative marketing research | marketing research that can be quantified, the collection of data that can be expressed in numerical terms
|
| | |
| quantitative objectives | objectives which can be expressed in specific numerical terms, for example, a salesperson might set as an objective for his or her territory "to increase sales revenue of Product X by 10% in 2008"
|
| | |
| quantity discount | a price reduction made to encourage a purchaser to order a larger quantity than would otherwise have been purchased
|
| | |
| question method | handling a buyer's concern by making the prospect answer his or her own objection. If, for example, the buyer objects that the item being considered for purchase is excellent but that the price of $500 is too high, the salesperson responds by asking, "Why do you feel that way?" or "Are you willing to invest $500 in an asset that will return you 100% per annum?"
|
| | |
| questioning | a crucial selling skill, usually following the introduction phase of interaction with a prospect, timing and use of the different types of questions are key to the processes of gathering information, matching needs and building rapport, see open ended questions and closed questions |
| | |
| questionnaire | an instrument used for soliciting responses in a marketing research survey, a list of questions
|
| | |
| quick ratio | one of three financial ratios commonly used to evaluate a firm's liquidity, calculated by dividing current assets less stock on hand by current liabilities, see acid-test ratio, current ratio
|
| | |
| quota | a sales target (in revenue and/ or units) for a specified time period, also referred to as a goal, budget or forecast, also any restriction imposed by law on the quantity of a product which can be produced or imported, a form of protectionism, see protectionism and sales quota
|
| | |
| quota sample | a nonprobability sample, chosen without regard to location, representativeness, etc. from individuals who meet certain specified criteria
|
| | |
| quota setting | the process of establishing performance expectations, quotas can be established by senior management (top-down), by the field (bottom-up), or through a negotiated process involving both head office and the field
|
| | |
|
|
Glossary V2.0 |
