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| There are 70 entries in the glossary. |
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| T - O technique | a closing technique commonly used in retailing where one salesperson "turns over" the customer to another if he or she fails to close the sale
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| tactic | a detailed, specific plan or course of action by which a strategy is to be implemented
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| tactical planning | planning of the shorter-term tactics to be used in implementing strategies to be employed in achieving planned marketing objectives
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| tactile communication | a form of nonverbal communication or body language in which touching, handshaking, kissing, etc conveys a message from sender to receiver
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| tangible product attributes | elements of a product which have physical dimensions or are discernible by the senses, can be measured in terms of cost and value (i.e. product feature, delivery, warranty agreement, etc) see intangible product attributes
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| target margin on sales | the desired profit on each sale, used to determine the selling price where the average total cost is known
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| target market | the group whose needs and wants the company wishes to satisfy
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| target performance | the expected level of sales results, often called the quota or goal
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| target pricing | a price which is set in order to achieve a set percentage return on investment or a certain level of profit on net sales
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| target public | the group whose needs and wants are served by a nonprofit organisation
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| target return pricing | a pricing method in which a formula is used to calculate the price to be set for a product to return a desired profit or rate of return on investment assuming that a particular quantity of the product is sold
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| target revenue | the desired income from sales of the goods and services produced
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| targets | see sales targets
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| tarrif (or tarriff) | a government tax or duty on imported goods
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| team selling | the use of two or more representatives from a selling company to present a product to a buying organisation, the selling team may include sales and technical specialists
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| technical sales representative | a salesperson hired primarily for his or her technical or scientific expertise
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| technology-enabled selling | the application of technology to enable selling through all desired sales channels, including field/mobile sales, inside sales/telesales, selling partners, web selling, and retail sales |
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| telemarketing | a cost effective method of selling to prospective customers and of maintaining contact with existing customers using the telephone and other advanced telecommunications technologies
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| telesales | selling by telephone contact only, typically in situations where this method is more cost effective than using a field sales force |
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| tender | a process a government agency or business follows to seek quotes for required goods or services, typically an involved process that requires strict adherence to specification requirements, submission deadlines, contract terms, references, etc |
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| territorialisation | the division of a sales region into territories
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| territory | see sales territory
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| territory management | see sales territory management
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| territory planning | see sales territory management
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| TES | see technology-enabled selling |
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| test market | a city, region or state used to test market reaction to a new product and marketing program before full commercialisation begins, test markets can also be simulated by bringing together selected individuals from the target market
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| testimonials | written recommendations from satisfied purchasers of a product or service used in promotion to new prospects
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| threat matrix | see SWOT analysis
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| Three B's of Selling | be bright, be brief and be gone
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| threshold | the minimal level of performance that must be achieved before an incentive can be paid
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| through-the-mail offers | offers which are generally self-liquidating for the company offering them, save UPC labels, proof of purchase, and send money for shipping and handling to receive "free merchandise"
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| thrust marketing | a term used to refer to situations in which sales managers change their titles to marketing managers but continue to ignore the satisfaction of customer needs and wants, emphasising instead the selling of the products their firms can make most cheaply and easily
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| time analysis | time management technique in which the amount of time allocated to each job activity is recorded and later reviewed in order to plan for more productive use of the available time, see time management
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| time management | the perception of time as a valuable asset and the systematic structuring of it to conserve resources and maximise productivity
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| time prices | the shopping time, travel time, waiting time, performance time and monitoring time that are part of the total price a consumer pays for a product, see monitoring time and non-monetary price |
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| time utility | the value given to a product by virtue of the fact that it is available at the time it is required, see utility
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| time-efficient retailing | a trend in retailing in which retailers attempt to position themselves by emphasising the speed and convenience of their services, which include non-store retailing, such as computer, credit card and telephone shopping
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| timing objection | an objection by a prospective buyer to the timing of the purchase of the goods offered by a salesperson, the buyer indicates that the goods are not required at this particular time
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| title flow | the transfer of title or ownership of products as they pass from one member to the next in a channel of distribution, see marketing channels
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| tittle | the little dot over the "i" is called a tittle, important to sales people who should remember to cross the "t's" and dot the "i's"
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| top-down planning | an approach to planning in which senior management determines objectives, strategies, tactics, etc with minimal input from subordinates
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| top-down sales forecasting | an approach to forecasting which takes the company's objectives rather than market conditions as its basis
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| total costs | the sum of the fixed and variable costs incurred in the production of any given quantity of product
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| total target compensation | the total cash compensation available (including all forms - base, bonus and commission) to the salesperson for achieving expected (quota) results
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| trade publications | magazines, newsletters, journals, directories, etc which serve the interests of particular industries, often used by salespeople as a source of leads
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| trade sales promotion | an incentive offered to resellers to encourage them to buy more of a particular product and to sell it more aggressively
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| trade selling | selling products to wholesalers and retailers for resale purposes
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| trade show | an exhibition or fair at which manufacturers display their products for the benefit of visiting wholesalers and retailers
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| trademark | a name, design or symbol registered for the exclusive use by a manufacturer to distinguish its product
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| traders | the earliest form of salespeople, existing in most ancient societies, typically, traders had ownership in the goods they sold
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| trading areas | major cities and centres of business, often used as the basis of sales territory organisation to minimise problems caused by the inequality of territories drawn on strictly geographical lines
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| trading down | adding a lower-priced version of a product to the range, generally to capture a new market segment not served effectively because the original version of the product was too expensive for it, see trading up
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| trading stamps | a form of sales promotion used by retailers in which customers receive stamps or coupons in proportion to the amount of their purchases, the stamps can be redeemed later for merchandise
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| trading up | adding a higher-priced, higher-quality version of a product to the range, generally to increase sales of the lower-priced model through consumer association of its image with the more prestigious model, see trading down
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| traffic builder | the lowest-priced item in a product line, see prestige builder and product line a promotional product or premium designed to get consumers to come to a store or a tradeshow |
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| training | see sales training
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| transactional functions | one of the three kinds of functions (with facilitating functions and logistical functions) performed by intermediaries in a marketing channel; transactional functions are the activities associated with buying products and reselling them, and the risks incurred in keeping the products in stock, see logistical functions
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| transfer price | the price charged by one division of a large company for the shipment of its goods from one profit centre to another
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| traveller | an old term for a salesperson, a travelling salesperson
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| trend analysis | a forecasting method in which likely future sales are estimated by statistical analysis of previous sales patterns
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| trial close | a technique used in selling to assess the buyer's readiness to make a purchase decision, a trial close usually takes the form of questions that ask for decisions on minor selling points, if the salesperson gets favourable responses to these questions, he or she can more confidently attempt to close the sale, see close and minor points close
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| trial objective | one of three possible aims or objectives (with loading objective and loyalty objective) of a consumer sales promotion, purchasers are offered incentives to try a new product, see loading objective and loyalty objective
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| trickle-across concept | the notion that the adoption of a particular fashion will spread horizontally within several socioeconomic classes at the same time, see trickle-down concept and trickle-up concept
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| trickle-down concept | the notion that the adoption of a particular fashion will flow downward from one socioeconomic layer or consumers to the next, see trickle-across concept and trickle-up concept
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| trickle-up concept | the notion that the adoption of a particular fashion will flow upward from one socioeconomic layer of consumers to the next, see trickle-across concept and trickle-down concept
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| try-on-for-size method | a buyer-based approach to pricing in which salespeople test resellers' reactions to the proposed price of a forthcoming product before a final decision on price is made
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| turnover method | see T-O technique
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| two level channel | a marketing channel in which there are two levels of intermediaries (for example, a wholesaler and a retailer) between the manufacturer and the end-user
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| two-way stretching | introducing new products into a product line at both the higher and lower priced ends at the same time, see downward stretching, product line stretching, and upward stretching
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| tying contract | an agreement, usually illegal, which forces an intermediary (wholesaler, retailer, etc) to purchase other products in the line in order to obtain the product actually required
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Glossary V2.0 |
