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 21 entries in the glossary. |
| Pages: 1 |
| umbrella pricing | a pricing situation common in oligopolistic market situations where the larger firms, by keeping prices high, create room for smaller companies to operate profitably below them
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| unbundling | eliminating one or more of the elements of a firm's product offering, for example, a firm selling computers might discontinue its offer of free training with each computer sold, deciding instead to charge separately for it
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| uniform delivered price | a pricing method, sometimes referred to as "postage stamp" pricing, in which all customers pay the same freight costs regardless of their distance from the dispatch point, also called single-zone pricing
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| unique / uniqueness | see unique selling proposition
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| unique perceived benefit | one of the strongest mechanisms in current selling methodologies, and extension and refinement of the product offer, based on a detailed understanding of the customer or prospect's personal or organizational needs |
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| unique selling point | see unique selling proposition
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| unique selling proposition | (some times referred to as unique selling point) the particular quality, feature or benefit of a product which a competitor's product, although similar, cannot or does not offer |
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| unit pricing | an aspect of labelling in which, either by law or under voluntary industry codes, marketers are required to mark the price per unit of standard measure on certain product items as well as the price of the item so that shoppers in retail stores can compare packs of varying weight and volume
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| unit volume quota | a common form of sales assignment, goal or target used to measure a salesperson's performance, the salesperson is expected to sell a certain number of units of the product or product range in each budget period, other commonly used types of quota are dollar volume quota, gross margin quota, net profit quota and activity quota, see sales quota
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| unplanned cannibalisation | the unexpected loss of sales from one product to another more recently introduced product in the line, unplanned cannibalisation is more likely when there is little significant difference between the two products, see cannibalisation and planned cannibalisation
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| unsought goods | a category of goods and services which the buyer (a) is unaware of, or (b) would prefer not to think about buying, commonly quoted examples include cemetery plots, encyclopedias and life insurance
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| up-sell | to sell a prospect or customer a product or service of higher value or a series of additional smaller priced items
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| UPB | see unique perceived benefit |
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| UPC | universal product code
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| upside elasticity | a term used in reference to the sensitivity of consumers to an increase in the price of a particular product, upside elasticity means that there will be a significant drop in consumer demand as prices increase
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| upside inelasticity | a term used in reference to the sensitivity of consumers to an increase in the price of a particular product, upside inelasticity means that there will be no significant change in demand as prices increase
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| upside potential | for outstanding performers beyond the total target compensation , sometimes referred to as 'leverage'
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| upward stretching | introducing a new product into a product line at the higher priced end of the market, see downward stretching and two-way stretching
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| usage rates | a measure of the quantity of a product consumed by a user in a given period, users may be subdivided as heavy, moderate and light
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| USP | see unique selling proposition |
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| utility | the inherent quality or ability of a product to satisfy a want
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Glossary V2.0 |
