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 25 entries in the glossary. |
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| valid objection | a truthful objection raised by a prospective buyer to a good or service offered by a salesperson, some valid objections are answerable, while others (no money, no need for the product) are not
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| VALS | value and life style system - a technique, developed in the U.S. by SRI International, in which individuals are classified into groups on the basis of attitudes and demographic characteristics
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| value added reseller (VAR) | value added resellers provide enhanced product offerings, they take the vendor's product and add additional value, this may be accomplished through the use of hardware, software, or service
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| value pricing | a pricing approach in which the selling price of a good or service is based on the company's assessment of the highest value of the product to the consumer, that is, on what the consumer is willing to pay for it, see competition-oriented pricing, cost-plus pricing, and target return pricing
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| value proposition | a clear statement of who the target market for a particular product is, of what key benefits the product will deliver, and of the price that will be charged the specific and definitive offer of value from one organization to another
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| value-added tax | a tax based on the amount by which value has been added to a product at each stage of production
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| value-added wholesaling | providing more wholesaler services and lowering the cost of these services to retailers to improve productivity and profitability
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| value-adds | merchandise that includes something of value designed to encourage an individual to choose one product over another
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| values | enduring moral beliefs shared by members of a society and contributing to its culture
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| VAR | sales acronym... value added reseller... term generally used to describe an organization that sells another organization's product after adding features to it
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| variability | one of the four characteristics (with inseparability, intangibility and perishability) which distinguish a service, variability expresses the notion that a service may vary in standard or quality from one provider to the next or from occasion to the next
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| variable | an aspect of the sale that can be changed to better meet the needs of the seller and/or buyer, (i.e. price, quantity, lead-time, payment terms, technical components, styling considerations, routine maintenance, delivery, warranty, etc)
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| variable costs | costs that vary directly with the volume or quantity produced, variable costs plus fixed costs equal total costs
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| vendor | a seller or supplier
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| venture capital | capital invested in a start up business that is thought to have excellent growth prospects but does not have access to capital markets because it is a private company |
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| vertical channel conflict | discord among members at different levels of a marketing channel, for example manufacturer-wholesaler or wholesaler-retailer discord
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| vertical integration | a strategy for growth in which a company adds new facilities to existing manufacturing or distribution facilities, vertical integration can be either forward or backward, also called vertical diversification
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| vertical market | a market for a product that is used in one (or few) industries
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| vertical marketing system | an organized, structured and unified distribution channel system in which producer and intermediaries or middlemen (wholesalers and retailers) work closely together to facilitate the smooth flow of goods and services from producer to end-user |
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| vertical price fixing | agreement between producers and retailers to maintain the producers' recommended retail price, vertical price fixing is resale price maintenance, a practice illegal in many jurisdictions, see price fixing and horizontal price fixing
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| viral marketing | the act of marketing a product or service using tactics that encourage individuals to pass along a marketing message to other individuals (word of mouth, email etc) in order to have the message delivered at an exponential rate and at very little to no cost to the marketer... a successful viral marketing campaign encourages prospects and customers to market a product or service for the marketing company or individual
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| visualization | to see with the mind's eye, used by professional athletes and sales people to build beliefs, they "see" themselves performing an action successfully, building a confidence they can repeat that action in real life situation
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| volume analysis | a technique or method of marketing control in which sales volume in dollars or units or physical volume in units is measured over a given period in an attempt to identify underachieving salespeople, sales territories, etc
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| volume segmentation | the division of a market into segments on the basis of the varying volume of demand for the product by individuals, groups or types of customers, typically, the segments are ranked to denote heavy usage, medium usage or light usage
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| voucher | a type of consumer sales promotion in which vouchers (or coupons) sent by mail or included in newspaper advertisements, etc can be exchanged for merchandise to encourage trial of a new product
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Glossary V2.0 |
