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 17 entries in the glossary. |
| Pages: 1 |
| wants | the form, shaped by culture and individual personality, in which basic human needs are given expression, for example, the need to satisfy hunger might be expressed as a want of meat by one person, and as a want of fruit by another
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| warranty | a guarantee by a manufacturer that a product will be repaired or replaced or the purchase price refunded if it is found to be defective within a specified period, if it does not perform the task for which it was intended or if it does not meet the purchaser's reasonable expectations
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| weighting | a method of rating the degree of importance of a factor or variable
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| what if ... method | a closing technique in which the salesperson attempts to isolate the last remaining objection or obstacle to the sale and closes it contingent upon being able to remove the obstacle, also called the contingent method
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| wheel of retailing | a hypothesis of M.P. McNair explaining the patterns of change in retailing, the hypothesis is that new types of retailers cut prices by lowering or eliminating customer services, but once established they increase prices and customer services and so become vulnerable themselves to new, low-price retailers
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| whiffle dust | see mummy dust
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| whitegoods | a classification of consumer durables which includes refrigerators, dishwashers, clothes dryers, washing machines, etc
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| wholesaler | a marketing intermediary engaged in buying from manufacturers in bulk to resell to retailers or industrial buyers in smaller quantities
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| wholesaler-sponsored voluntary chains | groups of retailers formed by a wholesaler into a coordinated marketing system to achieve economies of scale and to lessen conflict
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| wholesaling | the activity of selling to buyers for resale or to further their own business operations
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| WIFM | "What's In it For Me?" suggested radio station call letters acronym WIFM, intended to help the sales person focus on the customer and their needs by looking at the benefit of the product or service from the customers perspective
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| wildcat | a business with a high level of opportunity and a high level of threat
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| windfall | a sales result that was realized outside the normal influencing role of the salesperson (e.g. company action such as a major discounting program or an atypical bulk purchase by the customer), sometimes excluded from normal incentive compensation
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| with-pack premium | a type of consumer sales promotion in which a free or low-cost gift is offered to purchases of a particular product, the gift is either inside the package of the product or fixed to the outside of it, see premiums, in-pack premium, near-pack premium, and on-pack premium
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| workplace marketing | a direct-selling strategy in which manufacturers sell their products to consumers at their place of work, for example, Avon employs working women to sell its cosmetics in their offices, also known as workplace selling or worksite marketing
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| worksite marketing | see workplace marketing
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| worldwide adaptation | a strategy used in global marketing in which slightly different variations of a product are sold in each country, using promotion and distribution strategies which have also been modified to suit the particular needs of each country
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Glossary V2.0 |
