Flashcards in Deck 1 Deck (28):
1
Monopoly
Exclusive control over a product or the means of producing it
2
Derived Demand
The demand for industrial goods based on the demand for consumer goods and services
3
Private Sector
Businesses not associated with government agencies
4
Flextime
A program that allows workers to choose their work hours
5
Telecommuting
A program that involves working at home, usually on a computer, with completed jobs transmitted by e-mail or mail-in disk
6
Emotional Barriers
Biases against the sender’s opinions that prevent a listener from understanding
7
Enumeration
Listing terms in order
8
Assertiveness
Standing up for what you beileve
9
empathy
an understanding of a person's situation or frame of mind
10
horizontal organization
A structure where top management shares decision making with self-managing teams of workers who set their own goals and make their own decisions
11
telemarketing
the process of selling over the phone
12
emotional motive
A feeling experienced by a customer through association with a prduct
13
pre-approach
The preparation for the face-to-face encounter with potential customers
14
prospect
A potential customer; also know as a lead
15
cold canvassing
the process of locating as many potential customers as possible
16
laymans terms
Words the average customer can understand
17
boomerang method
A selling method that converts a customer's objecction into a selling point
18
subsititution method
A selling method that involves recommending a different product that would still satisfy the cutomer's needs
19
superior-point method
A selling technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits
20
marquee
An architectural canopy that extends over a store's entrance
21
formal balance
When a large item is placed on one side of a display, a similarly large item should be placed on the other side
22
informal balance
The placement of several small items with one large item within a display
23
e-tailing
Retailers selling products over the internet to the customer; also known as online retailing
24
e-marketplace
The online shopping location where products are sold to customers and industrial buyers through the use of the internet
25
integrated distribution
A distribution system in which manufacturers act as a wholesaler and retail their own products
26
blisterpack
Packaging with performed plastic molds surrounding individual items arranged on a cardboard backing
27
loss leader
An item priced at or below cost to draw customers into a store
28