A form of standard price adjustment offered to channel partners that, in effect, is an indirect payment for assisting with distribution activities.

Sales promotions that are primarily directed at a marketer’s channel members with the primary intention of “pushing” a product through the channel by encouraging resellers to purchase and possibly promote the product to their customers.

A type of account management selling, mostly found in consumer products industries, where salespeople first get distributors, such wholesalers and retailers, to handle their products and once this is accomplished help distributors sell their products by offering promotional and merchandising support.

Organized industry events, primarily used in business-to-business selling situations, that bring both buyers and sellers together in one central location.

A form of sales promotion, used in both consumer and business markets, that allows customers to obtain a price reduction in exchange for something the customer possess, such as an older product that the new purchase will replace.

Wholesale format represented by distributors who travel in a well-stocked supply trucks to buyer’s locations.

Refers to market conditions where a certain percentage change (positive or negative) in the price of a product results in an equal and opposite percentage change in demand (i.e., purchases) of the product.

A category of consumer products in which consumer purchasing is normally unplanned but occurs as a result of marketer’s actions, such as a salesperson’s persuasion or purchase discounts (e.g., coupon), which leads to impulse purchasing.

The perception of benefits received for what someone must give up to obtain the benefits.

An important component in determining the cost of a product, these costs are directly associated with production and sales and, consequently, may change as the level of production or sales changes.

Retail format represented by automated methods (i.e., via vending machine) for allowing consumers to make purchases and quickly acquire products.

A media relations tools used as part of Public Relations in which prerecorded video, often highlighting a company and its products, is distributed to news media for the purpose of being included within media programming such as within news stories.

Advancement in telephony that allows for telephone calls (e.g., customer service) to be delivered over the Internet at low cost and with multiple phones sharing the same connection.

A product storage facility that often serves a key role in distribution strategy by helping marketers meet market demand.

Retail format represented by a form of mass discounter that often provides even lower prices than traditional mass discounters usually by requiring buyers to make purchases in large quantities and whose outlets offer few services, limited product selection and barebones store design.