A person or organization exhibiting key characteristics that suggest to a salesperson that further information gathering is warranted in order to determine (i.e., qualify) whether they are a sales prospect.

Promotional methods using short-term techniques to persuade members of a target market or distribution channel, generally through an incentive, to respond or undertake certain activity.

Potential customers who meets the requirements of a qualified sales lead and who a salesperson now targets for a sales call.

A category within personal selling that includes those who primarily assist with the selling effort such as Technical Specialist and Office Support Personnel.

A form of sales promotion, used in both consumer and business markets, that gives customers the opportunity to experience products, often in small quantities or for a short duration, without purchasing the product.

For some products this level of packaging surrounds the first-level package for the purpose of added protection or to serve as the primary package.

An approach to data collection where a marketers gathers information collected by others rather than doing their own original primary research.

A target marketing strategy in which the marketer appeals to multiple smaller market segments with a unique marketing strategy for each market.

Distribution strategy that attempts to have products made available in somewhat limited locations in which this type of product is sold and not every possible location since these products generally appeal to smaller, more focused target markets (e.g., consumer shopping products).

Internet marketing strategies designed to attain higher rankings for company websites within users’ search engine queries.

In marketing this represents a type of product that consists of something of value customers obtain through the physical labor of a marketing organization.

A category of consumer products with characteristics that include: product appeals to medium-sized target market who occasionally purchase and will spend time locating; product is relatively expensive; and product is selectively distributed.

A category within the products carried classification of retailers that includes retailers that offer just one product line and sometimes only one product.

An indirect distribution system where the marketer engages with a single reseller who then sells and distributes directly to the final customer.

Found within the Group Membership component of the external influences on consumer buying behavior, this concept represents the social standing one has within society based on such factors as income level, education, and occupation.