Category:Selling Activity
From Eurêka
Contents |
Selling Activity
AIDA Salesmen’s concept of the consumers’ mental process of deciding to buy. Step by step, the consumer moves from Attention, to Interest, to Desire, to Action.
Discount v To reduce a price.
- Senior discount Price reduction to attract custom from the elderly.
Dealer aids Any material supplied to the retailer to facilitate sales to customers of a product or line of products, e.g. samples, dispensers, promotional leaflets, etc.
- Display outer Outer container for protecting goods in transit, which converts into a display unit at the point of sale.
Sales engineer Salesperson who backs up their sales technique with a specialized technical knowledge of the application of a product in question.
Dealer Incentive
Dealer incentive (Dealer loader) Any incentive or premium which is aimed at the wholesaler or retailer rather than the customer.
- Dealer leader Promotional device that provides incentives to the retailer to stock a given product or line of products in predetermined quantities.
- Dozens offer Trade offer where the ordering of a product in sufficient quantity will enable the retailer to obtain some free bonus supplies.
- Push incentives (infl, Spiff) Special compensation offered to sales clerks for pushing a particular item.
Customer Specials
Blue ticket item Any item that is to be pushed enthusiastically to customers.
Flashpack Package which displays a note touting a “special reduction” price.
Deacon Display of produce with the finest specimens in front, hiding the inferior merchandise.
Free-give-away (FGA) Marketing term for premiums that are given away to purchasers of whatever product is currently being promoted.
Trial offer Practice of allowing a prospective customer to try the product or service for a limited period before deciding whether to buy.
Legs Special endurance of an advertising campaign, movie, book, or other normally short-life product that sells beyond all expectations.
Distress merchandise Goods that have failed to sell as expected due to over-ordering, poor quality, etc., that must be disposed of quickly and cheaply.
Broken lot Goods that are offered for sale in a quantity that is smaller than usual, often in the form of damaged package goods.
Bonding of salesmen Purchase of indemnity on behalf of the sales force against possible negligence or fraud.
Unscrupulous Sales
Yankee peddler Unscrupulous salesperson.
- Bait-and-switch selling (AmE) (BrE, Switch selling) Sales technique by which customers are lured into an establishment or a bidding process with a low-cost proposition. Once the customer has shown interest, the bargain vanishes and the seller offers a more costly substitute.
- Call-bird Extraordinary bargain displayed in the shop window, the intention being to get the customer into the premises, where they are faced with a more realistic pricing.
- Bait advertising Advertising some item that the seller is not really interested in selling, so as to introduce the customer to a item that the vendor really wants to sell.
- Farb man Salesman who attempts to sell a customer an article more expensive than the one requested.
- Sugging Selling under the guise of market research.
Inertia selling Invoicing customers for a new version of a product even if unwanted, in the hope the invoice will not be questioned, associated with business directories and the like.
