Access Barriers
factors such as tariffs and legal restrictions which reduce the size of a more...
Accessibility
one of the four major requirements (with actionability, measurability and substantiality) for useful more...
Accessories
see Accessory Equipment.
Accessory Equipment
goods and materials purchased by organisations for use in production, administrative, clerical or more...
Account Executive
goods and materials purchased by organisations for use in production, administrative, clerical or more...
Account Manager
a sales representative responsible for a major customer account or group of major more...
Account Objectives
the specific aims and sales goals to be achieved within a specified period more...
Account Penetration Ratio
a measure used to evaluate salespeople; the percentage of accounts from which orders more...
Account Representative
a salesperson with direct responsibility for one specific major account or a group more...
Account Strategies
broad methods employed in achieving the objectives set by a salesperson for a more...
Accountants' Marketing
Achievers
a term used in the Values and Lifestyles (VALS) profiling scheme, developed by more...
Acid-Test Ratio
one of three ratios commonly used to evaluate a firm's liquidity; calculated by more...
Acquisition
the purchase by an organisation of a competitor or new products, often to more...
Acting Out
the activities in which consumers engage during their purchase decision-making, such as picking more...
Action Plan
see Action Program.
Action Program
a detailed plan showing how major marketing tasks will be managed and implemented, more...
Actionability
one of the major requirements (with accessibility, measurability and substantiality) for useful market more...
Active Data
information that is acquired by organisations when customers interact with their websites; the more...
Active Listening
listening that is more than passively hearing what the customer is saying; implies more...
Active Value
the value a consumer gets from the actual use of a product, such more...
Activity Quota
a common form of sales assignment, goal or target used to measure a more...
Activity Report
a report used by salespeople to provide details (such as number of calls more...
