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Advertising
Paid communication intended to inform, persuade, or remind consumers about products or services.
Advertising Objectives
Goals that guide advertising efforts, such as increasing awareness, generating interest, or driving sales.
Informative Advertising
Advertising focused on providing information about a product or service.
Persuasive Advertising
Advertising aimed at convincing consumers to choose a specific brand or product.
Comparative Advertising
Advertising that directly compares a product to competitors.
Reminder Advertising
Advertising designed to remind customers of a product or service.
Reinforcement Advertising
Ads aimed at reassuring customers they made the right purchase.
Institutional Advertising
Promotes a company’s values or reputation rather than specific products.
Advocacy Advertising
Advertising that promotes a social, political, or environmental cause.
Native Advertising
Ads that blend seamlessly with the content of the platform they appear on.
Advertising Campaign
A coordinated series of advertisements with a unified theme or goal.
Advertising Metrics
Measurements used to evaluate ad performance, such as reach and frequency.
Frequency
The number of times an individual is exposed to an ad within a time period.
Reach
The total number of unique individuals exposed to an ad.
Rational Appeal
Ads that use logic and facts to persuade consumers.
Emotional Appeal
Ads that evoke emotions to influence behavior.
Puffery
Exaggerated or subjective claims in advertising not meant to be taken literally.
Advertising Ethics
Guidelines to ensure advertising is truthful, fair, and socially responsible.
Coupons
Vouchers offering discounts on products or services.
Cents Off
Discounts in the form of a reduced price on the packaging.
Rebates
Partial refunds offered after a purchase.
Samples
Free product trials to encourage purchases.
Premiums
Free or low-cost items given as incentives with purchases.
Contests
Promotions requiring participants to compete for prizes.
Sweepstakes
Random drawings for prizes, requiring no purchase or skill.
Loyalty Programs
Rewards programs encouraging repeat business.
Merchandise Allowance
A promotional incentive offered by manufacturers to retailers to encourage them to promote or display the manufacturer’s product.
Cooperative Advertising
An arrangement where manufacturers and retailers share the cost of advertising a product.
Dealer Loader
Incentives provided by manufacturers to retailers to encourage bulk purchasing or product promotion.
Employee Sales Promotion
Incentives or training provided to employees to improve sales performance.
Public Relations (PR)
Managing a company’s communication with the public to build a positive image and maintain good relationships.
Annual Reports
Documents outlining a company’s financial and operational achievements over the year.
Speeches
Formal presentations to communicate messages directly to an audience.
Blogs
Online articles written to share expertise or insights and engage audiences.
Brochures
Printed or digital materials summarizing a company’s offerings.
Event Sponsorships
Financial or in-kind support of an event to promote a brand.
Press Release
Official statements issued to the media to share news or announcements.
Publicity
Free media coverage generated by a company’s activities or news.
Offline Publicity
Publicity through traditional media like newspapers or TV.
Online Publicity
Publicity through digital platforms like blogs and social media.
Image Repair Theory
A communication strategy used to address and recover from negative publicity.
Crisis Communication
Strategic communication during emergencies to minimize harm and maintain public trust.
Personal Selling
Direct interaction between a salesperson and a customer to make a sale.
Relationship Selling
Building long-term relationships with customers to encourage loyalty and repeat business.
Prospecting
Identifying potential customers.
Pre-Approach
Gathering information about prospects before interaction.
Approach
Initial contact with a potential customer.
Sales Presentation
Explaining the product’s benefits to the customer.
Objections
Customer concerns or doubts raised during the sales process.
Closing
Securing the customer’s agreement to purchase.
Follow-Up
Checking in after the sale to ensure customer satisfaction.
Sales Management
Overseeing and directing a company’s sales team to achieve goals.
Captive Salespeople
Employees dedicated to selling only their company’s products.
Independent Sales Representative
Freelancers selling products for multiple companies.
Inside Salespeople
Sales staff who work from the company’s office or remotely.
Outside Salespeople
Salespeople who visit clients in person.
Sales Goals/Objectives
Targets set for sales teams to achieve.
Territory Management
The process of organizing and managing sales efforts within specific geographic or market territories.
Geographic Approach
Organizing sales territories based on geographical boundaries.
Product Approach
Organizing sales territories based on specific product lines.
Customer Approach
Organizing sales territories based on customer segments or types.
Combination Approach
A mix of geographic, product, and customer approaches for optimal coverage.
Sales Implementation
The process of executing the sales plan to achieve organizational goals.
Salary
A fixed compensation paid to employees regularly.
Incentives
Additional rewards offered to motivate and boost performance.
Intrinsic Incentives
Internal motivators like job satisfaction or personal growth.
Extrinsic Incentives
External rewards like money or recognition.
Compensation Plan
A structured plan outlining how employees are paid, including salary, commissions, and bonuses.
Sales Control
The process of monitoring and regulating sales activities to meet objectives.
Sales Assessment
Evaluating the performance of salespeople and sales strategies.
Customer Relationship Management (CRM)
A system or strategy for managing a company’s interactions with current and potential customers.
Touchpoint
Any interaction between a company and a customer.
CRM Process
The steps involved in managing customer relationships, including data collection, analysis, and engagement.
Share of Customer
The percentage of a customer’s total spending in a category that goes to a specific company.
Customer Equity
The total value a company expects to earn from its customer base.
Customer Focus
A business strategy centered on understanding and meeting customer needs.
Lifetime Value (LTV)
The total revenue a company expects to earn from a customer over their lifetime.
