Glossary

calendar management	Scheduling appointments, telephone calls, or "to do" lists. (See 139)



computer-based presentations	Using the computer to present information to prospects and customers. (See 141)



consumer sales promotion	A promotion that includes free samples, coupons, contests, and demonstrations to consumers. (See 133)



contact management	Automated listing of all customer contacts a salesperson makes in the course of conducting business. (See 139)



cooperative (co-op) advertising	Advertising conducted by the retailer with costs paid for by the manufacturer or shared by the manufacturer and the retailer. (See 131)



direct-mail advertising	Advertising that is mailed directly to the customer or industrial user. (See 132)



electronic mail (E-mail)	Allows information to be sent electronically through a system that delivers the message immediately to any number of recipients. (See 141)



flaming	The equivalent of a verbal lashing on the Internet. (See 145)



geographic information systems	View and manipulate customer and/or prospect information on an electronic map. (See 140)



industrial advertising	Advertising aimed at individuals and organizations that purchase products for manufacturing or reselling other products. (See 132)



Internet	A global network of computers. (See 143)



links	Pointers to other pages of information on the World Wide Web. (See 143)



mobile offices	Vehicles converted to mobile offices. (See 143)



national advertising	Advertising designed to reach all users of the product, whether consumers or industrial buyers. (See 130)



netiquette	Etiquette used on the Internet. (See 144)



personal productivity	Technology to help a salesperson increase productivity through more efficient data storage and retrieval, better time management, and enhanced presentations. (See 139)



point-of-purchase (POP) displays	Displays that allow a product to be easily seen and purchased. (See 133)



premium	An article of merchandise offered as an incentive to the user to take some action. (See 134)



price	The value or worth of a product. (See 134)



retail advertising	Advertising used by a retailer to reach customers within its geographic trading area. (See 131)



sales training	The effort put forth by an employer to provide the opportunity for the salesperson to acquire job-related attitudes, concepts, rules, and skills that result in improved performance in the selling environment. (See 125)



shelf facings	The number of individual products placed beside each other on the shelf. (See 133)



shelf positioning	The physical placement of the product within the retailer's store. (See 133)



surfing the Internet	Exploring the different sites found within World Wide Web links. (See 143)



trade advertising	Advertising undertaken by the manufacturer and directed toward the wholesaler or retailer. (See 132)



trade sales promotion	A promotion that encourages resellers to purchase and aggressively sell a manufacturer's products by offering incentives like sales contests, displays, special purchase prices, and free merchandise. (See 133)



Web advertising	Advertising that is done on the Internet. (See 132)



Web page	Each computer screen of information on the Internet. (See 143)



word processing	--undefined-- (See 141)



World Wide Web	The part of the Internet that houses Websites -providing text, graphics, video, and audio information. (See 143)

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