What Are Activities, Interests, and Opinions (AIO)? Activities, Interests, and Opinions (AIO) are characteristics of a person which are used by market researchers for psychographic…
Marketing Category
The Marketing category has detailed articles, concepts and How-tos to help students and professionals learn the concepts and applications.
Total Customer Satisfaction – What it is and how to achieve it?
There are various ways to define total customer satisfaction. However, the underlining fact is very clear – You need to try to make your customer…
Vals – Values attitude lifestyle
Vals which is also known as values attitude and lifestyle is one of the primary ways to perform psychographic segmentation. All three terms are intangible…
Types of Sales Organization – Functional Sales Organization
Some sales departments use Functional sales organization. This type, derived from the management theory developed by Frederick W. Taylor, is based upon the premise that each…
Break-Even Price: Definition, Examples, and How To Calculate It (Updated 2025)
What Is a Break-Even Price? The break-even price is the price a company must charge to cover direct manufacturing expenses and make a profit. It…
Types of Sales organization – Line and Staff Sales Organization
The line and staff sales organization is often found in large and medium sized firms, employing substantial numbers of sales personnel, and selling diversified product lines…
Limitations of segmentation
Segmentation also has its limitations as it needs to be implemented in the proper manner. As segmentation is one of the most important process in…
Physical Evidence in Marketing Mix
If you have read the service marketing mix, then you would know that physical evidence is one of the additional 3 Ps (extended marketing mix)…
Type of Sales Organization – Line Sales Organization
The line sales organization is the oldest and simplest sales organizational structure. It is widely used in smaller firms and in firms with small numbers…
Types of Sales Organization: A Complete Guide about Sales Team Structures
If sound practices are followed in setting up the sales department, the resulting structure takes on features of one or more of four basic types…
The Sales Organization
Effective sales executives insist upon sound organization. They recognize that the sales organization must achieve both qualitative and quantitative personal selling objectives. Over the long…
Tactical Marketing: Definition, Importance, and Difference
Tactical marketing is a marketing approach that focuses on the specific ongoing tactics and techniques you use to promote your business. These are your individual…
Pricing Decisions: Examples, Objectives & Factors to Consider
Businesses make pricing decisions when determining the prices for their products or services. For example, a business that sells ladies’ bags may decide to charge…
8 steps to create a strong sales pipeline
Sales is a continuous process and the timelines are such, that you are needed to prospect and close customers again and again. The sales process…
What role does Sales resistance play?
Prospects show sales resistance by pointing out real or imagined obstacles, and by voicing objections, sincere or insincere. In analyzing sales resistance, the salesperson need…
Marketing Information System – Types, Tips and Examples
Definition Marketing Information System regularly gathers, analyzes, interprets, stores, and distributes internal and external market data. Marketing information systems include CRM, market research, competitive intelligence,…
Ethnographic Research
Ethnographic research is a method of studying people from their points of view and in their real-life environment or social setting. By studying how people…
4 major challenges for Marketing managers of 21st Century
Everyone faces problems and challenges in their jobs. And a marketing managers job has gotten tougher with more and more introduction of different media vehicles…
26 Benefits of CRM Systems
Customer Relationship Management (CRM) is crucial to business growth. It prioritizes client relations to grow the business. Effective CRM involves satisfying current customers and attracting…
Qualities of highly effective salesperson
What qualities should an effective salesperson possess? It is difficult to list “success” qualification. Sales executives jobs cover a gamut of products, markets, and marketing…
Penetration pricing explained with examples and case study
Penetration pricing strategy is generally used by late comers in the market. This pricing is typically used when the market is saturated or there are…
International marketing – Scope and challenges
What is International Marketing? International marketing is the process of marketing goods or services to customers in more than one country. This process can be…
Function of Sales Executives
Many sales executives get promoted into their positions because of their previous performances as salespersons. In some companies, outstanding sales persons have in inside track…
Why are your customers brand switching and what is the reason for switching brands?
More and more brands and products are being launched every day. In the traditional retail mix, moden retailers like Walmart have started launching their own unique products. On top…
How to Close a Sale? 20 Sales Closing Techniques for 2025
The art of closing a sale is a skill that separates the good from the great in the world of sales. Understanding how to close…
6 Advantages of Segmentation
A company cannot devise a market strategy without market segmentation. Imagine that you became a teacher one day. And the only thing your employer told…
Which market segment should you target?
There is a very generic approach which can be used to decide which market segment you want to target. These approaches are – Mass Marketing,…
Difference between Segmentation Targeting and Positioning
One of the first principles of Marketing management is segmentation targeting and positioning also known as STP. However, all the three concepts are so parallel to…
Promotions in Marketing – Marketing promotions
What is Marketing Promotion? Marketing promotion is the inclusion of various activities and strategies that companies use to market their products or services. It can…
Customer desire
Once the customer is interested in your product, you need to see to it that he has actual desire towards your product, desire which will…
What is Celebrity Marketing? Types, Careers and Examples
Celebrity marketing uses famous people to sell products and services. Celebrity endorsements help companies reach more people, increase sales, and build brand awareness. Popular celebrity…
Celebrity Endorsement – Definition, Overview and List of Top 10 Endorsements
What is Celebrity Endorsement? A celebrity endorsement is when a famous person (A celebrity) uses their fame or social status to help promote a product,…
How to maintain customer interest
Customer interest is crucial to the sales process. Gaining attention can be done in the initial stages but interest in the product needs to be…
What is Situation Analysis? Definition, Importance & Examples
At the heart of any successful marketing campaign lies a thorough understanding of the current situation. A situation analysis follows a systematic process to collect…
AIDAS theory of selling
AIDAS stands for Attention, Interest, Desire, Action, and Satisfaction. The AIDAS model states that a prospect goes through five different stages before finally responding satisfactorily…
10 Steps to Get Customer Attention
Customer attention is a scenario in which potential or existing customers pay extra attention to a certain product or activity. This heightened awareness can be…
Service Channels: Definition, Options and Scope
Service channels are the different channels or mediums that are used to carry out business transactions or channel interactions during a customer journey. Businesses nowadays…
What is brand image and its importance to an organization?
Today’s generation is quite impressionable and hence in order to enhance their personality, or to meet social standards, they gravitate towards branded products that are…
What are Reverse Flow Channels and its examples?
One of the traditional methods of channel distribution is when the company manufactures a product, it goes through the channel and reaches the end consumer….
Channel Levels – Consumer and industrial marketing channels
Channel levels consist of consumer marketing channels or the industrial marketing channels. A factor common among both channel levels is that both include the producer…
