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Sales-oriented era (1930s–1950s): characterised by investment in research to develop new products and advertising to persuade markets of product benefits; Marketing-oriented era (1950s–present): characterised by a focus on the customer's latent and existing needs; In addition, Keith hypothesised that a "marketing control era" was about to ...
Since 1951, the U.S. Census Bureau has published the Retail Sales report every month. It is a measure of consumer spending, an important indicator of the US GDP. Retail firms provide data on the dollar value of their retail sales and inventories. A sample of 12,000 firms is included in the final survey and 5,000 in the advanced one.
The characteristics of these three distinct eras in Pillsbury's evolution include: [17] the production oriented era from 1869-1930s – characterized by a "focus on production processes"; the sales oriented era from the 1930s to the 1950s – characterized by investment in research to develop new products and advertising to persuade markets of ...
Revenue-oriented pricing: (also known as profit-oriented pricing or cost-based pricing) – where the marketer seeks to maximise the profits (i.e., the surplus income over costs) or simply to cover costs and break even.
The modern era of retailing is defined as the period from the Industrial Revolution to the 21st century. [54] In major cities, the department store emerged in the mid-to-late 19th century, permanently reshaped shopping habits, and redefined concepts of service and luxury.
Curve of sales as a function of the time of the product on the market. After a plateau in sales at product maturity, a steep decline can follow. The product life cycle (PLC) is a tool used by marketing managers to gauge the progress of a product, especially relating to sales or revenue accrued over time. The PLC is based on a few key ...
Market orientation is the extent to which an organisation behaves in response to a given market. Kohli and Jaworski define market orientation as "the organization-wide generation of market intelligence, dissemination of the intelligence across departments and organization-wide responsiveness to it". [1]
Sales broker, seller agency, seller agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal. Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume.