A face-to-face meeting between a salesperson and a customer or prospective customer.

The level of sales a single organization expects to achieve based on a chosen marketing strategy and assumed competitive environment.

A tactic intended to generate increased sales in a specified amount of time. The goal is usually a strong and rapid response from consumers.

A salesperson; an individual employed to sell goods on behalf of a producer or some other member of a marketing channel by contacting prospective customers and developing in them an interest in the company's products.

abbrev. Strategic Business Unit: a separate operating division of a company with some degree of autonomy; commonly referred to as an SBU.

A process that captures an image in a format that can be used and manipulated electronically. The term scan also refers to the resulting file and/or proof of the file.

Ensures the accuracy of price and item information in all computer data files, maintains electronic shelf tags, monitors scanning hardware and software and manages scan-related applications.

Data gathered from published sources or form syndicated service research firms).

Acronym for Situation analysis; Explicit statement of the problem; Laying out the research design and collecting data; Evaluating the data and making a decision; Creating a plan to implement the decision and Testing the correctness of the decision: a six-step approach to the process of marketing research.

A printed, folded mailing piece that reserves space for addressing, postage, etc. and eliminates the need for an envelope.

A mark used in the sale or advertising of services to identify and distinguish them.

A wholesaler/retailer relationship in which the wholesaler provides not only product but also any or all of a variety of services (i.e., ordering, stocking, pricing).

A wholesaler/retailer relationship in which the wholesaler provides not only product but also any or all of a variety of services (i.e., ordering, stocking, pricing).

For broadcast media, the percent of a particular audience who is using a specific medium and tuned to a particular station during a defined time period.

A competitive analysis of a product's advertising exposure within a specific category or market. Analyses commonly are based on the number of printed pages or the dollar amount spent.

A merchandising device that affixes to the shelf so that additional product can be displayed on the shelf.

Printed displays attached, apron-style, to the shelf where an item is regularly stocked, giving details of product or promotional information.

A thin plastic film heat-sealed around a product. Printers often are requested to shrink-wrap pieces in smaller quantities rather than bulk cartons.

A short section of copy focusing on a single issue and used to augment or summarize key points of the main article.

An advertiser's name/address/phone/fax/e-mail/URL information, typically displayed in a consistent location on ads or collateral pieces.

Stock Keeping Unit. Part of a standardized inventory management system in which each product is given a unique number that can be tracked.

A brochure, typically 4 to 6 panels, that is folded to fit in a #10 envelope.

Deadline date for written confirmation of a client's commitment to run an ad in a specific issue of a publication.

Notification to a media vendor, either written or verbal, of intentions to run an ad.

Work done with no guarantee of remuneration but with the hope of landing a client's account and, subsequently, the opportunity to recapture the investment made in creating the spec work.

An item offered to a customer or prospect, usually free or at a nominal price as an inducement.

The use of a specific ink color on a printed piece. Also used as "2 spot colors" or "3 spots" to distinguish from 4-color process. Spot colors are sometimes used in addition to process colors, usually to print a specific color in a logo.

Two facing pages of a magazine or brochure, typically with related matter on both pages.

A small, printed piece designed to be inserted into an envelope carrying a customer's invoice or other business communications.

A binding method, suitable for brochures and short booklets, that uses staples to attach sheets to the cover through the centerfold.

Responsible for all aspects of store performance, including financial targets, merchandising and promotions, operational controls, recruiting and training, customer relations, government regulations, inventory management and community leadership.

A secondary heading, usually in smaller type than the main heading or headline.

A high-volume, hybrid format of a superstore and a warehouse store. Super warehouse stores typically offer a full range of service departments, quality perishables, and reduced prices, e.g., Cub Foods.

A large food/drug combination store and mass merchandiser under a single roof. The supercenters offer a wide variety of food, as well as non-food merchandise. These stores average more than 170,000 square feet and typically devote as much as 40% of the space to grocery items, e.g., Wal-Mart, Kmart, Super Target, Meijer, and Fred Meyer.

Any full-line self-service grocery store generating a sales volume of $2 million or more annually

A larger version of the conventional supermarket with at least 40,000 square feet in total selling area and 25,000 items. Superstores offer an expanded selection of non-foods (at least 10% GM/HBC).