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Keep Out Prizing: A pricing practice, common in oligopolistic market situations, in which the large companies maintain very low prices to discourage smaller competitors and thus protect their own market shares.
Keeper: A premium offered in direct-mail marketing for accepting a free trial of the sale merchandise and to be kept by the consumer even if the trial item is returned.
Key Influence People: Opinion leaders, consultants, experts, etc whose early and enthusiastic endorsement of a new product is sought by salespeople.
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Lead Nurturing: Having consistent and meaningful communication with viable customers regardless of their time to purchase.
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Marketing: An organizational function /set of processes for creating, communicating, and delivering value to customers and manage customer relationships, in ways that benefit the sales force
Multiple Pricing: A Retail POS terminology, selling two or more of the same item at a unit price that is lower than the unit price of a single item. For example, Rs.51 each or 2 for Rs.100
Missionary salesperson: A Channel sales terminology. A salesperson who is employed by a manufacturer to call on end-users with the objective of stimulating demand for the manufacturer's offerings even though the purchases will be made from other firms in the channel of distribution.
Multilevel selling / Network marketing: Normally used in Direct selling organizations. A sales approach that involves using company employees at multiple levels in the firm's hierarchy to call on similar levels in the account. For example, the Vice President of Sales would call on the Vice President of Purchasing.
Market Segmentation: Process of defining and sub-dividing a large homogenous market into clearly identifiable segments having similar needs, wants, or demand characteristics. Its objective is to design a marketing mix that precisely matches the expectations of customers in the targeted segment.
Maintenance Selling: Generating sales volume from existing customers it’s a usual practice in retail selling.
Market Diversification: A strategy in which a company seeks growth by adding products and markets of a kind unrelated to its existing products and markets.
Market Niche: A small but profitable segment of a market unlikely to attract competitors.
Market Nicher: a company whose products serve segments too small to be of interest to firms with larger shares of the market, also called market specialists, threshold firms or foothold firms.
Mega marketing: A term coined by U.S. marketing academic, Philip Kotler, to describe the type of marketing activity required when it is necessary to manage elements of the firm's external environment (governments, pressure groups, etc) as well as the marketing variables.
