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| Proposal solicitation | درخواست پیشنهاد | The stage of the business buying process in which the buyer invites qualified suppliers to submit proposals |
| Supplier selection | انتخاب عرضه کننده | The stage of the business buying process in which the buyer reviews proposals and selects a supplier or suppliers |
| Order-routine specification | سفارش بر اساس درخواست پیشین | The stage of the business buying process in which the buyer writes the final order with the chosen supplier(s), listing technical specifications, quantity needed, expected time of delivery, return policies, and warranties |
| Performance review | بررسی عملکرد | The stage of the business buying process in which the buyer rates its satisfaction with suppliers, deciding whether to continue, modify or drop them |
| Institutional market | بازار سازمانی | School, hospitals, nursing homes, prisons and other institutions that provide goods and services to people in their care |
| Government market | بازار دولتی | Government units-federal, state, and local-that purchase or rent goods and services for carrying out the main functions of government |
| Organisational buying behaviour | رفتار خرید سازمانی | The decision making process by which a buying group establishes the need for goods and services and identifies, evaluates and chooses among alternative brands and suppliers |
| Customer profile | مشخصات مشتری | A written record of an account, including information such as type of business, buying influences, the product mix, buying policies and practices, environmental influences, purchase criteria, and competitor analysis |
| Customer types organisation | سازمان بر انواع مشتری | The organisation method which is based on customer groups, such as departments responsible for marketing to each segment |
| Buy-phase concept | مفهوم فاز خرید | The concept that views organisational purchasing as a series of sequential steps proceeding from recognition of a need through evaluation of the product‘s performance in satisfying that need |
| Merchant wholesalers | عمده فروشان تجاری | Organisations which take title to goods, and which carry the responsibility for risk bearing and usually for performing various functions |
| Missionary sales people | فروشندگان مبلغ | People who perform such diverse tasks as building the organisation‘s image, cultivating relations with decision makers, giving away free samples, and presenting in-depth information about the product |
| Commercialisation | تجاری سازی – در زبان فرانسه: بازاریابی | A process in which marketers establish full-scale production, set prices, lay out a distribution network, and make final promotion plans to introduce the product in all its markets |
| Distribution forms of goods; shops and channels | اشکال توزیع کالاها : مغازه ها و شبکه های | Special, shopping, convenience; intensive, exclusive, selective |
| Marketing information system | سیستم اطلاعات بازاریابی | People, equipment, and procedures to gather, sort, analyze. evaluate, and distribute needed, timely, and accurate information to marketing decision makers |
| Marketing intelligence | هوشمندی بازاریابی | Everyday information about developments in the marketing environment that helps managers prepare and adjust marketing plans |
| Marketing research | تحقیقات بازاریابی | The systematic design, collection, analysis, and reporting of data relevant to a specific marketing situation facing an organization/ The systematic and objective research for and analysis of information relevant to the identification and solution of any problem in the field of marketing |
| Exploratory research | تحقیق اکتشافی | Research that consists of informal attempts to identify and define problems |
| Descriptive research | تحقیق پژوهشی | Marketing research to better describe marketing problems, situations, or markets, such as the market potential for a product or the demographics and attitudes of consumers |
| Causal research | تحقیق علی | Marketing research to test hypotheses about cause-and-effect relationship |
| Threshold effect | اثر آستانه | The concept that very few calls on any account tend not to have any effect on sales until the level of calls reaches a certain level |
| Qualitative research | تحقیق کیفی | Research which takes the form of detailed interviews with a small number of consumers or organisational buyers |
| Stimulated test marketing | بازاریابی بر اساس آزمون تحریک مخاطب | An approach to new-product testing that does not involve the actual marketing of a new product in test sites as in the traditional test marketing, but uses special consumer reaction research instead |
| Quantitative research | تحقیق کمی | Research based on a statistically valid sampling of a target market |
| Secondary data | داده ثانویه | Facts previously collected by others, often for other purpose |
| Primary data | داده اولیه | Information collected for the specific purpose at hand |
| Observational research | تحقیق بر اساس مشاهده | The gathering of primary data by observing relevant people, actions, and situations |
| Single-source data systems | سیستم داده تک منبع | Electronic monitoring systems that link consumers’ exposure to television advertising and promotion (measured using television meters) with what they buy in stores (measured using store checkout scanners) |
| Survey research | تحقیق مطالعه محور | The gathering of primary data by asking people questions about their knowledge, attitudes, preferences, and buying behaviour |
| Experimental research | تحقیق تجربی | The gathering of primary data by selecting matched groups of subjects, giving them different treatments, controlling related factors, and checking for differences in group responses |