glossary

'N'

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National Advertising - Advertising designed to reach all users of the product, whether customers or industrial buyers.

Need Arousal - A situation in which a salesperson triggers a psychological, social, or economic need in the buyer.

Need Satisfaction Presentation - A flexible, interactive type of presentation where a prospect’s needs are thoroughly discussed.

Needs - The desire for something a person feels is worthwhile.

Negative Demand - A state in which all or most of the important segments of the potential market dislike the product or service and in fact might conceivably pay a price to avoid it.  

Negotiation - The process of trying to find mutually agreeable terms.

Negotiation Close - A close in which buyer and seller find ways for everyone to have a fair deal.

Net Price - The price after allowance for all discounts.

Net Profit - Money remaining after costs of marketing and operating the business are paid.

Network - An interconnecting group of people communicating and exchanging ideas and information.

Network Externalities - The tendency of certain products and services to become more valuable as more users adopt them.

Networking - The continuous prospecting method of making and utilising contacts

New Task Purchase - A purchase whereby a product is bought with a job or task newly performed by the purchaser.

No Demand - A state in which all or important segments of a potential market are uninterested in or indifferent to a particular offer. 

Noise - Factors that distort communication between buyer and seller, including barriers to communication.

Non-Cumulative Quantity Discounts - Discounts received for buying a certain amount of a product over a stated period.

Non-Directive Question - A question that opens up two-way communication by beginning the question with who, what, where, when, how, or why.

Non-Durable Goods - Tangible goods that normally are consumed in one or a few uses.

No-Need Objection - An objection in which the prospect declares he or she does not need the product and implies the end of the selling effort, but which may actually be either a hidden or a stalling objection.

Non-Profit Contributors - Givers to non-profit organization.

Non-Profit Organization - An organization in which profit is not its primary goal.

Non-Recoverable Draw - A draw that cannot be recovered or retrieved by an employer regardless of employment status of the individual who received the draw and whether or not the draw paid exceeds commissions earned.

Non-Verbal Communications - Unspoken communications such as physical space, appearance, handshake, and body movement.

Note - A legal document that obligates a borrower to repay a loan at a specified rate of interest during a specified period of time or on demand. A short-term debt security, usually with a maturity of five years or less.

Notice of Pre-lien - A document notifying the owner of real property that materials or services are being furnished to his real property, putting him on notice that the one sending it will look to have a lien against the real property if those materials or services are not paid for.

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