MKTG 429 Exam 2 Study Guide Flashcards
Trial Rate
Percentage of customers trying a new product.
Repeat Rate
Percentage of customers repurchasing a product.
Sales Penetration
Market share achieved by a product.
Growth (CAGR)
Compound Annual Growth Rate over a period.
Cannibalization Rate
Sales lost from existing products to new ones.
New Product Metrics
Measurements for assessing new product performance.
Conjoint Analysis
Statistical technique to determine customer preferences.
Brand Equity Metrics
Measures of brand value and consumer perception.
Sales Goal Setting
Establishing targets for sales performance.
Sales Force Effectiveness
Evaluation of sales team’s performance and efficiency.
Retail Availability: Numeric Distribution
Percentage of stores carrying a product.
All Commodity Volume (ACV) Distribution
Proportion of total market sales represented.
Product Category Volume (PCV) Distribution
Sales volume of a product category in stores.
Category Performance Ratio
Comparison of category sales to overall market.
Out of Stock
Inventory status indicating unavailability of products.
Percentage On Time Delivery
Rate of deliveries made by the promised date.
Inventory Turns (Turnover)
Number of times inventory is sold in a period.
Inventory Days
Average number of days inventory is held.
Markdown
Reduction in product price to stimulate sales.
Gross Margin Return on Inventory Investment (GMROII)
Profitability measure relative to inventory investment.
Direct Product Costs
Total costs directly associated with a product.
Direct Product Profitability
Profitability measure of a specific product.
Baseline and Incremental Sales
Sales comparison against a baseline period.
Lift in Sales
Increase in sales attributed to marketing efforts.
