T

Tangible repositioning
when the target market and product are changed

Target accounts
organizations or individuals whose custom the company wishes to obtain

Target audience
the group of people at which an advertisement or message is aimed

Target market
a segment which has been selected as a focus for the company’s offering or communications

Targeting
selecting a segment or segments in which to compete

Team selling
the use of the combined efforts of salespeople, product specialists, engineers, sales managers and even directors to sell products

Technological distance
the difference between two companies’ product and process technologies

Telemarketing
a marketing communications system whereby trained specialists use telecommunications and information technologies to conduct marketing and sales activities

Television viewership panel
a sample of TV viewers which measures audience size

Test marketing
the launch of a new product in one or a few geographic areas chosen to be representative of the intended market

Threat
a situation or trend which is unfavourable to the achievement of organizational objectives, for example a government regulation, competitor initiative or technological development

Time distance
the time which must elapse between establishing contact or placing an order and the actual transfer of the product or service involved

Time gap
the discrepancy between when a manufacturer wants to produce goods and when consumers wish to buy

Time-to-market
the time it takes for a company to develop a new product and turn it into a product which people can buy

Toll-free number
a special telephone number which customers can call without incurring any expense

Total quality management
the set of programmes designed to constantly improve the quality of physical products, services and processes

Tracking studies
usually retail audits which track sales across retail counters or research which tracks consumer awareness and/or attitudes over time

Trade marketing
marketing to the retail trade

Trade-off analysis
a measure of the trade-off customers make between price and other product features so that their effects on product preference can be established

Transactional information
information on a customer database which indicates which customer has bought what products, how often and how recently

Transfer pricing
the price charged between profit centres of the same company, sometimes used to take advantage of lower taxes in another country

Transition curve
the emotional stages that people pass through when confronted with an adverse change

Trial
the sampling, tasting or test consumption of a product by a consumer