or service; to pay tax; to pay by cheque/credit card take-home pay (n) salary after deductions
payback (n) paying back money which has been borrowed or invested payback period (n) time for repayment or return on investment PAYE Pay As You Earn: income tax deducted at source by the employer payslip (n) note which shows salary and deductions peak (n) highest point
peg (v) to fix prices at a certain level penetrate (v) to get into a market
penetration (n) percentage of a target market that is reached periodical (n) serious (often scientific or academic) publication which
appears regularly petty cash (n) small amount of notes and coins available in an office to
pay for inexpensive items pilot (n) a test which will be extended if successful; a pilot project pipeline (n) channel of flow; Are there any new products in the pipe
line?
pirate (n) person who illegally copies an invention or copyright product;
a pirate copy of the-compact disc pitch (n) salesperson’s talk to persuade a prospective buyer point of sale, POS (n) place where a product is sold
policy (n) way of doing something; What is the company policy on
discounts?
poll (n) survey of sample group; an opinion poll place (v) to put
to place shares to find a buyer for shares plc public limited company
plough back (v) to reinvest; all our profits have been ploughed back into
the business portfolio (n) collection; a product portfolio — range of company
products portfolio management (n) buying/selling a range of shares for a client position (n) place or way a product is perceived in a market
positioning (n) creating an image for a product in a particular sector of a
market poster (n) large notice/advertisement pasted on building or billboard power (n) strength
purchasing power (n) a company’s purchasing power can usually be gauged by the size of the discounts that it can obtain from its suppliers
PR Public Relations
preference shares (n) shares which have priority in dividend payment
before ordinary shareholders — usually at a fixed rate of interest premium (n) 1. extra charge; these shares will sell at a premium-10p
above their face-value 2. price paid for insurance press (n) newspapers and magazines local press (n) regional newspapers
national press (n) nationally distributed newspapers
press relations (n) PR activity aimed at building good contacts with journalists, etc.
price (n) money charged for something asking price (n) opening price in negotiation market price (n) price which people are witling to pay pricing policy (n) price paid by final customer retail price (n) price paid by final customer
primary data (n) data which must be obtained by active research; raw
data upon which no analysis has been performed prime (adj) most important; advertisements are most expensive at prime times print run (n) number of copies printed; the longer the print run the
cheaper the unit price product (n) thing which is made/manufactured
product portfolio (n) collection of products offered by the same
company productivity (n) measurement of output per worker profile (n) characteristics; customer or market profile profit (n) money made from the sale of a product or service operating profit (n) profits from normal trading of a company
profit and loss account (n) accounts showing income and expenditure
(US: income statement) profit margin (n) percentage difference between costs of sales and income profitability (n) amount of profit made as a percentage of costs profit centre (n) part of a company which is considered separately when
calculating profit profitable (adj) which makes a profit projected (adj) planned/forecast promote (v) to advertise
promotion (n) all means of communicating a message about a product or
service promotional ( adj) used in a sales or advertising campaign; a
promotional price has been set 10per cent lower propaganda (n) use of the media to convey a biased political message prospectus (n) sales document which tries to convince the customer,
usually taking a serious approach, e.g. for private schools prototype (n) first model of a new product
provision (n) money set aside in accounts for later use; the banks have made a provision for bad debts
public (adj) referring to people in general public sector nationalised industries
publics (n) groups of people categorised for PR purposes; the company has many different publics including the local community, the press and their customers publication (n) thing which has been published — a book, magazine, etc.
publicity (n) the process of attracting the attention of the general public
to products or services publicise (v) to attract people’s attention by informing them; the
audience was small because the concert had not been publicised pull strategy (n) a process of persuading end-users to buy so that
middlemen must stock your goods purchase 1. (n) something which has been bought; to make a purchase 2.
(v) to buy purchaser (n) person who buys for a company
purchasing department (n) part of the company responsible for buying
raw materials and other goods push strategy (n) a process of persuading middlemen to stock your
goods and to help in the selling of the product to the end-user purchase 1. (n) something which has been bought; it will be cheaper to
make a quantity purchase 2. (v) to buy
Q
quality (n) the value/worth of a product/service quality control (n) checking that the quality is high enough
qualitative (adj) referring to quality, qualitative research is based on
opinions rather than facts quantitative (adj) referring to quantity; quantitative research is based on
measurable data quarterly (n) a magazine which is published four times a year quaterly (ad)/adv) happening four times a year/every three months; our
quarterly results were excellent question marks (n) products in the top-right quandrant of the Boston
Matrix which have a low market share in a rapidly growing market
quota (n) a limit on the amount of goods which can be imported/exported quote 1. (v) to estimate the value-cost; could you quote for the contract
in dollars 2. (n) an estimate quotation (n) 1. estimate of cost 2. listing of the price of a share on the
Stock Exchange quoted (adj) of shares/companies; shares which can be bought on the Stock Exchange
R
R&D Research and Development
raid (n) dawn ~: buying a large number of shares in a company at the beginning of a day’s share dealing raider (n) company/person who buys shares in a company before making
a takeover bid raise 1. (n) US: an increase in salary; she asked for a raise 2. (v) to increase; we raised the dividend by 5 per cent 3. (v) to obtain; we are trying to raise $50,000 an the money market 4. (v) to bring up in discussion; we raised the question of prices at the board meeting random (adj) done without any system; we used a random sample for testing range (n) a series of products from which the customer can choose rapport (n) good understanding between people; there is a good rapport
between the marketing and sales managers rate (n) money charged for a certain time or at a certain percentage fixed rate (n) charge which cannot be changed going rate (n) the usual rate of payment
rating (n) value given to something compared with its competitors; I’d
give them a high rating ratings (n) lists of TV or radio programmes according to the size of
audience rationalisation (n) process of streamlining a company’s operations to
gain greater efficiency and scale economies rationalise (v) to make more efficient, to streamline
ratio (n) proportion of something compared with another thing; our liquidity ratio is not healthy (current assets to current liabilities) raw (adj) in its original, unprocessed state
raw materials (n) substances used as a base for manufacturing reach 1. (n) the number of people who see an advertisement once 2. (v)
to get to an audience readership (n) the quantity of people who read a publication readvertise (v) to advertise again; we had to readvertise the job real (adj) true
in real terms actually; prices have gone up 5 per cent in real terms realise (v) to sell for money; the sale of the home realised $150,000 recall (n) ability to remember an advertisement
receipt (n) a piece of paper showing that money has been paid or
something received; a receipt for items purchased receive (v) to get something
accounts receivable (n) money owed to the company
receiver (n) government official appointed to run a company in serious
financial difficulty receivership (n) in the hands of a receiver; the company was put into
receivership recognise (v) to know somebody or something by sight or voice recognition (n) brand recognition — ability of a consumer to recognise a
brand reconcile (v) to make two accounts agree; the bookkeeper reconciles the bank account and the sales and purchase ledger every month; bank reconciliation (n) recoup (v) to get back money; we recouped our investment in two year recover (v) to get better after a downturn; the stock market has not
recovered since the big fall red (n) in the red showing a lass; my bunk account is always in the red reduce (v) to make smaller; we need to reduce our price;
redundancy (n) being no longer employed; received a good redundancy
payment redundant (adj) to make somebody redundant refinance (v) to raise money to pay back an original loan
reflate (v) to stimulate the economy; the government relfated the
economy by reducing taxes refund 1 (n)money paid back 2 (v) to payback money; the money will be
refunded if the goods are faulty register (v) to record officially
registration (n) process of recording on an official list; product
registration reinvest (v) to invest again
relief (n) help, support; we are hoping to get tax relief on the new
investment remunerate (v) to pay someone for a service rep (n).short for a representative
repay (v) to pay back
repayable (adj) short-term loans are repayable within a year repeat (v) to do something again
repeat orders (v) orders from a customer for more of the same goods
over a period of time repositioning (n) changing the consumers’ perception of product or a
service represent (v) to act on behalf of a company representative (n) a salesperson
resale (n) selling goods which have been bought once already research (n) finding facts and information; market research reserves (n) amount of money set aside from profits for a specific
purpose resistance (n) a negative feel my towards a product or service; we
encountered a lot of resistance in the market resourses (n) source of supply of something; our financial resources are
limited respond (v) to reply
respondent (n) a person who answers questions in a survey response (n) answer to a question
result/s (n) profit or loss at the end of an accounting period; we
announced some good results for last year retail 1. (n) sale of goods to the end customer 2. (v) to sell goods direct
to customers retailer (n) person who sells goods direct retained earnings (n) undistributed profits return (n) profit from an investment; What sort of return can we expect? return on investment (ROI)(n) amount received relative to amount invested revalue (v) to put a new value on something; our freehold property must
he revalued revenue (n) income received
risk (n) chance of success or failure; to take a risk
risk capital (n) venture capital; capital available for investment in risky
but potentially highly profitable exercises risk-free investment (n) an investment that is certain to make a good return risky (adj) that’s a risky venture rival (n) a competitor rocket (v) to rise rapidly ROI return on investment rough (n) a sketch of an advertisement
round (adj) correct to, say, the nearest 10 or 100; in round figures, we can say £5,000 round up/down (v) to increase/decrease to a whole number
royalty (n) money paid to an inventor/creator/writer by the licensee or
publisher run (v) to manage/organise; he runs two businesses
running 1. (adj) operating; running costs 2. (adj) continuing; we keep a running total from day to day 3. (adj) consecutively; we have made a loss for two years running
S
sale (n) act of selling
salesperson (n) person whose job is to sell the company’s goods or
services sample 1. (n) a specimen of a product used to show what it is like 2. (v) to try out something; we sampled the whiskey before buying it 3. (v) to test a product on a small group of a target audience saturate (v) to fill something completely; the market is saturated saturation (n) a stage in a market’s development where there is no room
for further growth save (v) to keep, not spend money saver (n) person who saves savings (n) money saved
savings bank (n) bank where your money earns interest
scale (n) system of grading; the scale of the horizontal axis is from 1 to20 scale up/down (v) to increase/decrease size scarce (adj) not common, rare screening (n) evaluating, shortlisting
scrip (n) of an issue of shares; free shares to existing shareholders seasonal (adj) only happens in certain seasons; ice cream sales are very
seasonal secondary data (n) research data which have already been collected and
are available on data banks, etc.
sector (n) part of the economy or industry; the high — tech sector is
growing fast securities (n) investments in stocks and shares
gilt-edged securities (n) investments in British government stock the securities market (n) place where shares can be bought/sold security (n) guarantee that a debt will be repaid; he borrowed using his
house as security segment 1 (n) a section of the market 2 (v) to divide a market into
different parts segmentation (n) division of the market into segments
sell-by date (n) date on a food packet indicating last date that the food is
guaranteed to be good service 1. (n) the work of dealing with customers; the service is excellent, we never have to wait 2 (n) maintaining a machine in good working order, the photocopier is due for a service services (n) benefits which do not involve production, e g training,
transportation set against (v) to balance one group of figures against another; we
should be able to set some of the profits against tax set aside (v) to not use in the present; we set aside a provision of $20,000 set up (v) to start something; we set up a new business settle (v) to agree (to pay); we settled the account
settlement (n) payment of an account
share (n) a small part of a company’s capital; A shares; В shares;
ordinary shares; preference shares shareholder (n) person who owns shares
shelf-life (n) length of time a product can be displayed for sale skimming (n) setting a high price in order to maximise profits in the short term slash (v) to cut sharply
slogan (n) a phrase which is. used to sell a product; ‘A Mars a day helps
you work, rest and play’ slot (n) time for a TV or radio commercial; we booked five 30 second slots slump (n) rapid decrease; a slump in sales societal (adj) referring to society, societal marketing
soft-sell (n) selling by argument and encouragement rather than strong
pressure to buy sole (adj) only; sole distributor slump (n) rapid fall; a slump in prices
solvent (adj) having enough money to pay debts; solvency (n)