glossary

'J'

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Job Analysis - The definition of a sales position in terms of specific roles or activities to be performed along with the determination of personal qualifications suitable for the job.

Jobbers - Merchant wholesalers who independently own businesses that take title to the merchandise they handle.

Job Descriptions - Formal, written statements describing the nature, requirements, and responsibilities of a specific position.

Job Enlargement - Will give employees more responsibility.

Job Enrichment - To make work more interesting.

Job Specifications - The conversion of job descriptions into those people qualifications the organization feels are needed for successful job performance.

Joint Demand - Demand that occurs when two or more products are used together to produce a single product.

Joint Sales Call - A sales call that takes place when the manager accompanies a salesperson on the call.

Joint Venture - A business entity established for a specific task, operation, or goal.

Just in Time Production (JIT) - Just-in-time production consists of arranging for supplies to come into the factory at the rate that they are needed.

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