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Definition
| ads placed at the top, sides, or bottom of a Web page, encouraging the viewer to visit a different Web site |
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| individual who, for a fee, will provide the names of leads for the salesperson; also called a spotter |
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| canvassing method in which a large group of salespeople attempt to make calls on all prospective businesses in a given geographic territory on a specified day |
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| card returned from a lead that requests additional information |
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| small, informal group of people in similar positions who communicate regularly, often both socially and professionally |
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| prospecting method wherein the salesperson cultivates well-known, influential people in the territory who are willing to supply lead information |
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| cold canvas method or cold call |
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Definition
| prospecting method in which a sales representative tries to generate leads for new business by calling on totally unfamiliar organizations |
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Definition
| information on leads, prospects, and customers |
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| the use of artificial intelligence and statistical tools to discover hidden insights in the volumes of data in a database |
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Definition
| prospecting method whereby a sales representative attempts to get at least one additional lead from each person he or she interviews |
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Definition
| using email to generate leads |
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| exclusive sales territories |
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Definition
| method that uses a prospect's geographic location to determine whether a salesperson can sell to that prospect |
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Definition
| secure internet-based network connecting buyers adn suppliers |
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| accounts assigned to a sales executive rather than to the specific salesperson responsible for the territory containing the account |
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| use of the telephone that allows leads and/or customers to call for additional information or to place an order |
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Definition
| a potential prospect; a person or organization that may have the characteristics of a true prospect |
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Definition
| the part of the lead process in which salespeople carefully analyze the relative value of each lead |
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Term
| lead qualification system |
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Definition
| a process for qualifying leads |
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| a form of exhibition or trade show used in fashion industries for manufacturers to sell products to retailers |
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| a customer who tells others about how poorly you or your product performed |
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| establishing connections to other people and then using those networks to generate leads, gather information, generate sales, and so on |
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Term
| North America industry classification system (NAICS) |
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Definition
| a uniform classification system for all businesses for all countries in North America |
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Definition
| using the telephone to generate and qualify leads to determine whether they are truly prospects or not also used to secure orders and provide customer contact |
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Definition
| cards that provide targeted information from a number of firms; this pack is mailed to prospective buyers |
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Definition
| determination by firms whether leads are qualified before turning them over to the field sales force |
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| your most loyal customers who not only keep buying from you but also urge their friends and associates to do the same |
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Definition
| a lead that is a good candidate for buying what the salesperson is selling |
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| the process of locating potential customers for a product or service |
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| the process of determining whether a lead is in fact a prospect |
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| gatherings designed to allow current customers to introduce prospects to the salesperson in order to generate leads |
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| name of a lead provided by either a customer or a prospect of the salesperson |
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Definition
| the tools that individuals use to locate information on the internet or on a specific web site |
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Definition
| selling more to existing customers |
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| a term used for unwanted and unsolicited junk e-mail |
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| standard industrial classification (SIC) |
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Definition
| a uniform classification system for an industry. Being replaced by the North America industry classification system |
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Definition
| outside vendor who has been delegated the responsibility for purchasing; has the authority to buy products and services from others |
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Definition
| systematic and continuous program of communicating with customers and prospects via telephone and/or other person-to-person electronic media |
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Definition
| short exhibition of products by manufacturers and distributors |
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