Term
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Definition
| The stage of the sales cycle that results in the prospect ordering the product. The stage of the sales cycle that results in the prospect ordering the product. |
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Definition
| Describes a situation where a salesperson calls on an entity without knowing if it fits any target market profile. |
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Definition
| A sales force organization that utilizes a variety of sales organizations and approaches to sell the company's products. |
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Term
| Consultative sales approach |
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Definition
| A selling methodology that focuses on profit improvement through problem-solving. |
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Term
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Definition
| A sales force organization where salespeople specialize in selling only to certain customers or industries. |
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Definition
| Any issue raised by the prospect that is unimportant in the decision process. |
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Definition
| Salespeople who conduct business from their offices via telephone or electronic methods generally with no face-to-face contact. |
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Definition
| Salespeople who travel to call on customers at their location. |
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Term
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Definition
| Any personal [face-to-face/visual] presentation by a salesperson for the purpose of making sales and building customer relationships. |
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Definition
| A sales force organization where salespeople specialize in selling only a portion of the company's products or lines. |
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Definition
| An entity that meets a target market segment profile but has not yet purchased the product. |
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Definition
| Any issue that must be satisfactorily addressed before the prospect will buy. |
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Term
| Relationship sales approach |
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Definition
| A selling methodology that focuses on profit improvment through understanding your customers business informing strategic relationships that increas customer satisfaction and customer loyalty |
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Term
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Definition
| A set of people primarily responsible for selling the firm's products |
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Term
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Definition
| The computerization of sales force operations for more efficient order-entry transactions, improved customer service, and better decision-making support. |
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Term
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Definition
| Involves all the activities in leading part or all of the sales organization[s]. |
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Term
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Definition
| Any short-term [generally six months or less] incentives to encourage the purchase or sale of a product or service. |
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Term
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Definition
| A measure that quantifies the amount a salesperson should sell to make quota and may describe the sales mix of the company's products. |
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Term
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Definition
| The set of abilities a person must have to be successful selling. |
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Definition
| Any objection that is a delaying tactic meant to give the prospect more time to make and/or implement the purchase decision. |
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Term
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Definition
| A selling methodology that focuses on profit improvement through the utilization of all the necessary applications of the firm's resources [sales, marketing, engineering, etc.] in a coordinated manner. |
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Term
| Territorial sales structure |
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Definition
| A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line of products and services. |
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Term
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Definition
| A description of the characteristics and number of prospects and buyers at various stages of the sales cycle. |
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Term
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Definition
| A seven step process that describes key selling events from an initial prospect to a satisfied customer |
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Term
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Definition
| The ability to organize, prioritize, and accomplish activities in an efficient manner. |
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Term
| Traditional sales approach |
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Definition
| A product-oriented selling methodology that focuses only on profit improvement through increasing sales volume. |
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Term
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Definition
| The role a salesperson fills when providing valid information back to the customer. |
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