Account - a customer (usually a business-to-business organization) The individual or company you are doing business with.

Account Manager – individual in charge of a client’s account.

Accompaniment Visit – when a manager, supervisor, or trainer accompanies a sales person, while working in the sales territory, usually while meeting prospects, customers or clients.

Accompaniment Report – after a manager accompanies a sales person on an Accompaniment visit the manager completes an accompaniment visit report on the performance of the sales person, which would then be discussed, and suitable follow-up actions or training agreed upon.

Action Plans – The detailed steps a unit, department or a team will take in order to achieve short-term objectives.

Added Value – Additional service or product that a sales person or selling organization provides, a customer is prepared to pay for because of the benefit(s) obtained. Added values are real and perceived; tangible and intangible. A good, reliable, honest, informed sales person becomes a significant part of the selling organization's added value, as perceived by the customer, if not by the selling organization.

Advantage - the aspect of a product or service that makes it better than another, the selling factor over the product or service of a competitor.

Advertising - the methods used by a company to publicize and position its products and services to its chosen market sectors, including product launches, image and brand building, press and public relations activities, merchandising (supporting and promoting the product in retail and wholesale outlets), special offers, generating leads and inquiries, and offering incentives to distributors, and agents, and arguably sales people.

Advertising and Promotion (A&P) – Advertising and Promotion methods are sometimes described as above-the-line (media advertising such as radio, TV, cinema, newspapers, magazines) or below-the-line (non-'media' methods or materials such as brochures, direct-mail, exhibitions, telemarketing, and PR); advertising agencies generally receive a commission (discount 'kick-back') from above-the-line media services, but not from below the line services, in which case if asked to arrange any will seek to add a mark-up.


A&P – (Advertising and Promotion) – A & P methods are sometimes described as above-the-line (media advertising such as radio, TV, cinema, newspapers, magazines) or below-the-line (non-'media' methods or materials such as brochures, direct-mail, exhibitions, telemarketing, and PR); advertising agencies generally receive a commission (discount 'kick-back') from above-the-line media services, but not from below the line services, in which case if asked to arrange any will seek to add a mark-up.

Appointment - a personal sales visit to a prospect, usually arranged by phone for a face-to-face visit. An appointment can also be a scheduled time to discuss a pre-determined topic at a set time.


 

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