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Welcome to our Online Sales Dictionary!
Please email us at
Info@salesanimals.com
with any amendments, additions, or corrections for our Sales
Dictionary.
Thank you for contributing!
B's of
Selling - Three B's of Selling: Be Bright, Be Brief and
Be Gone!
Base/Base salary – Basic compensation an employee receives
usually a wage or salary. Base salary is the guaranteed
portion of a salesperson's monetary compensation. Base is
not always included as part of a salesperson's compensation.
Benefit – The value the
customer
gets, the gain
(usually a tangible cost, but can be intangible) that the
customer accrues from the product or service.
Buyer - most commonly means a professional purchasing person
in a business; can also mean a private
consumer. Buyers are
not usually major
decision-makers, that is to say, what they
buy, when and how they buy it, and how much they pay are
prescribed for them by the company they work for. If you are
selling a routine repeating predictable product, especially
a consumable, then you may well be able to restrict your
dealings to buyers; if you are selling a new product or
service, buyers will tend to act as influencers at most.
(See decision-makers)
Buying facilitation® - Also known as facilitative buying,
generally attributed (and registered) to sales guru Sharon
Drew Morgen. Extremely advanced form of personal selling, in
which the central ethos is one of 'helping organizations and
buyers to buy', not selling to them. (See
collaboration
selling and
partnership selling)
Buying warmth - behavioral, non-verbal and other signs that
a
prospect likes what he sees; positive signs from the sales
person's perspective, but not an invitation to jump straight
to the close.
Please email us at
Info@salesanimals.com
with any amendments, additions, or corrections for our Sales
Dictionary.
Thank you for contributing!
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