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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!
Call/calling - a personal face-to-face visit or telephone
call by a sales person to a
prospect or
customer. (Also see
sales call)
Canvass/canvassing -
cold-calling personally at the
prospect's office or by telephone, in an attempt to arrange
an
appointment, present a product, or to gather information.
Client – a
customer, the individual or company you are doing
business with.
Code of Ethics – principles of conduct within an
organization that guide decision making and behavior.
Close - part of the sales process where the deal is
ending.
Collaboration selling - Seller truly collaborates with buyer
and buying organization to help the buyer come up with the
best solution. A logical extension to 'strategic' or 'open
plan' selling. (Also see partnership selling)
Comfort zone challenge - An activity in which one engages in
order to push an individual or organization into a position,
where they have little experience and are in a position they
are not used to.
Compensation - Is what the
sales person gets for making the
sale or
closing
the
deal.
Concession - Used in the context of
negotiating, refers to
an aspect of the
sale which has a real or perceived value,
that is given away or conceded by seller or the
buyer. One
of the fundamental principles of sales
negotiating
is never
giving away a concession without getting something in return
- even a small increase in commitment is better than
nothing. (See Negotiation)
Consultative selling (consultation selling) - consultative
selling includes more collaboration and involvement from the
buyer in the selling process. This method uses questioning
to gain useful information.
Consumer - the end user of the
product or service.
CRM – (acronym) Customer Relationship Management - generally
used to describe a comprehensive software solution that
helps companies manage their relationships with their
prospects
and
customers.
Customer - usually meaning the purchaser, organization, or
consumer after the sale. Prior to the sale they are referred
to as a
prospect.
Customer Retention – The act of keeping your
customers and
not losing them to competitors, usually by performing a
valuable service.
Cycle – The time or
process between first contact with the customer to when the
sale is made. Sales Cycle times and processes vary depending
on the company, type of business (product/service), the
effectiveness of the sales process, the market and the
particular situation applying to the
customer
at the time of
the inquiry. The Sales Cycle is also referred to as the
sales process and the Sale Gestation Period (i.e. from
conception to birth - inquiry to sale). (See sales cycle)
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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