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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!
Objection - A
set items a
prospect or
customer
may be concerned about on a feature, benefit,
product
or service. An objective can be help the
sales professionals to know about any potential problems the
prospect or
customer
may have with completing the sales. (Also see
smoke screen objections)
OEM – (acronym) Original Equipment
Manufacturer - A
manufacturer who creates a
product/s,
that will be branded, labeled, and sold under another
company's name.
Open/Opening - First stage of a
sales call (Also see
Introduction)
Opening Benefit Statement (OBS) - traditionally an initial
impact statement for sales people to use at first contact
with
prospect, in writing, on the phone or face-to-face. OBS
generally encapsulates the likely strongest organizational
benefit typically derived by
customers in the
prospect's
sector.
Open-ended question – A question that requires
more information and explanation. These questions can not be answered
with a one word answer but must be explained usually
answering the typical who, what,
where, how, and why questions.
Open plan selling - a form of selling, heavily dependent on
the sales person understanding and interpreting the
prospect's organizational and personal needs, issues,
processes, constraints and strategic aims, which generally
extends the selling discussion far beyond the obvious
product application.
Outline proposal – The steps and items to be listed in a
proposal, containing less details then the actual proposal.
An outline proposal is an interim step, to avoid wasting
time writing a full
proposal for a
customer who is not fully
sold.
Outside sales - refers to people or managers who travel to
meet
prospects, usually in a specific
sales territory (i.e.
location, industry, marketplace, etc…) Outside sales is
usually work outside the office, as opposed to being in the
office everyday. (Also see Field Sales)
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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