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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!
Tangible – An aspect of the
product or service offering that
can readily be seen and measured in terms of cost and value
(i.e. a physical feature of the product; spare parts,
delivery, installation, regular service visits, warranty
agreement, etc…). (See Intangible)
Target/Sales target - in a sales context this is the issued
(or ideally agreed) level of sales performance for a sales
person or team or department over a given period. Bonus
payments, sales
commissions, pay reviews, job grading, life
and death, etc., can all be dependent on sales staff meeting
sales targets, so all in all sales targets are quite
sensitive things. Targets are established at the beginning
of the trading year, and then reinforced with a system of
regular
forecasting and reviews.
Telemarketing - any pre-sales activity conducted by
telephone, usually by specially trained telemarketing
personnel - for instance, research, appointment-making,
product promotion.
Telesales - Selling by telephone contact alone, normally a
sales function (i.e., utilizing specially
trained telesales personnel) used typically where low order
values prevent the use of expensive field-based sales
people, and a recognizable
product or service allows the
process to succeed.
Tender – A structured, formal
proposal in response to the
issue of an invitation to tender for the supply of a
product
or service to a large organization or government department.
Tenders require certain qualifying criteria to be met first
by the tendering organization, which in itself can
constitute several weeks or months work by many members.
Tenders must adhere to strict submission deadlines, contract
terms, specifications and even the presentation of the
tender itself, and usually only suppliers experienced in
winning and fulfilling this type of highly controlled supply
ever win the business. It is not unknown for very successful
tendering companies to actually help the customer formulate
the tender specification, which explains why it's so
difficult to pry the business away from them.
Territory - the geographical area of responsibility of a
sales person or a team or a sales organization.
Territory planning - the process of planning optimum and
most cost-effective coverage (particularly for making
appointments or personal calling) of a
sales territory by
the available sales resources, given prospect numbers,
density, and buying patterns.
Trial close - an attempt to close the sale early to
help surface objections and gauge the clients temperature
early.
A trial close is usually an opinion asking question
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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