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!
ABC – (sales acronym) Always Be Closing – Well-known sales
tip reminding
sales professionals to always be
closing the
deal
and trying to get to the next step in the
sales cycle.
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.
Advocate revenue - sales influenced by word-of-mouth
advertising.
Agent – a person who acts on behalf of a company or
individual to sell its products or services. An agent is
typically compensated on a commission only basis. (Also see
Broker).
AIDA – (sales acronym) Attention, Interest, Desire, Action –
Well known sales tip reminding
sales professionals to
"attract the
prospect's attention, gain their interest,
create desire and encourage them to act by moving forward
with the purchase."
Ambush Marketing – the act of marketing a product or service
in conjunction with an event or another brand without paying
for the right. Typically used when an official sponsorship
opportunity is available but a company doesn't wish to pay
the fee for the sponsorship or another company has already
purchased the sponsorship.
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.
ASP – (acronym) Application Service Provider - a software
solution used by the
customer
where the solution itself is
developed, hosted, and managed by an outside company.
Implementation costs are generally lower then hosting it on
your own.
Assumptive Close – (Closing approach) the salesperson
assumes the
prospect is making the purchase and moves
directly to a request for a signed contract and/or payment.
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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