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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!
Inbound Inquiry - An inquiry about your
product or service
that is initiated (usually by phone, email or in person) by
a
prospect or
customer. Not a lead from any prospecting
efforts.
Individual Contributor – Sales person responsible for
individual
quota and territory. Does not have responsibility
for a sales team or sales team
quota.
Influencer - A person in the prospect organization who has
the power to influence and persuade a
decision-maker.
Influencers will generally be
decision-makers for relatively
low value sales. There is usually multiple influencers in
large prospect organizations. It is equally important to
sell to influencers as well as
decision-makers from the same
organization. The role and power of influencers in any
organization varies depending on the culture, politics of
the organization, and particularly management style the main
decision-makers. (See Decision-makers)
Inside Sales – Individuals who sell by phone and normally do
not leave the office.
Intangible - An aspect of the
product or service offering
that has a value but is difficult to see or quantify (for
instance, peace-of-mind, reliability, and consistency).
(Also See Tangible)
Introduction - First stage of the actual
sales call (See
Opening).
ISO – (Sales acronym) Independent Sales Organization –
Field
sales force that the sales team/employees are not employees
of the actual company that provides the products or services
they are selling. A third party does the selling for another
company.
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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