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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!
Major account - Large, complex, or big revenue-driving
prospect or
customer. Major accounts often have several
branches or sites, and require contacts and relationships
between various functions and departments in the customer
organization. Major accounts often receive discounts and
different terms than other
customers
because they have the
purchasing power leveraged by bigger volumes.
Manufacturers’ rep - Independent sales representative that
are not employed by the companies which provide the
products
and services they sell. Manufacturers' reps typically
represent multiple manufacturers in complementary industries
and sometimes represent competing lines within the same
industry.
Margin - Difference between the selling price of a
product
or service and the cost of producing, delivering or
acquiring the
product or service.
Marketing - Set of activities that assist in driving
sales of a
product or service (Also see
ambush marketing and
viral
marketing). Marketing can include company culture,
promotion,
advertising, positioning, new
business/product development, and PR (public/press
relations). Marketing may also include the process by which
a company decides what it will sell, to whom, when and how.
Market Sector - Part of the market that can be described,
categorized and then targeted according to its own criteria
and characteristics.
Market Segment - A sub-sector or market niche. A grouping
more narrowly defined and smaller than a sector; a segment
can be a horizontal sub-sector across one or more vertical
sectors.
Mark-up – The money that a selling company adds to the cost
of a
product or service in order to produce a required level
of profit. Percentage mark-up refers to the difference
between cost and selling price as a factor of the cost, not
of the selling price. (i.e. a product costing $1 to produce
and selling for $2 has been given a mark-up of 100% (at a
margin of 50%).
Money Hours - Hours in a sales professional's day when they
can talk with prospects or
customers. The most valuable
hours of a salesperson's day.
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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