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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!
Package – refers to the whole
product or service offering at
a given price, upon given terms.
Partnership selling – an approach to selling, where the
seller truly collaborates with the
buyer
and buying
organization to help the
buyer
come up with the best
solution (Also see collaboration selling).
PEPEP Method - (Professional Education
Personnel Evaluation Program) The Pepep
Method usually refers to an assessment of your professional
career. It helps you evaluate your professional goals and
objectives, and sets up action items and proposed actions,
as well as a way to assess your education and/or skills
learned.
Perceived - How something is seen or regarded by someone,
usually by the
prospect or
customer, irrespective of what is
believed or presented by the seller.
Percentage Margin - The difference between cost and selling
price, divided by the selling price plus tax (i.e. a product
costs $1 and is sold for $2 plus tax produces a 50% margin).
(Also see gross margin)
Pipeline –
Prospects in the sales process usually at
different phases of the
sales cycle
that will eventually
turn into a
closed
sale. Length of the pipeline is the
sales
cycle time, which varies depending on business type, product
price, market situation, and the effectiveness of the sales
process. (Also see sales pipeline)
Preparation - Work done by the sales person to research the
company, solutions, possible objections, sales tactics and
plan the sales approach or
sales call for a particular
prospect
or
customer.
Presentation – When
a sales person explains the
product
or
service to the prospect (individual or a group), including
the product's features,
advantages and benefits, relevant to
the
prospect. Presentations are mainly verbal, but can
include use of visuals, slide shows, brochures, charts, and
graphs. (Also see
Demo or
Demonstration)
Product - Physical item being sold or the service you are
selling.
Product offer - How the
product
or service is positioned and
presented to the
prospect or market, normally includes
features,
advantages, and benefits for potential
prospects.
Professional selling skills (PSS) - Paces a huge reliance on
presentation, overcoming
objections
and knowing different
closes. PSS is mainly a one sided process, most successful
selling now includes a more consultative approach.
Proposal - A written offer with specifications, prices,
outlining terms and conditions, warranty arrangements and
processes from a sales person or a selling organization to a
prospect.
(Also see Sales Proposal)
Proposition – refers to sales offer or proposal. The details
involved in the sale.
Prospects - (n.) An
individual, organization, or potential buyer with a need for
a particular
product
or service. Referred to as a prospect
before they enter the
sales cycle. (v.) to
proactively seek out potential buyers of a product or
service and approach them through personal contact (over the
phone, in person, email or fax) with the intent to sell
should a need exist.
PSS – (Professional Selling Skills) Places a huge reliance
on
presentation,
overcoming
objections
and knowing different
closes. PSS is mainly a one sided process, most successful
selling now includes a more consultative approach.
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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