the sales glossary
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(click on a letter to find your sales word)
CRM
acronym...
customer
relationship
management... term generally used to describe a
comprehensive software solution that helps companies manage their relationships with their prospects and customers.
canvas
another word for the activity of prospecting... typically used when referring to prospecting that involves
prospecting that's done in person rather than over the phone.
channel
the means used by companies to make their products and services available to their target market... examples include direct channel (sold by the company's sales force), distributors, retail stores,
manufacturers' reps and value added resellers.
close
part of the
sales process...
as a noun... the point at which the prospect makes a commitment to purchase a particular product or service.
as a verb... the point at which the salesperson asks or encourages the prospect to make a commitment to purchase a particular product or service.
cold call
a sales call where the salesperson doesn't personally know the company and/ or contact s/he is calling on and/ or a sales call where no known need, by the prospect or salesperson, exists.
comfort zone challenge
an activity in which one engages in order to push one’s envelope where one has relatively little experience and/ or comfort.
commission
compensation paid to a salesperson following the successful completion of a sale to a customer... typically a percentage of the gross sales revenue but can be linked to units or
margin as well.
contact manager
a method or system for managing contact information, priorities and checklists... typically used to describe a software solution that partially automates contact management functions.
cross sell
to sell a prospect/ customer a product or service that complements or adds value to another purchase... can also be used to refer to selling an existing customer another product or service (regardless of its connection with another purchase)
are we missing a sales word?
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