the sales glossary
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(click on a letter to find your sales word)
SFA
sales acronym...
sales
force
automation... term generally used to describe a software solution that assists an organization in managing the sales process... also see
CRM.
SLA
sales contract acronym...
service
level
agreement... a sales contract's clause that defines a guaranteed level of service and any penalties or adjustments should the level of guaranteed service not be met by the providing organization... generally used to make the customer more confident about the purchase.
SME
Small to Mid-Sized Enterprise
sales
the top line of the income statement and the driving force of all organizations, ideas and progress... also used to describe the greatest profession in history and greatest skill one can ever have... (did you expect something less?)
screener
an individual within an organization who is responsible for evaluating the potential value of a salesperson's product or service to a particular decision maker and taking action accordingly (i.e., passing them along to the appropriate person, asking them to send something in the mail, etc.)... also called a gatekeeper.
smoke screen (objection)
an objection given by a prospect or customer that's not the primary objection to moving forward... it's usually given to divert the salesperson from addressing the primary objection of the prospect or customer and/ or simply because the prospect or customer feels they must object at least once or twice to strengthen their position in a negotiation or sales process... (primary objections can include a lack of perceived value in a product or service offering, a perception of an inferiority to a competitive offering, a lack of perceived urgency in purchasing the offering, an unknown internal political issue between departments, an unknown corporate initiative with an external party, a lack of funds to purchase the offering, an unknown personal issue with the decision maker(s) and an "it's safer to do nothing" perception by the prospect or customer)...
suspect
an individual or organization with the potential of need for a particular product or service... sometimes confused with a
prospect
are we missing a sales word?
(
let us know and we'll add it)