the sales glossary
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(click on a letter to find your sales word)
WIIFM or WIIFem
sales factor acronym...
what's
in
it
for
me or
what's
in
it
for th
em... used to describe what
should be the focus of any communication with a prospect or customer... a sales manager might say, "make sure you focus on the WIIFM factor" or "make sure you WIIFem".
weight-out
a legal practice used to maintain the price points of consumer goods (typically, packaged foods or beverages)... the size or weight of a package is lowered in order to maintain the company's margin on that particular product without raising the price and potentially affecting sales levels for "price" sensitive consumers.
whale
sales slang... used to refer to a prospect who, if brought in as a customer, would have a tremendously positive impact on revenue
generated. (see also--
elephant)
wholesaler
an organization or individual that sells a product made by someone else... usually refers to one who sells to others for resale (e.g., wholesaler to retailer)
windshield time
the amount of time in the car driving between accounts
are we missing a sales word?
(
let us know and we'll add it)