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Flashcards in Sales Terms Deck (61)
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1
Define the following sales term:

Account

A customer, usually a business-to-business organization; a major account is a large organization; a national account is a customer with branches or sites that constitute a nationwide coverage.

2
Define the following sales term:

Active Listening

A high level of listening capability and method in which the sales person actively seeks to understand how the speaker feels, and what their issues are. Goes beyond common inattentive listening and is related to the concept of empathy, trying to understand before attempting to be understood.

3
Define the following sales term:

Added Value

The elements of a service or product that a sales person or selling organiation provides. A customer is prepared to pay because of the benefits obtained. Added value can be real/perceived, tangible/intangible.

4
Define the following sales term:

Advantage

The aspect of a product or service that makes it better than another, or that of a competitor.

5
Define the following sales term:

Appointment

A personal sales visit to a prospect, usually arranged by phone.

6
Define the following sales term:

Benefit

The gain (usually a tangible cost, but can be intangible) that accrues to the customer from the product or service.

7
Define the following sales term:

Buyer

A professional purchasing person in a business; can also mean a private consumer. Major purchases are noramlly prescribed to the buyer from their company.

8
Define the following sales term:

Buying Signal

A comment from a prospect which indicates that he is visualising to whatever extent buying your product or service.

9
Define the following sales term:

Buying Warmth

Behavioural, non-verbal and other signs that a prospect likes what he sees. Very positive from the sales person's perspective.

10
Define the following sales term:

Call/Calling

A personal face-to-face visit or telephone call by a sales person to a prospect or customer. A Cold Call is a first contact call without introduction.

11
Define the following sales term:

Call Center

A department for outgoing and/or incoming telephone calls to/from customers. Most modern call centers are effectively customer services centers containing staff dedicated to telesales and customer services activities.

12
Define the following sales term:

Cavass/Canvassing

Cold-calling personally at the prospect's office or more commonly now by telephone. Executed in an attempt to arrange an appointment, present a product, or to gather information.

13
Define the following sales term:

Close/Closing

When the sales person encourages the prospect to say yes and sign the order.

14
Define the following sales term:

Concession

Used in the contect of negotiating, when it refers to an aspect of the sale which has a real or perceived value, that is given away or conceded by seller (usually) or buyer.

15
Define the following sales term:

Consumer

A private or personal customer or user, as distinct from a business, organizational, or trade customer.

16
Define the following sales term:

Customer

The purchaser, organization, or consumer after the sale. Referred to as a prospect before the sale.

17
Define the following sales term:

Customer Relationship Management (CRM)

The process of managing the entire selling process within a department or organization. Computerized CRM systems enable management of prospect and customer details, contacts, sales history and account development.

18
Define the following sales term:

Decision-maker

A person in the prospect organization who has the power and budgetary authority to agree to a sales proposal.

19
Define the following sales term:

Deliverable

An aspect of a proposal that the provider commits to do or supply, usually and preferably clearly measurable.

20
Define the following sales term:

Demonstration

The physical presentation by the sales person to the prospect of how a product works.

21
Define the following sales term:

Demographics

The study of, or informationa about, people's lifestyles, habits, population movements, spending, age, social grade, employment, etc, in terms of the consuming and buying public.

22
Define the following sales term:

Distribution

The methods or routes by which products and services are taken to market. Establishing best sales distribution methods - routhes to make - are crucial aspects of running any sales organization.

23
Define the following sales term:

Empathy

Understanding how another person feels and typically reflecting this back to the person. The ability to feel and show empathy is central to modern selling methods.

24
Define the following sales term:

FABs

Features Advantages Benefits - the links between a product description, its advantage over others, and the gain derived by the customer from using it.

25
Define the following sales term:

Feature

An aspect of a product or service.

26
Define the following sales term:

Field

Means anywhere out of the sales office. Field sales people or managers are those who travel around meeting people personally in the course of managing a sales terrioty.

27
Define the following sales term:

Sales Forecast

A prediction of what sales will be achieved over a given period, anything from a week to a year.

28
Define the following sales term:

Gestation Period

The time from enquiry to sale. Awareness and monitoring of Sale Gestationis crucial in sales planning, forecasting and management.

29
Define the following sales term:

Influencer

A person in the prospect organization who has the power to influence and persuade a decision-maker. Influences will also generally be decision-makers for relatively low value sales.

30
Define the following sales term:

Intangible

An aspect of the product or service offering that has a value but is difficult see or quantify (for instance, peace-of-mind, reliabiltiy, consistency).