A
Account Management: The process and discipline of working with accounts in order to build long-term, mutually beneficial business relationships.
AIDA model of communication: A communication model, which aims to obtain Attention, Interest, Desire and Action.
Accompaniment visit/Accompaniment report - when a manager or supervisor accompanies a sales person while working on the sales territory, usually while meeting prospects or customers. The manager would complete an accompaniment visit report on the performance of the sales person, which would be discussed, and suitable follow-up actions or training agreed.
Active listening - term used to describe 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, in which the type of listening extends far beyond common inattentive listening.
B
B-2-B: A sales organization whose primary effort is selling to and doing business with other businesses.
B-2-C: A sales organization whose primary effort is selling to and doing business with consumers, or with individual users.
Blitz: A slang term in sales, used to denote a concentrated effort or activity to achieve a given objective. The term is usually used to describe a concentrated effort in prospecting.
Blown Away: A slang term used to describe the impact a salesperson might have had on the customer as a result of a very successful presentation.
Bluebird: Sales slang for an opportunity (or actual sale) that presents itself to the salesperson or the selling organization without having made much direct effort in securing it. That sale was a "bluebird."
BOAT Acronym: Background, Objective, Achieve, and Time. Acronym used to remember areas you want to consider in your opening statement with a customer.
Bottlenecks: Something that hinders progress. Salespeople who sell effectively look for bottlenecks or gaps, where problems or slowdowns may exist. By identifying them, areas of opportunity may surface where the selling organization can help improve productivity and overall performance.
Buying signal: A buying signal is a comment from a prospect, which indicates that he is visualizing to whatever extent buying your product or service.
C
Call-blocks: A span of time, normally 2 to 4 hours, spent telemarketing to data-mine, prospect, or perform phone demos and follow-ups.
Cancellation Prevention: Also known as ‘solidifying your sale.’ To prevent a buyer’s remorse and cancellation in the sale (or) to help prevent back-outs from occurring in the sales process.
Cross selling: A practice of selling additional products or services to existing customers or clients who are about to buy.
Call Planning: the arrangement of a sales representative's visits to buyers into an orderly sequence, the setting of objectives, and the formulation of strategies for each call.
Custom Marketing: marketing activity in which a company attempts to satisfy the unique needs of every customer, also called market atomization strategy, see disaggregated market, complete segmentation, and customized marketing mix.
