D

Daily sales plan: a record of a salesperson's intended sales calls on a day-by-day basis, listing the prospects or customers to be visited, the objectives of each call, and the anticipated outcomes.

Drop Shipper: a marketing intermediary who receives orders from customers and forwards them to a producer for shipment direct to the customer, the drop shipper takes title to the goods but never actually handles them, also called a desk jobber.

Diversification: a growth strategy in which an organization takes on new products and new markets at the same time.

Direct Marketing: selling to end-users by means other than direct sales contact between salesperson and buyer, the use of catalogues, direct-mail advertisements, etc to sell merchandise and services.

Detailer: a salesperson, especially in the pharmaceutical drug industry, whose primary task is to inform clients about new product.

E     

Exponential smoothing:  A quantitative technique for sales forecasting, using historical data weighted to favor the most recent information.

Expense quota: The amount budgeted for a salesperson for expenses associated with making sales in a territory, used as a cost control measure by sales managers.

Elephant: Slang... used to refer to a prospect who, if brought in as a customer, would have a tremendously positive impact on revenue generated

F      

Flush: Selling amount allocated for sales commissions but remaining unpaid because no salesperson is ‘qualified’ is  (has not generated the reqoired volume of sales) to receive it. This amount is 'flushed back' into the firm’s cash flow.

FABS (Features, Advantages, Benefit Selling): Selling techniques in which the seller ties every features with an advantage or benefit that the customer wants or thinks is desirable.

Frequency Marketing: Promotional program aimed at encouraging repeat sales by rewarding customers on buy frequently or on regular basis.

Formal Approach: an approach to selling in which the salesperson uses a formula such as AIDA - awareness, interest, desire, action - as a guide to taking the buyer from one stage of the buying process to the next, also called the mental state approach.