Glossary of Sales Terms


Client (existing, new and new/new) - a business relationship where 1 company buys services from 1 or more other companies, known as suppliers or partners.


Client is another name for customer.

Customer is normally a business to consumer expression whereas client normally refers to a business to business relationship.


Suspect / Prospect. See this:

Bid, Tender, Proposal

RFI / RFQ / RFP


Qualify

Lead (Qualified / unqualified)

Close-Ratio

Go to Market Strategy

Forecast

Risk Weighting/ Probability

Win-Strategy

Strategic Account Plan

Account Plan

Pursuit Strategy

Negotiate

Close – trial, test, bull-dozer

Innoculate

Objection

Pursuit

Enveloping

Silence

Mirroring

Traction


Touch Points


Sales leader - Someone who is in a leadership position in sales. Can be either an individual contributor or a senior manager in sales.


Individual Contributor - A person who contributes to an overall team target but has no direct reports themselves.

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