|
You can always search for entries. |
|
Submit Term |
|
| B |
| There are 58 entries in the glossary. |
| Pages: 1 |
| B2B | business to business selling
|
| | |
| B2C | business to consumer selling
|
| | |
| B2G | business to government selling |
| | |
| baby boomers | the generation of post World War II people born between 1946 and 1959, some extend the definition to include those born up to 1965
|
| | |
| baby bouncers | the generation of people who are the children of the baby boomers, also referred to as yuppie puppies, see baby boomers
|
| | |
| bagman | an eighteenth century term of British origin for a salesperson
|
| | |
| bait and switch selling | selling an item at an unrealistically low price as "bait" to lure customer, and then attempting to steer them to a higher-priced item, many jurisdictions outlaw this practice
|
| | |
| balance sheet close | a closing technique in which the salesperson assists an indecisive prospect to list on paper the "arguments for" and "arguments against" a particular product choice, also known as the Benjamin Franklin close
|
| | |
| bar code | an arrangement of lines and spaces in code form used to identify a product by style, size, price, quality, quantity, etc. the code, read by a scanning device, is used in marketing decision-making, including stock control and inventory level adjustment
|
| | |
| barter | an exchange in which one good is traded for another; money is not involved
|
| | |
| base salary | the guaranteed portion of a salesperson's compensation (wage or salary), bonus or variable compensation may be added to base salary models, not all compensation models have a base component |
| | |
| base-point pricing | a pricing method in which customers are charged freight costs from a base point, the base-point may be chosen arbitrarily, but the location of one of the company's manufacturing plants is commonly used
|
| | |
| basic stock | the level of inventory required to meet the desired service standard taking into account the expected rate of depletion and the order lead-time
|
| | |
| bells and whistles | the optional features added on to a basic product to catch the interest of a larger number of buyers, see also plain vanilla
|
| | |
| below-the-line advertising | all advertising by means other than the five major media - the press, television, radio, cinema and outdoors, below-the-line advertising employs a variety of methods - direct mail, sponsorship, merchandising, trade shows, exhibitions, sales literature and catalogues, etc see above-the-line advertising
|
| | |
| benefit | the value of something from the customer's perspective
|
| | |
| benefit statement | what's in it for the customer e.g. "so what this will do for you is ...”
|
| | |
| benjamin franklin close | see balance sheet close
|
| | |
| BEP | break even point
|
| | |
| best practice | the best known procedures or activities that can be used to achieve a desired outcome
|
| | |
| bird dogs | individuals who seek out and generate sales leads and prospects for more experienced salespeople
|
| | |
| birdyback | a system of transportation requiring the transfer of containers from truck to aeroplane, see fishyback and piggyback
|
| | |
| blue bird | slang - a blue bird is an unexpected sale that was not the result of any planned activity by the sales person, "I was lucky, this blue bird landed in my lap"
|
| | |
| blue sky laws | legislation intended to prevent sales to gullible investors
|
| | |
| body language | a nonverbal form of communication in which posture, facial expressions, hand movements, etc, convey a message from sender to receiver
|
| | |
| bomerang method | hurling a buyer's objection back as a reason for buying, if, for example, a buyer objects that s/he cannot afford the item, a salesperson might answer, "Yes, but can you afford not to buy it?"
|
| | |
| bonded premium | point-of-purchase premium attached to a product by a bond of plastic, paper or tape |
| | |
| bonus | a type of incentive compensation, in most cases it is expressed as a percent of base salary or expressed as a flat dollar amount
|
| | |
| bonus plan | a compensation feature providing additional payments to salespeople if certain pre-determined sales achievements are met
|
| | |
| bottom line | a colloquial term meaning "profits"
|
| | |
| bottom-up planning | a participative approach to planning in which there is involvement at all levels, plans are developed at the lower levels of an organisation and funnelled up through consecutive levels until they reach top management
|
| | |
| bottom-up sales forecasting | an approach to sales forecasting which takes market conditions rather than the company's objectives as its basis, sometimes referred to as the "build-up" method
|
| | |
| bounce back | an advertisement sent along with an already ordered self-liquidating premium to sell other premiums on a self-liquidating basis |
| | |
| brainstorming | an idea generating process that encourages open communication and full participation by group members, while withholding any criticism, evaluation takes place after all ideas have been expressed
|
| | |
| brand | a name, sign, symbol or design, or some combination of these, used to identify a product and to differentiate it from competitors' products
|
| | |
| brand concept | the image that the brand sponsor wants a particular brand to have; the desired positioning of the brand in the market and in the minds of consumers
|
| | |
| brand image | the feelings, moods, emotions and connotations evoked by a brand
|
| | |
| break-even | the point at which total revenue is equal to total cost
|
| | |
| break-even analysis | a method of determining the number of units of a product that must be sold at a given price in order to recover the total cost of production
|
| | |
| brinkmanship | a term used in negotiating in which one party bluffs or pushes the other to the very limit on price, terms, conditions, etc and refuses to concede further, the second party must call the bluff at the risk of losing the business
|
| | |
| broad assortment | an assortment strategy in which a reseller decides to carry a wide range of related product lines, see assortment strategies, deep assortment, exclusive assortment, and scrambled assortment
|
| | |
| broker | a person who acts on behalf of a company to sell their products or services usually on a commission basis
|
| | |
| buddy system | an on-the-job sales training method in which an experienced salesperson is responsible for the training of a new salesperson
|
| | |
| budget | estimate of revenue and expenditure over a specific period
|
| | |
| budgeting | the process of planning a business' income and expenditure for various activities - marketing, promotion, advertising, personal selling, etc
|
| | |
| bundling | the practice of offering two or more products or services as a single package at a special price
|
| | |
| business cycles | historical patterns of prevailing economic conditions - prosperity, recession, depression and recovery
|
| | |
| business gift | merchandise given by a business in goodwill, without obligation to its customers, employees, friends and the like, often this business gift is not imprinted with the advertiser's identification, some companies prohibit employees from accepting business gifts |
| | |
| business plan | a blueprint for growing a company, containing a definition of the company's mission, identified opportunities, objectives, strategies and action plans
|
| | |
| buy classes | buying situations categorised according to the prior experience of the buyer with the product and supplier, buy classes can be classified as straight rebuys, modified rebuys and new tasks, see modified rebuy, new task buying, and straight rebuy
|
| | |
| buy-in | agreement to a concept
|
| | |
| buyer | the individual who makes the actual purchase in a buying decision, a recognized title for someone who does this on behalf of a company |
| | |
| buyer readiness stages | the state of willingness in which an individual consumer may be in regard to the purchase of a particular product, the stages are commonly listed as awareness, knowledge, liking, preference, conviction and purchase
|
| | |
| buyer resolution theory | the idea that a buyer decides to purchase only after mentally resolving five specific issues - need, product, source, price, and timing
|
| | |
| buying allowance | a trade sales promotion in which buyers are offered a price reduction for each carton, case, etc purchased during the period of the promotion
|
| | |
| buying cycle | the time taken by an individual or company to complete its decision to buy
|
| | |
| buying signal | verbal or nonverbal signs or indications that tell a salesperson the buyer is ready to buy
|
| | |
| buying warmth | behavioral, non-verbal and other signs that a prospect likes what he sees, very positive from the sales person's perspective, but not an invitation to jump straight to the close
|
| | |
|
|
Glossary V2.0 |
