A P P E N D I X D
Sales Terms You Should Know
Sales lingo is a "competency thermometer" for how well you understand what selling is. Some of the most commonly used sales terms are found on the following pages.
Account Management. A tactical and strategic planning process that assists a salesperson in meeting specific selling objectives before, during, and after a solution is sold. It is specific to one account (meaning it is already a customer). The outcome of the account management process is a "balanced portfolio" of accounts with a strategy and corresponding tactics for increasing revenue from each relationship.
Benefit. A benefit is a solution attribute expressed in terms of what the buyer receives from the solution rather than ...
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