Glossary
A
Account analysis estimating the sales potential for each customer and prospect in the territory.
Account attractiveness the degree to which a customer is desirable to the company, such as generating new business.
Account call rates a calculation of the number of times a particular account is called on in a given time (week, month, or year).
Account priorities goals and objectives for individual customers.
Active listening carefully monitoring the dialogue with the customer, watching for buying signals (verbal and nonverbal).
Activity priorities goals and objectives for specific sales related activities (i.e., number of new accounts).
Adaptive selling the altering of sales behaviors during a customer interaction or from one situation ...
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