Glossary
The following terms are generally used in sales and could help you understand the sales industry further. Please note, these terms will vary from country to country. Sales and marketing teams are both responsible for the growth and revenue side of the business and yet sometimes talk a different language.
- ABC: Always be closing.
- AIDA: Attention, interest, desire, action.
- Benefit: The value of a product or service that a consumer of that product or service experiences. Benefits are distinct from features, and sales reps should sell based on benefits that are supported by features.
- BANT: Budget, authority, need, timeline.
B = Budget: Determines whether your prospect has a budget for what you’re selling.
A = Authority: Determines whether ...
Get Innovative Selling now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
