The projected sales that are the result of the study of historical sales data, market trend analysis ans estimates of sales persons. Known as a sales budget, it is the […]

The growth from year to year of the volume of a product that has been sold.

The growth rate of sales of a product that is expressed as a percentage increase over the course of a year.

The history of the sale of a product expressed in months or years

The first entry for invoices of products or services sold. Entries from here are sent to the customer for payment and totals are then posted to a ledger as a […]

A folder that contains all of the product information about a product, service or company in order to promote sales. It may contain an informative video or dvd, brochures, models […]

Anything that will identify a prospective customer for a sale. It can be obtained through advertising, referral or an enquiry about a product or service.

A sales journal to which credits and debits from sales are entered.

Any form of literature such as brochures, booklets, charts, catalogues, manuals, MSD sheets, press clippings, price lists, techniacl data sheets, test results and satisfied customer responses.

The efforts put forth by a company to ensure it reaches its sales objectives.

The proportion of all sales that each product will generate that will lead to overall gross profit .

The way a company will maintain its profit margin from a combination of sales of all products.

A figure that is computed when the annual revenue of sales is multiplied by an industry multiplier that arrives at the current market value of a business.

Part of the marketing plan that will identify margins for profit, advertising, distribution , target sales and target demographics . Plans are discussed in meetings to ensure that everyone understands […]

A document that is generated by the seller to authorise the sale of products or services on receipt of the customers order. It implies that there will be no further […]

See market orientation and product orientation also. The approach or philosophy that will focus on sales promotion of all of the company’s products through sales calls and marketing objectives.

The term for then “canned” presentation used to promote and hopefully sell a product. There is no thought to the needs of the prospective buyer.

Also product platform . The selling proposition that decides the whole sales campaign for a product or group of products. The sales campaign is built on the sales platform .

A pre-arranged and usually formal meeting held at a customers place or a hotel where aproduct is presented to prospective customers who have come to see the sales pitch . […]

The steps that are aimed at initiating, supporting and evaluating the prospective customers. It involves, sales presentation , sales conclusion and uses a number of techniques to close the sale.

The stimulation given to sales through discounts, demonstartions, contests, exhibitions and trade shows, giveaways, special offers and merchandising .

Expressed in dollar or volume terms for each product. It is the minimum number that is expected to be sold over a set time period in a set area.

Generated by the purchase of a product or service. It will show the date and amount paid for each product, the store loacation and other information regarding returns and refunds.

An agent or sales person who is the authorised representative of a company that is able to sell products. Compensated by a wage or salary and often a commission.

The objective or subjective opposition of a customer to purchase a product. A skilled salesperson can counter this resistance with more positive reasons to buy.