I write this glossary to help me for my class and for my job. It's important for business people to have the vocabulary that is adapted.
B2B business to business
Business expression
Business 2 Business. B2B is a term that describes the transactional relationship between a provider and client where the provider is a business and the client is another business. e.g. "Our B2B marketing strategy targets organizations in the manufacturing niche."
Example: Bankruptcy mailing lists may be used for business to business or business to consumer marketing.
en: entreprise à entreprise
B2C business to consumer
Business expression
Business 2 Consumer. B2C is a term describes the transactional relationship between a provider and client where the provider is a business and the client is an individual consumer. e.g. "Our B2C marketing strategy targets new moms."
Example: MDB provides services for B2B and B2C clients both domestically and internationally.
en: De l'entreprise au consommateur
Benefit
noun
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.
Example: I bought a car 25 000$ and after I sold it 30 000$. At the end, I made 5 000$ of benefit.
en: Avantage, bénéfice
Buyer behavior
Business expression
The ways a consumer identifies, considers, and chooses products and services. Buyer behavior is often influenced by the consumer's needs, desires, aspirations, inhibitions, role, social and cultural environment.
Example: When the salesman make a price for his client, the buyer behavior changes and become a lot more positive.
en: Comportement de l'acheteur
Buyer Persona
Business expression
A semi-fictional representation of your ideal customer based on market research and real data about your existing customers. While it helps inbound marketers like you define their target audience, it can also help sales reps qualify leads. Learn more about developing buyer personas here.
Example: The product that I'm selling are diapers. The client persona would be a mother that gave birth not a long time ago. The persona would hqve all the caracteristics of the mother that is buying our product for her baby.
en: Persona de l'acheteur
Buying Signal
Noun and verb
A communication from a prospect indicating they are ready to make a purchase, either verbal or non-verbal. An example would be them asking the sales rep, "When can it be delivered?"
Example: When Sarah saw her favorite dress in sale in the store, she immediately got the buying signal.
en: Signal d'achat
Churn Rate
Noun
A metric that measures how many customers you retain and at what value. To calculate churn rate, take the number of customers you lost during a certain time frame, and divide that by the total number of customers you had at the very beginning of that time frame. (Don't include any new sales from that time frame.)
Example: Its churn rate is 17% against an industry average of 25%.
en: Taux de désabonnement
Closed opportunities
business expression
An umbrella term that includes both closed-won and closed-lost opportunities, although some people use it to mean only closed-won opportunities.
Example: It will only close off opportunity and undermine our ability to compete as a smart and skilful nation.
en: Opportunités fermées
Closed-Lost
Business expression
When a sales rep closes a deal in which the buyer does not purchase the product or service.
Example: I didn't closed the deal because the price was to high for the client.
en: Fermé-Perdu
Closed-Won
Business expression
When a sales rep closes a deal in which the buyer purchases the product or service.
Example: To them, a close win and a blowout are more similar than a close win and a close loss.
en: Fermé-gagné
Cold Calling
business expression
Making unsolicited calls in an attempt to sell products or services. It's also a very inefficient way to find potential customers
Example: He was handed a list of numbers to cold-call.
en: Démarchage téléphonique
Commission
noun
The payment a sales rep gets when they successfully sell something; usually a percentage of sales' revenue. If you want more info on sales' compensation, check out this article.
Example: The salespeople in that store all work on commission.
en: Commission
Consumer
noun
A person who uses a product or service. They may not be the actual buyer of that product; for example, if I buy my brother a pair of basketball shoes, then my brother is the consumer of those shoes, not me.
Example: There was a rising worldwide consumption of consumer goods.
en: Consommateur
Conversion Rate
Business expression and noun
The percentage of people who completed a desired action on a single web page, such as filling out a form. Pages with high conversion rates are performing well, while pages with low conversion rates are performing poorly.
Example: Taking friction out of the system can be hard and requires more work than building a high-friction system, but the reward is a better conversion rate .
en: Taux de conversion
Decision-Maker
Noun
The person who, or role that, makes the final decision of a sale. They are often "guarded" by a gatekeeper.
Example: Mary is the decision-maker in the house.
en: Décideur
Discovery Call
Business expression
The first call a sales rep makes to a prospect, with the goal of asking them questions and qualifying them for the next step
Example: They need to spend some time re-establishing or building stronger rapport during the first 25% of the discovery call.
en: Appel Découverte
Forecasting
noun
Estimating future sales performance for a forecast period based on historical data. Forecasted performance can vary widely from actual sales' results, but helps sales reps plan their upcoming days, weeks, and months, and helps high-level employees set standards for expenses, profit, and growth. Learn more about sales forecasting here.
Example: I forcasted the sales for the next year and it will really good.
en: Prévision
Gatekeeper
noun
A person who, or role that, enables or prevents information from getting to another person(s) in a company. For example, a receptionist or personal assistant.
Example: Having a nice gatekeeper can be cool for the first impression of the client.
en: Portier
Loss Leader
Noun
Used in retail to refer to a product sold at a low price (either at break-even or at a loss) for the purpose of attracting customers into the store. The goal is for customers who go into the store to buy other items that are priced to make a profit.
Example: To make up for their " loss-leader " they'll try various ruses particularly getting you to buy their insurance policies.
en: produit d'appel
Margin
noun
The difference between a product or service's selling price and the cost of production.
Example: The profit margin had been artificially inflated.
en: Marge
Mark-Up
noun
The amount added to the cost price of goods to cover overhead and profit
Example: The usual mark-up on clothes is about 20 percent.
en: majoration
Net Promoter Score (NPS)
Business expression
A customer satisfaction metric that measures, on a scale of 0-10, the degree to which people would recommend your company to others. The NPS is derived from a simple survey designed to help you determine how loyal your customers are to your business. To calculate NPS, subtract the percentage of customers who would not recommend you (detractors, or 0-6) from the percent of customers who would (promoters, or 9-10).
Example: On a scale from 0 to 10, how likely are you to recommend this product/company to a friend or colleague?”
en: Taux de recommandation (NPS)
Opportunity
noun
Though every company has different processes for defining what criteria make someone an opportunity, it's basically when a qualified lead is being worked by Sales. See Qualified Lead for more information.
Example: It was the perfect opportunity to test her theory.
en: Opportunité
Performance Plan
Business expression
Also, "Performance Improvement Plan" or "PIP." A sales rep is put on a performance plan if s/he doesn't make a certain percentage of quota over a certain period of time. Performance plans vary from company to company, but it usually starts with a written warning and further disciplinary action, including termination if necessary. The purpose of performance plans is to set clear and specific performance goals, provide a means for feedback, and develop sales skills.
Example: We believe that the performance improvement plan we initiated in October is the right direction for our business.
en: Programme de performances
Profit margin
noun
A ratio of profitability that measures how much money a company actually keeps in earnings. It's calculated either as a) net income divided by revenues, or b) net profits divided by sales.
Example: The profit margin had been artificially inflated.
en: Marge bénéficiaire
Prospecting
noun
The process of searching for and finding potential buyers. Sales reps (or "prospectors") seek out qualified prospects and move them through the sales cycle
Example: They are using a new prospecting method to quest for oil.
en: Prospection
Quota
noun
A sales goal; a set amount of selling a sales rep is expect to meet over a given time frame, usually a month and/or quarter. It's very, very common for sales' reps to have quotas, also the form they take can vary from company to company and from role to role.
Example: A restricted import quota was set for meat products.
en: Quota
Social Selling
Business expression
When sales reps use social media to interact directly with their prospects. They provide value by answering prospects' questions and offering thoughtful content until the prospect is ready to buy
Example: We sold our car on market place.
en: Vente sociale
Sound bite
noun
A series of words or phrases sales reps use to respond to and overcome a customer objection.
Example: To sell our airpods, we are putting sound bite for the clients to listen.
en: Extrait sonore
Value proposition
noun
"Value prop" for short. A benefit of a product or company intended to make it more attractive to potential buyers and differentiates it from competitors.
Example: For a same product in different shop, we are selling it 20% less than the competitors.