This glossary is to help business people to communicate with english speakers.
AIDA
Acronym
An acronym used in Sales that stands for Attention/Awareness, Interest, Desire, Action.
Example: Every time I meet a new client, I use the AIDA method I learnt at school.
en: AIDA (attention, intérêt, désir et action)
B2B
term
Business 2 Business. B2B is a term that describes the transactional relationship between provider and client where the provider is a business and the client is another business.
Example: I like B2B more since it's a lot less complicated.
en: D'entreprise à entreprise
B2C
term
Business 2 Consumer. B2C is a term describes the transactional relationship between provider and client where the provider is a business and the client is an individual consumer.
Example: I like B2C more because I like seeing I look of people during the day.
en: D'entreprise au consommateur
bad leads
noun
Leads that are unlikely to become paying customers -- and a sales rep's worst nightmare, because they are a waste of time.
Example: I regret spending so much time with this client, he tuned out being a bad lead.
en: Pistes froides
benefit
noun
The value of a product or service that a consumer of that product or service experiences.
Example: At first, the client wasn't sure if he wanted to purchase, but I explained him all the benefits of the product.
en: bénéfice
Buyer behavior
noun
The ways a consumer identifies, considers, and chooses products and services.
Example: After working in sales for five years, I can say that I know the buyer behavior very well.
en: Comportement d'achat
Buyer persona
noun
A semi-fictional representation of your ideal customer based on market research and real data about your existing customers.
Example: The buyer persona that we created today reminded me of my brother.
en: persona de l'acheteur
buying process
noun
The process potential buyers go through before deciding whether to make a purchase.
Example: This week at school, we learnt all the steps of the the buying cycle.
en: cycle de vente
Buying Signal
noun
A communication from a prospect indicating they are ready to make a purchase, either verbal or non-verbal.
Example: I was losing faith when finally, my client showed a buying signal.
en: Signal d'achat
commission
noun
The payment a sales rep gets when they successfully sell something; usually a percentage of sales revenue.
Example: I am so glad I chose to be a rep, I never thought that I would earn this much from my commssion.
en: commission
consumer
noun
A person who uses a product or service.
Example: We made a great choice by implanting our business in Montreal, we can reach a lot more vegan product consumers.
en: consommateur
Feature
noun
A function of a product that can solve for a potential buyer's need or pain point; usually a distinguishing characteristic that helps boost appeal
Example: It is important to explain to the client what is this product exactly because they don't know all of its features.
en: caractéristique
Forecasting
verb
Estimating future sales performance for a forecast period based on historical data.
Example: I start the beginning of each week by forecasting the week's sales.
en: faire des prévisions
Lead
noun
A person or company who's shown interest in a product or service in some way, shape, or form.
Example: I think a got us a good lead with this client I just met.
en: piste
Margin
noun
The difference between a product or service's selling price and the cost of production
Example: The margin for this product is 2,50$.
en: Marge
Objection
noun
A prospect's challenge to or rejection of a product or service's benefits, and a natural part of the sales process
Example: I spent one hour with this client, he had a lot of objections before buying the product.
en: objection
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
Example: He is so lucky, he got an opportunity to become our new manager.
en: Opportunité
Prospecting
verb
The process of searching for and finding potential buyers.
Example: I spent the first two months in this company prospecting to find new clients.
en: faire de la 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.
Example: I think I'll reach this week's sales quota, I made big sales.
en: quota
Sound bite
term
A series of words or phrases sales reps use to respond to and overcome a customer objection.
Example: My client had a lot of objections, but I least I had my sound bites ready.