Marketing & Sales Glossary

20 This glossary speak about of the marketing and sales vocabulary. terms

tarduit : Hello, my name is Léo LEBRUN and I am currently in my third semester of the marketing program. I have created this glossary to support students, educators, and professionals who are either new to this field or who want a quick and reliable reference for key terms. The topic of my glossary is the words of marketing and sales, and it is designed to address the common problem of confusion over specialized vocabulary. In both academic work and real-world practice, people often struggle to understand technical terms, which can make learning, communication, and collaboration more difficult. My glossary helps solve this problem by providing clear, accessible definitions in one place. This glossary contains 20 words from marketing and sales. To create this glossary, I drew inspiration from several sources such as the MERCATOR or other reliable websites. I hope this one can be useful to you.

AD Tracking: noun; Specifications drawn up for the creatives of an agency whose main headings are the promise (or consumer benefit), the supports of the promise (also called proofs, justifications or reason-why) and, sometimes, the tone of the message.
Awareness: noun; Awareness refers to the level of knowledge and recognition of a brand, a product, an organization or a personality by a given audience.
Benefits: 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.
Brand image: noun; How your customers perceive your products, services, and company. This is ultimately something you can’t control. But the goal of raising awareness of your brand, improving recognition, nurturing favorability, and winning affinity is to grow market share. A solid brand identity and relentless brand management are 2 keys to success.
BRIEF creation: noun; Information and instructions given to the creatives of an agency to guide the design of messages. In its written form, the creation brief is also called a copy strategy or creative work plan (PTC).
Closed-Lost: verb; When a sales rep closes a deal in which the buyer does not purchase the product or service.
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.
Copy strategy: noun; Specifications drawn up for the creatives of an agency whose main headings are the promise (or consumer benefit), the supports of the promise (also called proofs, justifications or reason-why) and, sometimes, the tone of the message.
E-business: noun; Managerial use of information technology. By extension, it refers to its fields of application: relations with upstream suppliers, internal production and communication processes, relations with customers and downstream distributors.
Mark-up: verb; The amount added to the cost price of goods to cover overhead and profit.
Objection: noun; A prospect's challenge to or rejection of a product or service's benefits, and a natural part of the sales process. Common objections often have to do with budget, authority, need, and timing (see BANT). How sales reps handle objections plays a big role in determining whether a prospect will buy. Learn how to tackle common B2B sales objections here.
Packaging: noun; All material elements which, without being inseparable from the product itself, are sold with it in order to enable or facilitate its protection, transport, storage, presentation on the shelf, identification and use by consumers.
Pipeline: noun; The step-by-step process sales reps go through to convert a prospect into a customer. The sales pipeline is often divided into stages for each step in the sales process, and the sales rep is responsible for moving opportunities through the stages.
Product segmentation: noun; Division of a market into categories of directly substitutable products.
Prospecting: verb; The process of searching for and finding potential buyers. Sales reps (or "prospectors") seek out qualified prospects and move them through the sales cycle.
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.
Sound bite: noun; A series of words or phrases sales reps use to respond to and overcome a customer objection.
Sponsoring: noun; Communication operation consisting of associating and supporting the organization of an event, financially or through a service provision. Examples: show sponsorship, sports sponsorship.
Target Audience: noun; The people you want to reach with your marketing efforts. These are the consumers who will be most interested in your products or services—and most likely to convert from leads into customers. Target audiences can be based on demographics (age, gender identity, location), psychographics (aspirations, concerns, values), or behavior (likely to buy online). Target audiences are often broad and varied, so audience segmentation can help deliver a more personalized and effective message.
Top of the Funnel: noun; The very first stage of the buying process. Leads at this stage are identifying a problem they have and are looking for more information. At this point, marketers create helpful content that aids leads in identifying this problem and providing next steps toward a solution.