My name is Hugo Perez and I am an international student in Canada. I am studying in the BUT Techniques de Commercialisation program in France. This glossary is for students who want to understand key vocabulary in sales and marketing, which can sometimes be difficult in academic and professional contexts.
To create it, I selected words from the list given by my teacher and wrote clear definitions. I hope readers will use this glossary as a simple tool to learn and apply these terms in their studies.
B2C
Acronim
businesses sell products or services directly to individuals.
Bad leads
Noun
Potential customers who are unlikely to buy a product or service, often because they do not fit the target audience or have little interest.
Benefit
Noun / verb
Something that is an advantage, profit, or positive result; as a verb, to receive or give an advantage.
Buyer behavior
Noun
The actions and decision-making processes of consumers when they search for, purchase, use, and evaluate products or services
Buyer persona
Noun
A detailed, semi-fictional profile of an ideal customer, based on market research and real data, used to guide marketing and sales strategies.
Churn rate
Noun
The percentage of customers who stop using a company’s product or service during a given period of time.
Closing ratio
Noun
The percentage of sales opportunities that are successfully converted into actual sales.
cold calling
Noun
The practice of contacting potential customers by phone or in person without any prior relationship, usually to sell a product or service.
commission
Noun
A payment given to a salesperson or agent, usually a percentage of the value of the sale they make.
Cross-Selling
Noun
A sales technique where a company encourages customers to buy additional, related, or complementary products.
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