sales and marketing

20 sales vocabulary terms

this glossary, can help the student in marketing program for sale all product, with all customer

"B2C"

"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 "Our B2C marketing strategy targets new moms."

fr: B2B

"B2C"

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 "Our B2C marketing strategy targets new moms."

fr: B2C

"Buying Criteria

All the information a consumer needs to make a buying decision. It can be written or unwritten, and often answers questions like, "what is it?; "why should I buy it?"; "what is the price?"; "why do I need it?"

fr: Critères d'achat

"Closed-Won"

When a sales rep closes a deal in which the buyer purchases the product or service.

fr: Fermé-Gagné

"Loss Leader"

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.

fr: « Produit d'appel »

"Mark-Up"

The amount added to the cost price of goods to cover overhead and profit.

fr: "Marge"

ARR

Annual Recurring Revenue. For recurring revenue companies, ARR provides a high-level look at how recurring revenue or subscription business is growing over time. It's a good metric for models that have longer term subscription durations. It's also great for long-term planning.

fr: ARR

Brand

The experience a customer has with a product or service that makes it different from others in the same category. More than just a name, a brand is where features, benefits, and customer perceptions meet. Successful brands have a unique identity, image, and emotional connection with their customers. It’s why we choose a brand over another every day.

fr: marque

Brand Image

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 favor ability, and winning affinity is to grow market share. A solid brand identity and relentless brand management are 2 keys to success.

fr: image de marque

Call to Action (CTA)

What you want your target audience to do after receiving your marketing message. The call to action (CTA) clearly articulates the next step: learn more, contact us, shop now, follow us, sign up. A/B testing offers a great opportunity to experiment with different calls to action and optimize your messages with the CTAs that get the best audience response.

fr: appel a l'action

Closed-Lost

When a sales rep closes a deal in which the buyer does not purchase the product or service.

fr: Fermé-Perdu

Cold Calling

Making unsolicited calls in an attempt to sell products or services. It's also a very inefficient way to find potential customers

fr: démarchage téléphonique

Commission

"The payment a sales rep gets when they successfully sell something; usually a percentage of sales revenue. You want more info on sales compensation"

fr: commission

Discovery Call

The first call a sales rep makes to a prospect, with the goal of asking them questions and qualifying them for the next step.

fr: Appel de découverte

E-commerce Website

A website that allows people to buy and sell physical goods, services, and digital products over the internet rather than at a brick-and-mortar location. Through an e-commerce website, a business can process orders, accept payments, manage shipping and logistics, and provide customer service.

fr: site de e-commerce

Feature

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.

fr: Fonctionnalité

Gatekeeper

"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."

fr: Portière

Profit Margin

"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."

fr: Marge bénéficiaire

Sound Bite

"A series of words or phrases sales reps used to respond to and overcome a customer objection."

fr: Extrait sonore

Value Proposition

"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.

fr: proposition de valeur