UK Sales and Marketing Terminology plus articles and information on Sales Terminology Acronyms ABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure Air Jordan 3 For Sale , you can quickly establish how much the advertising will cost per 1,000 readers. Aount Managers: These are sales people who have great skills in getting repeat orders and maximising revenue returns from existing aounts. It is very rare that a good "Aount Manager" will be good at winning new clients. Blue Bird: This is an unexpected sales opportunity that has a high chance of turning into profitable business. BRAD: This book lists every UK publication including magazines, newspapers http://www.airjordanretroforsale2015.com/ , vertical publications etc. It also contains key information i.e. "ABC figures", advertising deadlines etc and is one of the most useful tools available if you are looking to place advertising or embark on DIY PR. Comfort Factor Statements: Also known as credibility statements they show that you can deliver exactly what you say you can. They must not be emotive i.e. include words like "the best", "fantastic" jordan retro 4 columbia , "amazing", "superior" or contain anything that cannot be proven i.e. "high level of customer satisfaction", "unparalleled support" Air jordan 4 columbia , unless supported by facts. Commission Plans: This is how a salesperson is paid for their efforts. It is strongly advised that you include a minimum contribution and ensure that if you plotted a graph of gross margin and percentage of target it would create an incremental curve. CRM: "Customer Relationship Management" This is software that organises all your sales contacts, schedules activities and is used in targeted marketing campaigns. This is vital to all sales operations and there are many packages to choose from costing anything from ?0.00 per user upwards i.e. ACT! Goldmine etc. Previously known as TCM. Double Bubble: Sales slang for two people being paid out the full amount of mission on a specific deal incentive or the same person being awarded double the amount of mission. Elevator Pitch: This term es from the theory that if you are in a lift on the 10 th floor of a building you should be able to explain what you do before it gets to the ground floor i.e. about 10 seconds. This is often the opening statement of any form of munication and is predominantly used in lead generation and marketing activities. Farmers: These are sales people who have great skills in getting repeat orders and maximising revenue streams from existing aounts. It is very rare that a good "Farmer" will be good at winning new clients. Gross Margin: The difference between your buy price and your sell price. Hunters: These are sales people who are very good at winning new aounts and getting the first order but tend to lose interest when they know that the new customer will continue to buy, this often makes them very bad farmers. Also known as New Business Sales Exec's. Kick Back: This is when a pany gets an extra soft margin when they buy sufficient numbers value of a product. i.e. if you buy 10 cars we will give you or the pany free servicing. Minimum Contribution: This is the aount value that all sales staff are required to reach jordan 4 green glow , in gross margin terms, before any mission. This is put in place to ensure that mission is not paid before staff have covered their basic salary plus all other costs i.e. NI, travel air jordan 4 green glow , phone, expenses etc. New Business Sales Exec's: These are sales people who are very good at winning new aounts and getting the first order but tend to lose interest when they know that the new customer will continue to buy, this often makes them very bad farmers. Also known as "Hunters". OTE: "On Target Earnings" This is how much the sales person will earn if they hit their sales target. Please note that when the person has achieved 50% of target they should not earn more than 30% of their OTE. By using this method it creates a further incentive for the salesperson to hit the their sales target. Over Ride: This is the term used when a sales person over achieves his target and hence is given a large bonus. Remember the bigger the "over rider" air jordan 6 black infrared , the bigger the incentive and hence this increases the motivation to over achieve the gross margin sales target. PPC: "Pay Per Click" This is a much-targeted method of advertising and enables sponsored links to be placed at the top of search engine results when your particular key words or phrases are encountered. For each sponsored link placed you are charged from as little as 10 pence upwards. Prospect: A pany person that you know will require your services and they are looking to purchase. Particularly if you have been asked to bid for the work RTR: "Ready to Run" This is the term used mainly by advertising agencies or pany's for an advert which is ready to be placed. It is then mon practice to place the advert on the deadline in order to get the lowest possible price. Sales Forecast: The system that sales people and managers use to look at how much business is likely to be won each month, unfortunately these are often misleading due to sales processes that minimise inauracies not being implemented. Sand Bagging: This is a tactic used by sales people who hold back orders so that as many as possible fall in the same month or quarter and hence they over achieve the target to win a large Over Rider. This is not only expensive because extra mission is paid but can also have very negative effects on cash flow. By having a properly implemented Sales Forecast it is very easy to establish if this is ourring. SEO: "Search Engine Optimisation".