relationship selling (consultative selling)
A sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.
sales presentation
A formal meeting in which the salesperson presents a sales proposal to a prospective buyer.
sales process (sales cycle)
The set of steps a salesperson goes through in a particular organization to sell a particular product or service
sales proposal
A formal written document or professional presentation that outlines how the salesperson's product or service will meet or exceed the prospect's needs.
sampling
A promotional program that allows the consumer the opportunity to try a product or service for free.
straight commission
A method of compensation in which the salesperson is paid some percentage when a sale is made.
straight salary
A method of compensation in which the salesperson receives a salary regardless of sales productivity.
trade allowance
A price reduction offered by manufacturers to intermediaries, such as wholesalers and retailers.
trade sales promotion
sales promotion activities targeting a channel member, such as a wholesaler or retailer.