Glossary of Sales Terminology: A Beginner’s Guide

Have you ever heard sales professionals have a conversation and had no idea what certain sales terminology meant? This glossary of sales terminology will help you understand conversations within the sales industry.

In addition, if you want to pursue a career in sales, knowledge of sales terms will make it easier for you to break into the sales industry. Learn more about the sales terminology cheat sheet in this article.

What is sales?

Sales refers to any activity or business process aimed at selling products or services. Companies have sales organizations that are divided into different groups or teams. These sales teams specialize in specific products or services, target groups and geographic areas.

The salespeople in these teams approach potential customers to offer them a solution that leads to the purchase of their product or service. While most marketing departments are concerned with meeting daily, weekly, monthly, and annual sales targets, the primary goal of sales is to provide a positive user experience and ensure customer success.

Who Uses Sales Terminology?

Sales professionals such as customer salespeople, sales directors, managers, real estate agents, and insurance agents use sales terminology. These terms are often used in discussions or meetings for salespeople.

Terms of Sale List: Things Every Sales Professional Should Know

  1. ABC (always close)
  2. Account-Based Marketing
  3. Buying process
  4. Business proposal
  5. Churn rate
  6. Click Rate
  7. conversion rate
  8. Customer acquisition costs
  10. Emotional sales
  11. Incoming sales
  12. Lead
  13. Marketing Department
  14. Outbound Marketing
  15. Potential customer
  16. Purchase decision
  17. Sales funnel
  18. Sales trajectory
  19. Sales Representative
  20. Sales strategy

Glossary of sales terminology: 5 terms and conditions of sale

When discussing sales issues with colleagues or in sales meetings, salespeople use specific terms to refer to different things. Below are some sales jargon that you will often hear.

Buying process

The buying process refers to the stages that the buyer persona goes through when looking for a solution and buying a product. It is an important aspect of buyer behaviour. This process is usually divided into three steps, namely awareness, consideration and decision.

The first step, awareness, is when the customer recognizes their problem and tries to understand it. The second step, consideration, is when the client researches the problem and considers the different options. Finally, the third step, the decision, is when the ideal customer settles for a solution.

Why sales professionals need to know about the buying process

Sales professionals are responsible for creating a sales strategy, and without an understanding of the buying process, they can develop an ineffective plan. To outline the right sales methodology, they must first understand where the potential customer stands, then they can determine a strategy such as emotional selling or social selling.

Potential customer

A potential customer is someone who is willing to buy a company’s product or service. They are capable buyers, so you need to devise a strategy to convert them into customers.

Why Sales Professionals Need to Know Potential Customers

Potential customers, also known as the target audience, are an important group for your company. As a sales professional, you need to identify this group and their buyer behavior as it is critical to increasing or decreasing your company’s revenue. You should also come up with a marketing strategy tailored to the needs and preferences of the potential buyer to convince them to buy from your company.


A lead is a person or organization that shows an interest in a product or service. It can be as simple as subscribing to your email, taking a survey, or releasing contact information in exchange for a coupon. Leads can also be generated through cold calling.

Why Sales Professionals Need to Know About Lead

It is critical to plan exercises to generate enthusiasm for a project or service to increase average revenue. A sales professional must research the ideal customers to sell to in his industry and make the right marketing efforts for lead generation. They can increase their future sales by generating leads.

Sales strategy

A sales strategy is a plan to achieve sales goals. It regulates the sales activities of a company, whether it is new or established. Since selling is essential to a company’s success, sales strategy positions a company to achieve it.

Why Sales Professionals Need to Know About Sales Strategy

An effective sales strategy helps a company acquire, retain and increase customers. A sales professional must understand the components of a sales strategy and how to develop them. This will help sales teams deal with the various challenges people face when trying to sell.

Sales team

A sales team is the department responsible for achieving sales targets. A sales manager assembles and leads a sales team, including sales specialists, customer service representatives, and sales associates. They work to achieve daily, weekly, monthly and yearly goals.

Why Sales Professionals Need to Know About the Sales Team

A sales force focuses on acquiring customers, generating sales and retaining customers. Every member of a sales team plays a role in ensuring the overall growth of a company. Therefore, they must work together to develop an effective plan that their department can execute.

Sales Terminology Cheatsheet: 5 Advanced Sales Terms

By familiarizing yourself with the glossary of sales terminology, you can pursue and build a successful career in sales.

When dealing with sellers, you may encounter difficult or rare terms. This helps in effective communication between sales colleagues. Read below to learn about five advanced terms of sale and their meaning.

ABC (always close)

Always be close is a sales strategy based on the concept that every step a sales rep takes should aim to close a sale. As a result, any task they complete is considered meaningless if the seller doesn’t close active deals.

Why Sales Professionals Need to Know About ABC

Since ABC is a sales strategy, the sales professional needs to understand how it works to determine if it is appropriate for a particular situation. When using the inbound methodology, the preferred ABCs are Always Be Helping and Always Be Connecting.

conversion rate

Conversion rate is the percentage of people who completed a desired action, such as filling out a web form. This is a handy form of sales statistics that shows what percentage of customers are planning to engage in the sales process. For example, high conversion rates indicate that a page is performing well, while low conversion rates indicate that a page is performing poorly.

Why Sales Professionals Need to Know About Conversion Rate

Sales professionals in a marketing team are involved in developing and executing marketing campaigns. They analyze conversion rates to assess the effectiveness of their strategies. For example, when they use call-to-action buttons on websites, they can determine if they are making good progress by analyzing the conversion rate.

Incoming sales

Inbound sales refers to a technique in which a company attracts leads or interested prospects to determine whether they are a good fit for their product or service. Simply put, inbound sales focuses on the needs of the customer and the salesperson acts as an advisor to convert the lead into a buyer.

Why sales professionals need to be aware of inbound sales

Since inbound sales is a technique that helps increase sales revenue, sales professionals need to understand how it works to help the sales team implement it. In addition, understanding inbound sales will help them use business intelligence to analyze data if their approach fails to deliver substantial results.

Sales funnel

A sales funnel is a visual representation of the sales cycle that a sales rep goes through a lead before making a purchase decision. Usually, a sales funnel is divided into three stages, which are the top of the funnel, the center of the funnel, and the bottom of the funnel.

Why sales professionals need to know about sales funnel

Understanding the sales funnel helps the sales professional develop a sales approach that meets the needs of the potential customer. For example, if you propose a plan for a target audience at the top of the funnel, make sure it focuses on raising awareness of your product or service.

Churn Rate

Churn rate refers to the rate at which a customer stops doing business with a company over a period of time. This term can also refer to subscribers who cancel or do not renew their membership.

Why sales professionals need to know about churn rate

The churn rate helps sales professionals identify why they are not meeting their sales targets. It also helps them develop a plan to solve churn-related problems, boost business and increase sales.

How do I learn sales terminology in 2022?

Some terms of sale can be difficult to understand, which is why some professionals take college degrees in sales-related topics to become marketing professionals. But that’s not the only way to build a career in this field.

You can learn sales terminology through sales boot camps in 2022. These boot camps can give you the knowledge you need to build a successful career in sales. You can also take online courses on platforms like Udemy or Coursera. Alternatively, you can follow sales blogs to get relevant information and keep abreast of the latest trends in the sales industry.

Sales FAQ

What are the most common sales abbreviations?

Some of the most common sales abbreviations are KPI (Key Performance Indicator), SQL (Sales Qualified Lead), CRM (Customer Relationship Management), NPS (Net Promoter Score), and BDR (Business Development Representative).

What is an unvalidated sale?

Unvalidated sale refers to a sale in a subclass that has not been selected through a sampling process and has not been confirmed to be validated or invalidated.

What is B2C selling?

This refers to the process by which companies sell products or services directly to customers. Companies that identify sales opportunities and make direct sales to customers can be called B2C companies.

How much does a sales professional make?

On January 30, 2022, a sales professional earns an average of 60,638 per year, according to ZipRecruiter.

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The post Sales Terminology Glossary: ​​A Beginner’s Guide appeared first on ailCFH.

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