Sales Strategies
This term refers to selling additional related products to existing customers.
What is cross-selling?
A person within a company who advocates for change is known as this.
What is a change agent?
This term describes the goals related to tasks or actions that help achieve sales objectives.
What are activity goals?
This routing technique involves covering areas in a circle to optimize travel time.
What is circular routing?
This tool helps salespeople track and allocate time across clients and calls.
What is a sales call allocation grid?
This is the practice of selling all products or services offered by a company to a customer.
What is full-line selling?
This term describes the act of sticking with what is familiar, which may lead to a lack of growth.
What is complacency?
The rate at which new sales are achieved or objectives are met is called this.
What is rate of change?
A routing pattern that covers different areas progressively without repeating.
What is leapfrog routing?
A document or tool used as a reminder for future sales calls.
What is a tickler file?
This type of analysis categorizes customers based on profitability or importance.
What is ABC analysis?
This metric measures the portion of a customer’s total spend that goes to a specific supplier.
What is share of wallet?
This ratio shows how many leads or prospects convert into actual sales.
What is conversion ratio?
This method involves following a linear path to cover multiple accounts.
What is straight-line routing?
This describes the concept of all physical objects being connected via the internet.
What is the Internet of Things (IoT)?
This strategy aims to be the supplier most preferred by a customer or organization.
What is a preferred supplier?
The shared values, norms, and practices within an organization are part of this.
What is corporate culture?
These are goals specifically aimed at turning leads into paying customers.
What are conversion goals?
This routing technique combines circular and linear patterns for efficiency.
What is cloverleaf routing?
A technique used to evaluate the future sales potential of a client.
What is account opportunity?
This term describes the process of continually enhancing products or services.
What is upgrading?
This term describes the perceived strength or leverage a seller has in a market.
What is strength of position?
A numerical representation of an organization’s share in a given market or customer.
What is account share?
A term for a structured plan or schedule for visiting accounts.
What is routine call patterns?
The best time of day to make sales calls to maximize effectiveness.
What is prime selling time?