ISLA SANTARÉM

Curso de Aprendizagem
Designação do curso de Aprendizagem Módulo
Vendas 2 Língua inglesa - organização administrativa da venda
Teacher: Sílvia Salavisa Date: ________ February, 2020
emails

WORKSHEET Nr. 6

Glossary of sales and selling terms

 Accompaniment visit/accompaniment report -

 Account –

 Active listening -

 Added value -

 Advantage -

 Advertising/advertising and promotion/A&P –

 Appointment –

 Benefit -

 Buyer –

 Buying facilitation® -

 Buying signal -

 Call/calling –

 Call centre –
 Canvass/canvassing –

 Close/closing –

 Closed question –

 Cold calling –

 Collaboration selling –

 Commodities/commoditised (products and services) –

 Concession –

 Consultative selling (consultation selling) –

 Consumer –

 Customer -

 Customer relationship management (CRM) –

 Cycle -

 Deal -

 Decision-maker -

 Deliverable(s) –

 Demonstration/'demo'/'dem' –

 Demographics –

 Distribution/sales distribution –

 Ethics/ethical selling/ethical business –

 FABs –

 Feature -

 Feel-felt-found –

 Field –

 Forecast/sales forecast –

 Gestation period –

 Hard contacts -

 Hard sell -

 Influencer –

 Intangible –

 introductory letter -

 LAMP® -

 Lead-time –

 Listening –

 Major account –

 Marketing –

 Margin/profit margin –

 Mark-up –

 Negotiation/negotiating –
 Networking –

 Objection/overcoming objections –

 Opening benefit statement/OBS –

 Open plan selling –

 Package -

 Partnership selling -

 Perceived -

 Presentation/sales presentation –

 Product -

 Product offer -

 Proposal/sales proposal

 Proposition -

 Professional selling skills (PSS) -

 Prospect –

 Puppy dog sale/puppy dog close -

 Questioning –

 Rem -

 Research/research call –

 Sales cycle –
 Sales forecasts -

 Sales report -

 Sales pipeline –

 Sector/market sector -

 Segment/market segment -

 Service contract –

 Soft sell -

 Solutions selling –

 SPIN® and SPIN® Selling –

 Steps of the sale –

 Strategic Selling® -

 Tangible –

 Target/sales target –

 Targeting -

 Telemarketing -

 Telesales –

 Territory planning –

 Trial close -

 unique/uniqueness –
 Variable -