IntroductionK&A recommends that companies, that desire to improve their management of either, their sales forecasts, or their sales pipelines, develop, and consistently use, a company specific list of commonly used sales terms, along with their corresponding definitions.
A sample list, developed by K&A, can be downloaded by clicking on Common Sales Terms. Note that this sample list applies to companies that sell their products, and/or services, to other businesses (B2B). It is important to realize that there are no universally accepted definitions for these commonly sales terms. As result, each company should define and use their own standard list.
K&A recommends that each client define the sales terms, and their corresponding definitions, that apply to their company, and to their sales management requirements. The sample list provided by K&A is designed to be an effective starting point for this definition process.
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