| A | B |
|---|
| sales planning | the process that involves determining goals and timing efforts in sales |
| sales forcast | an estimate of sales for a given period of time |
| sales territories | geographical areas in which existing and potential customers are grouped |
| sales quota | a performancegoal assigned to a salesperson for a specific period of time |
| salary | regular wages an employee receives from an employer |
| commission | a fee for services rendered based on a percentage of an amount sold: payment is based on sales alone |
| sales call report | an account of sales activities |
| SWOT analysis | strategic planning technique that analyzes a company's internal strenghts, weakness, opportunities and threats in the external sales enviroment |
| morale | a state of an individual phychological well-being based on a sense of confidence, usefulness and purpose |
| sales performance involves | evaluating company wide sales and the sales of individual salespersons |
| components of sales planning | forcasting sales,budgeting sales, establishing terrories, setting sales quotas |
