Sales Report – A report submitted by salespeople that tells management what is happening in the field. Most managers expect salespeople to report competitive activities, reactions of customers to company policies and products, as well as any other information management should know. In addition, sales reports can provide records for evaluating sales force performance. Sales reports often include such information as the number of calls made, orders taken, miles traveled, days worked, new prospects called on, and new accounts sold.
Sales Representative – The term sales representatives is generic term that includes both direct salesperson and sales agent.
Sales Response Function – The relationship between the sales volume of a business and the determinants of the sales volume of that business. The determinants of most interest to a business are those over which they have some control, i.e, the decision variables that comprise the marketing mix.
Sales Skill Level – An individual’s level of sales-related knowledge or proficiency at carrying out the specific tasks necessary to perform a sales job. Sales skills are proficiency levels that can change rapidly with learning and experience.
Sales Territory – 1. (sales definition) A segment of the firm’s market assigned to a salesperson or a group of salespeople. Comment: While a sales territory is typically defined by customers withing a geographic boundary, it can be defined by customer types. 2. (sales definition) A group of present and potential customers that is assigned to a salesperson, branch, dealer or distributor for a given period of time. the key word in this definition is customers. Good sales territories are made up of customers who have money to spend and the willingness to spend it. Although the key to sales territory design is customers, the notion of a territory is typically operationalized using geographical boundaries. In case in which products are highly technical and sophisticated, product specialist rather than geographic boundaries defines sales territories.
Sales Training – A formal or informal program designed to educate the sales force and convey management expectations of job responsibilities. Sales training provides managers with the opportunity to communicate high performance expectations through training and to equip the sales force with skills needed to reach high performance levels. A well-designed training program moves beyond passive learning techniques and shows the sales force how to approach to sales training. Some common objectives of sales training are to impart product knowledge, teach selling skills, increase productivity, improve morale, lower turnover, improve customer relations, and improve time and territory management.
Sales Volume Quota – A quota that emphasizes sales or some aspect of sales volume. Sales volume quotas can be expressed in dollars, physical units, or points (a certain number of points is given for each dollar or unit sales of particular products.) The point system is typically used when a firm wants to give selective emphasis to certain products in the line.
Salesperson Career Cycle – The sequence of stages that a salesperson passes through during his/her career. The salesperson has unique tasks, challenges, and concerns in each stage. The career cycle is characterized by four stages. In the exploration stage, individuals are concerned about finding a career in which they can succeed. In the establishment stage, sales personnel seek to attain stabilization within their occupation and desire professional success (e.g., a promotion). The maintenance stage is typified by salespeople’s interest in maintaining their present position, status, and performance level. In the disengagement stage, salespeople are likely to psychologically and /or physically withdraw from their jobs.
Salesperson Motivation – the amount of effort the salesperson desires to expend on each activity or task associated with the job. job tasks include calling on potential new accounts, developing sales presentations, filling out reports, etc.
Salesperson Role – The set of activities or behaviors that are to be performed by any person occupying the position of salesperson in a firm.
Sample – 1. (marketing research definition) The selection of a subset of elements from a larger group of objects. 2. (sales promotion definition) A small portion of a product that is made available to prospective purchasers to demonstrate the product’s value or use and to encourage future purchase.
Sample Survey – A cross-sectional study in which the sample is selected to be representative of the target population and in which the emphasis is on the generation of summary statistics such as averages and percentages.
Sampling Control – A term applied to studies relying on questionnaires that concerns the researcher’s dual abilities to direct the inquiry to a designated respondent and to secure the desires cooperation from the respondent.
Sampling Distribution – The distribution of values of some statistic calculated for each possible distinguishable sample that could be drawn from a parent population under a specific sampling plan.
Sampling Error – The difference between the observed values of a variable and the long-run average of the observed values in repetitions of the measurement.
Sampling Form – A list of sampling units from which a sample will be drawn; the lists could consist of geographic areas, institutions, individuals, or other units.
Sampling Frame – The list of sampling units from which a sample will be drawn; the list could consist of geographic areas, institutions, individual, or other units.
Sampling Plan – The procedure that will be used to select a sample.
Sampling Units – The non-overlapping collections of elements from the population.
Schema – A network of associated meanings that represents a person’s general knowledge about some concept.
Scrambled Merchandising – A deviation from traditional merchandising that involves the sale of items not usually associated with a retail establishment’s primary lines -e.g., supermarkets handling non food items, drug stores selling variety goods and sometimes, hardware. It is also called scrambled retailing.