Sales terminology and acronyms

Automatic Telling Machine: cajero automático Automatic cashing: cobro automatizado Average price: precio promedio AWL: airway lading: conocimiento de embarque aéreo B/L: bill of lading: conocimiento de embarque Back to back: crédito documentario Balance of payments: balanza de pagos Balance of trade: balanza comercial Balance sheet: balance general Balance: saldo Balanced fore card: cuadro integrado de costo Balloon payment: pago al final Banker's acceptance: aceptacion bancaria Bankruptcy: banca rota Banning: banca Barter: trueque Basis of assessment: base gravable Be in debt: estar en deuda, adeudar Bear market: mercado bursátil en declinación Bench mark: punto de comparación Bench marking: proceso de comparar continuamente una organización con líderes del mundo. Bias: sesgo, tendencia Bid: oferta Bill of change: letra de cambio Bill: cuenta Blue chip company: gran compañía

Industrial Marketing Management, 1996

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2011

Abstract section I: This article attempts to reduce the gap in knowledge on communication in business-to-business relationships by showing how various sources of information are valued by buyers in terms of purchasing situations in which they seek information. Abstract section II: Key results: The results indicate that the role of a salespeople as a source of information assigned by the buyer in the process of institutional purchasing seems relatively small compared to other sources of information.

Industrial Marketing …, 2010

As the body of knowledge on marketing-sales interface expands, there is a greater need to investigate the specific aspects of marketing–sales configurations in B2B firms. Using a qualitative methodology and interview data collected from over 100 sales and marketing ...

2001

The use of registered names, trademarks, etc. in this publication does not imply, even in the abs of a specific statement, that such names are exempt from the relevant laws and regulations therefore free for general use. The publisher makes no representation, express or implied, with regard to the accuracy of information contained in this book and cannot accept any legal responsibility or liability for errors or omissions that may be made.

Procedia - Social and Behavioral Sciences, 2012

Based on the literature of marketing communication, this article takes into account the company's marketing decision to adopt and implement corporate communication strategy. The corporate communication, built on a communication mix, properly chosen according to the company's marketing objectives, will result in increased consumer loyalty to products, brands, as well as a better market positioning reference. Therefore, sales-oriented companies will put the spotlight on the sales forces capacity to develop a long-lasting relationship with their customers, and this fact can be achieved by adopting a strategy based on the concept of sale. The article also presents the specific objectives achieved by the forces of sales and communication techniques necessary for carrying out their activities.

Journal of Global Scholars of Marketing Science, 2019

Journal of Personal Selling and Sales Management

New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.