Direct Sales Dictionary: More Key Terms to Know
Fourteen key terms for beginners in direct sales were
discussed in the
preceding article. If you can get to grips with them and the
eleven words and phrases in this article, you'll have mastered
the basic terminology.
If you are working in the field of direct sales, these words
and phrases and their definitions will soon become part of your
everyday vocabulary.
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Marketing: the methods by which you present your goods
and/or service to the people you hope will purchase them.
Typically, advertising is a key part of a marketing plan.
National Sales Director: An executive who has reached the
top rank in terms of sales and recruiting in the company, at
national rather than regional level.
Networking: Creating good working relationships. That
could be with existing or potential customers, with other
business owners or other sales directors.
Objection: The rationale for someone refusing to buy
goods or services from you.
Recruiter: Your team leader or upline, usually the person
who signed you up. Typically, a proportion of the profits from
your sales will accrue to your recruiter.
Residual Income: Your earnings (usually accruing monthly)
that you earn again and again when someone purchases a product
from you on a regular, recurring basis.
Sales Director: The leader of a direct sales team. Team
members will depend on them for advice and answers. To be
appointed, the sales director will normally have a proven track
record in sales and/or recruiting.
Target market: People who have been identified as likely
buyers, who salespersons will direct their marketing towards.
Team Trainer: The person who teaches a sales team about
the products that they will market. Trainers normally have
in-depth knowledge of both the goods and the company.
Up Line: Your up line is the person who signed you up.
Their up line is also in your sales line, and so on. Up line
staff normally makes their money from the sales made by staff
down line, namely the people they have recruited.
Warm Calling: Phone calls made to people, usually
previous or current customers or people who have indicated
interest in further contact. The purpose is usually to make
sales or to attract sales recruits.
Different companies may use some different terms and staff
titles, but most of them are standard jargon in the direct sales
world. Knowing the language and grasping the concept they
represent will give you a head start in your direct sales
career.
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