Glossary

80/20 principle	A situation in which a few key or large accounts bring in 80 percent of profitable sales although they represent only 20 percent of total accounts. (See 389)



account analysis	The process of analyzing each prospect and customer to maximize the chances of reaching a sales goal. (See 387)



account segmentation	The process of applying different selling strategies to different customers. (See 388)



break-even analysis	A quantitative technique for determining the level of sales at which total revenues equal total costs. (See 392)



ELMS system	The process of dividing customers into varying sizes. (See 389)



key accounts	Customers the loss of whom would greatly affect sales and profits. (See 388)



routing	The travel pattern used in working a sales territory. (See 396)



sales response function	The relationship between sales volume and sales calls. (See 391)



sales territory	The group of customers or a geographic area assigned to a salesperson. (See 385)



scheduling	The establishment of a fixed time for visiting a customer's business. (See 396)



undifferentiated selling	The process of applying and designing selling strategies equally to all accounts. (See 388)

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