| eighty/twenty principle (80/20) | 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.
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| account analysis | The process of analyzing each prospect and customer to maximize the chances of reaching a sales goal.
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| account segmentation | The process of applying different selling strategies to different customers.
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| break-even analysis | A quantitative technique for determining the level of sales at which total revenues equal total costs.
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| ELMS system | The process of dividing customers into varying size accounts.
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| key accounts | Accounts the loss of which would greatly affect sales and profits.
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| routing | The travel pattern used in working a sales territory.
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| sales response function | The relationship between sales volume and sales calls.
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| sales territory | The group of customers or a geographical area assigned to a salesperson.
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| scheduling | The establishment of a fixed time for visiting a customer's business.
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| undifferentiated selling | The process of applying and designing selling strategies equally to all accounts.
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