| acceptance signals | Signs that your buyer is favorably inclined toward you and your presentation.
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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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| acquaintance | People you know little about.
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| ADA (Americans with Disabilities Act) | Prohibits discrimination against people who are physically or mentally impaired but are capable of doing the job.
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| advantage | The performance characteristic of a product that describes how it can be used or will help the buyer.
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| advertising | The nonpersonal communication of information paid for by an identified sponsor, for example, an individual or an organization.
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| alternative-choice close | Gives the prospect a choice between two alternatives.
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| calendar management | Scheduling appointments, telephone calls, or "to do" lists.
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| computer-based presentations | Using the computer to present information to prospects and customers.
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| consumer sales promotion | A promotion that includes free samples, coupons, contests, and demonstrations to consumers.
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| cooperative advertising | Advertising conducted by the retailer with costs paid for by the manufacturer or shared by the manufacturer and the retailer.
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| direct-mail advertising | Advertising that is mailed directly to the customer or industrial user.
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| electronic mail (e-mail) | Allows information to be sent electronically through a system that delivers the message immediately to any number of recipients.
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| flaming | The equivalent of a verbal lashing on the Internet.
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| geographic information system (GIS) | View and manipulate customer and/or prospect information on an electronic map.
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| global positioning system (GPS) | A worldwide radio navigation system using satellites to pinpoint exact location on the planet.
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| industrial advertising | Advertising aimed at individuals and organizations who purchase products for manufacturing or reselling other products.
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| Internet | A global network of computers.
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| links | Pointers to other pages of information on the World Wide Web.
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| mobile offices | Vehicles converted to mobile offices.
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| national advertising | Advertising designed to reach all users of the product, whether customers or industrial buyers.
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| netiquette | Etiquette used on the Internet.
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| PDA | A tiny, fully functional computer that works as an extension of a desktop or laptop computer.
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| personal productivity | Technology to help a salesperson increase productivity through more efficient data storage and retrieval, better time management, and enhanced presentations.
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| point-of-purchase (POP) displays | Displays that allow a product to be easily seen and purchased.
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| premium | An article of merchandise offered as an incentive to the user to take some action.
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| price | The value or worth of a product.
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| retail advertising | Advertising used by a retailer to reach customers within its geographic trading area.
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| sales training | The effort put forth by an employer to provide the opportunity for the salesperson to acquire job-related attitudes, concepts, rules, and skills that result in improved performance in the selling environment.
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| shelf facings | The number of individual products placed beside each other on the shelf.
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| shelf positioning | The physical placement of the product within the retailer's store.
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| surfing the Internet | Exploring the different sites found within World Wide Web links.
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| trade sales promotion | A promotion that encourages resellers to purchase and aggressively sell a manufacturer's products by offering incentives like sales contests, displays, special purchase prices, and free merchandise.
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| Web page | Each computer screen of information on the Internet.
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| word processing | Computerized written communication.
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| World Wide Web | The part of the Internet that houses websites--providing text, graphics, video, and audio information.
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