The Dictionary of Selling

The authors’ primary intention in writing The Dictionary of Selling Terminology is

to provide a definitive and comprehensive reference list of the terminology and

definitions used by sellers and buyers on a global basis to address the necessity for

a standardized and universal sales language to mitigate the confusion and ambiguity

inherent in the selling and buying language due to definitional differences.

The Dictionary is written for sales professionals, including Chief Sales Officers,

Chief Revenue Officers, field and inside salespeople, Frontline Sales Managers, Chief

Learning Officers, sales enablement and operations directors, Key Account Managers,

business development directors, as well as marketing professionals.

However, professionals who serve in supporting functional roles such as finance,

legal, operations, and all of the internal and external stakeholders will gain a deeper

understanding and appreciation of what it is like to walk in the shoes of the sales

professional and the buyer.

The Dictionary is also a valuable resource for those professionals who have

accountability for the Supply Chain and Procurement functions and is also an essential

resource for Sales, Supply Chain Management, and Marketing professors and their

students.