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This is the range of products or services offered by a company, the term "product portfolio".

This is used in the context of managing and adapting a company's collection of products to meet market demands and drive innovation.

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It is a comprehensive list of materials, components, and instructions needed to manufacture or repair a product and services.

It is primarily discussed in managing the complexity of products in technology-driven industries.

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These examples or case studies demonstrate a product’s effectiveness or value to potential business clients.

The term is used to describe real-life examples or case studies that illustrate successful B2B sales strategies. These reference cases are presented to help readers, particularly those in engineering and sales roles, understand the practical application of sales tools and techniques

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This the difference between the total customer value and the total customer cost or the value the supplier provides to the customer.

It is used to describe an event where the sales price can be set somewhere between the total customer value and the total supplier cost. However if the price is set too close to the total customer value, the perceived customer value given to the customer may be too small to motivate the purchase.

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A person responsible for selling products or services to other businesses and often helps customers to design systems based on their needs thereby adding value to the customer and the customer’s customer.

The term is used to describe a salesperson's role, and the work environment of sales professionals in technology-driven sectors, highlighting the skills and tools they use.  This term was used in Figure 1.2, where the salesperson was helping the customer find the best machine for their need.

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This is a practice in B2B markets where companies agree to buy from each other. It is used to refer to the mutual exchange of value between businesses, where both parties benefit from the interaction. However, this aspect is easily forgotten and might sometimes result in rather unpleasant situations in close customer-supplier relationships.

For example, when a component supplier sells components to a car manufacturer, the car manufacturer might expect the component supplier to drive their cars.

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This refers to how IT is used in the customer company.

It was used about the horse-cutting machine to explain how it is an important factor that could be used in market segmentation.

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This is the process where a company makes the decision on what to market and to whom, how to price the offering, how to deliver to the customers and how to promote it. It is also known as the 4ps (product, price, place and promotion.

It was used to explain where it will be difficult to maintain a high quality brand selling products from a worn down warehouse in the middle of nowhere by salespeople who look like burns.

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This is the specific group of customers a business aims to reach.

It is used in the context where a company needs to identify the market segments and from these market segments, the company has to choose its target market, that is the segment that the company will be able to satisfy in the best possible and profitable way.

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These are the key activities in the sales process where the product or service is showcased, it entails meeting with the potential customer giving a short presentation of their company and the vendor presenting their offering and also the salesperson bearing in mind that the most important job is to listen to the customer

It is used in the context where during meetings, salesperson should listen to the needs of the customer and react to them by focusing on the features that a the particular customer shows interest in.

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This is the process by which a salesperson ends the discussion at the right moment a make sale to a customer that clearly shows interest but not really making a purchase decision

As seen in figure 2.46, it shows an example of a salesperson in a sports store trying to close the sale by asking a question, in a sense the salesperson is trying to make the customer commit to making a purchase.

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This is a sales approach where leads come to the company through content or other marketing efforts. It is engaging in speaking and writing, for example blog, LinkedIn and websites to attract customers

An example was seen where it was stated that sales is a game of numbers and the idea is that one simply needs to have enough sales activities to make a sale as was shown in figure 2.8.

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These are prospects who are very interested and likely to buy soon.

The term is used to explain a process whereby potential customers interested in the solution the seller is offering leave their contact information on the company’s website.

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The initial phase of engaging with a potential customer. When the salesperson has analysed the prospect and figured out how to approach a company and who to contact, it is time to approach the customer instead of the unexpected visits.

The example in figure 2.30 talks illustrated how a salesperson sometimes can get lucky by making unexpected visits.

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This is the stage where some potential clients are found and analyzed to identify the ones with the potential.

It is basically reducing the long list of potential clients to a short list comprising of only the companies that the salesperson should contact.

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This refers to the selected set of benefits that is communicated to the potential customer, it is a statement of what kind of value the company argues it is able to provide to the customer.

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These are prospects who are very interested and likely to buy soon.

The term is used to explain a process whereby potential customers interested in the solution the seller is offering leave their contact information on the company’s website.

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It is the act of calling or visiting a potential customer without a pre-arranged meeting, it used to be an important way for companies to get customers until inbound sales tactics started to take over.

Nowadays salespersons make a cold calls mainly to potential customers who visited the company’s website or have approached the company in some other ways

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These are events where businesses showcase their products and network. Participating in trade shows either with a stand or simply by walking around and looking at what other are presenting. This used to be a very important way of companies gaining information about new solutions and access to potential new customer.

Figure 2.15 shows a person’s contact network may play an important role in accessing the senior executives of potential customers that are also visiting an exhibition.

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This the difference between the total customer value and the total customer cost or the value the supplier provides to the customer.

It is used to describe an event where the sales price can be set somewhere between the total customer value and the total supplier cost. However if the price is set too close to the total customer value, the perceived customer value given to the customer may be too small to motivate the purchase.

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This consist often of the geographical concentration of the areas, limited number of customers that buy in large quantities and only a handful of customers offering competing products which means that the competition is not far from the oligopoly . It was used to explain the geographical concentration, customer size, and demand.

It explain how major industrial zones are normally situated around the big cities and interestingly different types of industries seems to concentrate in particular cities, limited number of customers that buy in large quantities and the markets tends to be oligopolistic

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This is a product that is uniform and consistent in its features and quality, it is often used for efficiency and was used in sales to describe products that are designed with minimal customization. These products are often part of a company's portfolio that can be sold in bulk to various clients with little to no alteration.

In the B2B sales process, standardized products serve as a cost-effective solution for businesses that require reliability and consistency, reducing the need for complex negotiations or extensive product adjustments.

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This is the final customer or company that uses a product, often different from the purchasing company.

It is used to describe the final recipient of a product or service and it focus revolves around understanding the needs and preferences of end users to tailor solutions that add value, even when selling through intermediaries.

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This means the ability of a company to analyse the position of the offering compared to other offerings on the market.

It is used in context to describe how a company can define some dimensions relevant to the customer and plot the competing offerings to see what position their offering occupies compared to the other offerings.