Sales teams in international companies plan, report and talk to customers in English, so words like pipeline, lead, quota and close come up in every meeting. Shops and retail chains have their own vocabulary too, from point of sale and footfall to markdowns and stocktakes. This glossary explains the core terms of selling and retail in plain English and Turkish, with examples from real work, for sales reps, account managers and store staff.
100 terms
9 topics
57 core terms
200 example sentences
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No account needed. Read the meaning, see where the term is used, then study the examples. Click any word in the lesson for help. You can also select a word and press Alt + Enter.
Sales Process & Pipeline
sales pipeline
noun
Meaning
All the potential deals a salesperson or team is working on, arranged by stage from first contact to signed contract, so you can see what is likely to close.
Where you use it
Used daily in B2B sales meetings, CRM tools and forecasts. You build, fill, review or clean up your pipeline. When managers ask how much is in the pipeline, they mean the total value of open deals.
Examples
We have about 2 million in our sales pipeline, but only a third of it is likely to close this quarter.
Please update your sales pipeline in the CRM before Monday's review.
Usage note
A pipeline shows the deals a seller is working on; a sales funnel shows how many buyers drop out at each stage. The two are often mixed up.
Common phrases
build a pipeline · pipeline review · healthy pipeline · move a deal through the pipeline · pipeline value
An agreement to buy or sell something, or a sales opportunity that a seller is working on and hopes to win.
Where you use it
Very common in everyday sales talk. You work on, chase, close, win or lose a deal. In CRM systems a deal is a record with a value, a stage and an expected close date. A good price for a buyer is also called a good deal.
Examples
We closed the deal with the hotel chain yesterday: three years, 40 locations.
How many deals do you expect to close before the end of the month?
Common phrases
close a deal · win a deal · lose a deal · deal size · deal stage
To contact someone again after a call, meeting or offer, to answer questions, check their interest and move the sale to the next step.
Where you use it
Said and written every day in sales. You follow up with a person or follow up on something, such as a proposal or a quote. The noun is written with a hyphen: a follow-up email, a quick follow-up call.
Examples
I'll follow up with the buyer tomorrow to see if they have any questions about the quote.
Most deals are lost because nobody follows up after the first meeting.
Usage note
The verb is two words (follow up); the noun and adjective take a hyphen (a follow-up).
Common phrases
follow up with a client · follow up on a proposal · follow-up email · follow-up call · send a follow-up
Business-to-business: selling products or services to other companies rather than to individual consumers.
Where you use it
Used in job ads, company profiles and meetings: B2B sales, B2B customers, a B2B company. B2B deals usually have higher values, longer sales cycles and several people involved in the decision. Said aloud as “B to B”.
Examples
I have six years of experience in B2B sales, mostly selling software to banks.
In B2B, you rarely close a deal after the first meeting.
Business-to-consumer: selling products or services directly to individual people for their own use, as shops, restaurants and online stores do.
Where you use it
Used to describe companies, markets and sales roles: B2C brand, B2C sales, B2C customers. Compared with B2B, B2C purchases are usually smaller, faster and more emotional, and one person often makes the decision.
Examples
Moving from B2C to B2B sales was hard at first because every deal took months.
Our B2C customers mostly buy through the app, while hotels order by phone.
A model that shows the stages buyers go through, from first hearing about a product to buying it, with fewer people at each stage, like the shape of a funnel.
Where you use it
Used in sales and marketing planning. People talk about the top, middle and bottom of the funnel, and about leads moving down or dropping out of the funnel. Marketing teams also use short forms like TOFU (top of funnel).
Examples
We lose most people between the demo and the proposal stage of our sales funnel.
Webinars bring new leads into the top of the sales funnel.
Common phrases
top of the funnel · bottom of the funnel · move down the funnel · funnel stage · drop out of the funnel
An early conversation with a prospect in which the seller asks questions to understand their situation, problems and goals before suggesting a solution.
Where you use it
Common in B2B and software sales, usually done by phone or video. The seller listens more than they talk. Also called a discovery meeting or needs analysis; the stage itself is often just called discovery.
Examples
On the discovery call, I found out they're losing orders because their stock data is wrong.
Don't show the product on a discovery call; just ask questions and listen.
Common phrases
book a discovery call · run a discovery call · discovery questions · discovery stage
A document sent to a potential customer that explains the suggested solution, what is included, the price and the main terms, written to win their business.
Where you use it
Sent after discovery and demos in B2B sales. You write, prepare, submit, present or revise a proposal, and the customer accepts or rejects it. Large buyers may ask for formal proposals through an RFP.
Examples
I'll send you a proposal with two options by Wednesday.
The client liked our proposal but asked us to shorten the implementation time.
Common phrases
send a proposal · submit a proposal · sales proposal · revise a proposal · proposal stage
A person whose job is to sell a company's products or services to customers, by phone, online or in person; short for sales representative.
Where you use it
Very common in everyday speech and job ads. Inside sales reps sell by phone and video; field sales reps visit customers. Related job titles include account executive (AE) and business development representative (BDR).
Examples
Our sales reps visit every pharmacy in the region at least once a month.
I started as an inside sales rep and moved to field sales after two years.
Common phrases
field sales rep · inside sales rep · top sales rep · pharmaceutical sales rep
The whole sequence of steps from the first contact with a potential customer to the signed deal, and the time this usually takes.
Where you use it
Used to compare businesses and to plan forecasts. People talk about a long or short sales cycle and try to shorten it. Selling coffee to a café may take a week; selling software to a bank can take a year.
Examples
Our average sales cycle is about four months, so deals started in January close in May.
Free trials helped us shorten the sales cycle for small businesses.
Common phrases
long sales cycle · shorten the sales cycle · average sales cycle · stage of the sales cycle
A qualified potential sale that is being actively worked on, with an estimated value and an expected closing date in the CRM.
Where you use it
In CRM systems such as Salesforce, a lead becomes an opportunity once it is qualified; people often shorten it to oppty or opp. You create, update, advance, win or lose an opportunity. The total value of open opportunities forms the pipeline.
Examples
After the discovery call, I converted the lead into an opportunity worth 60,000 euros.
We have twelve open opportunities in the healthcare sector.
Common phrases
create an opportunity · sales opportunity · open opportunities · win an opportunity · opportunity stage
Request for proposal: a formal document in which an organisation describes what it wants to buy and invites several suppliers to send proposals.
Where you use it
Common in large companies and the public sector. Suppliers receive, respond to or win an RFP, usually before a fixed deadline. Related terms are RFQ (request for quotation), which focuses on price, and RFI (request for information).
Examples
The hospital group sent out an RFP for new cleaning services, and the deadline is in three weeks.
Responding to an RFP takes a lot of work, so we only bid when we have a real chance.
Common phrases
respond to an RFP · issue an RFP · RFP deadline · win an RFP · RFP process
A person or company that may become a customer, for example someone who downloaded a brochure, called for information or was found through research.
Where you use it
One of the most common words in sales and marketing. You generate, capture, qualify, follow up or convert leads. Leads are often described as hot, warm or cold depending on how interested they are.
Examples
The trade fair gave us over 300 leads, so let's split them by region.
This lead looks hot: they asked for pricing twice this week.
Usage note
In sales, lead rhymes with need (/liːd/). The metal lead is pronounced /led/.
Common phrases
generate leads · qualify a lead · hot lead · inbound lead · convert a lead
A possible customer who has been checked and seems a good fit, with a real need for the product and the ability to buy it.
Where you use it
Used in B2B sales for someone you are actively trying to sell to. It is also a verb: to prospect means to search for new customers, and prospecting is the name of that activity. You research, contact, call or meet prospects.
Examples
I'm meeting two new prospects in Izmir on Thursday.
She spends every Monday morning prospecting on LinkedIn.
Usage note
Prospect is not a brochure. Turkish “prospektüs” is a false friend; a printed leaflet is a brochure or leaflet in English.
Common phrases
qualified prospect · contact a prospect · prospect list · prospecting call
A phone call to a person or business that has had no earlier contact with you, made to introduce a product and start a sales conversation.
Where you use it
Used as a noun (make a cold call) and a verb (cold-call a company); the activity is cold calling. Many people find it hard, so you often hear “I hate cold calling.” A warm call is a call to someone who already knows you or has shown interest.
Examples
I made 40 cold calls this morning and booked two meetings.
Cold calling works better when you have researched the company first.
Common phrases
make a cold call · cold-call a prospect · cold calling script · cold email
To check whether a lead is worth pursuing by finding out if they have a real need, a budget, the authority to buy and a realistic timeline.
Where you use it
A standard step early in the sales process. You qualify a lead or a prospect; a lead that passes is qualified, and one that fails is disqualified or qualified out. Many teams use checklists such as BANT (budget, authority, need, timeline).
Examples
Before you book a demo, qualify the lead: do they actually have a budget this year?
Only 30 of the 200 leads from the fair were qualified.
Common phrases
qualify a lead · qualified lead · qualify out · qualification criteria · qualifying questions
The person in a company who has the authority to approve a purchase and sign the contract, such as a director or the owner.
Where you use it
Sellers try to reach the decision-maker early, because other contacts may like the product but cannot say yes. In big companies several people share the decision; together they are called the buying committee. Also written decision maker.
Examples
We've had three meetings, but we still haven't met the real decision-maker.
Ask who else is involved so you know who the decision-makers are.
Common phrases
reach the decision-maker · key decision-maker · final decision-maker · speak to the decision-maker
A person, such as a receptionist or assistant, who controls access to a decision-maker and decides which calls and emails get through.
Where you use it
Used in prospecting and cold calling. Sellers try to get past, get through or work with the gatekeeper. Being polite and honest matters, because gatekeepers often influence decisions too.
Examples
The gatekeeper said the director only reads emails, so I sent a short one.
Treat the gatekeeper with respect; she knows exactly what her boss needs.
Common phrases
get past the gatekeeper · deal with the gatekeeper · gatekeeper call
A new lead that comes from an existing customer or contact who recommends you, or the act of recommending someone in this way.
Where you use it
Referrals are among the best leads because trust already exists. You ask for, get, give or generate referrals, and companies run referral programmes with rewards. A typical question after a successful project: “Do you know anyone else who might benefit from this?”
Examples
Half of our new clients last year came from referrals.
Ask happy customers for a referral while the results are still fresh.
Usage note
Turkish “referans” often means a person who vouches for a job applicant; in English that is a reference. A referral is a recommended new contact or customer.
Common phrases
ask for a referral · referral programme · referral fee · warm referral
The work of finding and attracting new potential customers, through activities such as events, ads, content, cold outreach and referrals.
Where you use it
Shared by sales and marketing teams and often shortened to lead gen. Marketing usually brings in inbound leads, while sales development reps do outbound lead generation. You run lead generation campaigns and measure the cost per lead.
Examples
Trade fairs are still our best source of lead generation in the Middle East.
The new rep spends mornings on lead generation and afternoons on calls.
Common phrases
lead generation campaign · outbound lead generation · lead gen · cost per lead
A description of the type of company that would benefit most from your product and be most valuable to you, based on factors such as industry, size and location.
Where you use it
Used in B2B prospecting and planning, often shortened to ICP. Teams use it to decide which leads to chase and which to drop. It describes companies; a buyer persona describes the individual people inside them.
Examples
Our ideal customer profile is a logistics company with 50 to 500 employees in Turkey or the Balkans.
This lead doesn't match our ideal customer profile, so don't spend too much time on it.
Common phrases
define your ideal customer profile · fit the ICP · ICP criteria · buyer persona
Using social media, especially professional networks such as LinkedIn, to find prospects, build relationships and start sales conversations.
Where you use it
Common in B2B sales. Social selling includes sharing useful posts, commenting on prospects' updates and sending personal messages rather than mass messages. Many teams see it as a warmer alternative to cold calling.
Examples
Social selling on LinkedIn brought us three new clients in the energy sector.
Our social selling training teaches reps to comment on posts before they send a message.
Common phrases
social selling strategy · social selling on LinkedIn · social selling index
A planned talk or presentation in which a seller explains why a product is right for a customer and tries to persuade them to buy.
Where you use it
Often shortened to pitch. You prepare, give, deliver or tailor a pitch; you can also pitch a product or pitch to a client. Saying that something sounds like a sales pitch can be negative: it feels pushy or rehearsed.
Examples
Keep your sales pitch under ten minutes and leave time for questions.
We tailored the sales pitch for hospitals and focused on patient safety.
Common phrases
deliver a sales pitch · tailor your pitch · pitch deck · pitch to a client · practise a pitch
A live showing of how a product works, given to a potential customer so they can see how it would solve their problem.
Where you use it
Short for demonstration and very common in software, machinery and equipment sales. You book, schedule, run, give or do a demo, either in person or online. Many sales teams track the number of demos per week.
Examples
Can we book a 30-minute demo for your finance team next week?
The demo went well, and they asked for a proposal straight away.
Common phrases
book a demo · run a demo · product demo · live demo · request a demo
A short, clear statement of what a customer gains from a product and why it is better for them than the other options.
Where you use it
Used in pitches, sales training and marketing plans. You build, define, communicate or test a value proposition. A strong one talks about results for the customer, such as saving time or cutting costs, rather than listing features.
Examples
Our value proposition is simple: we cut delivery times in half for small retailers.
If you can't explain the value proposition in one sentence, the pitch is too complicated.
Common phrases
strong value proposition · unique value proposition · communicate the value proposition · customer value proposition
A friendly, trusting connection between two people that makes communication easy, for example between a salesperson and a customer.
Where you use it
Very common in sales and customer service training. You build, establish or develop rapport with someone, and you can have good rapport with a client. Small talk, careful listening and remembering details all help.
Examples
Spend the first few minutes building rapport before you talk about the product.
She has great rapport with her clients; some of them have been buying from her for ten years.
Usage note
The final t is silent: /ræˈpɔːr/. Rapport is not a report; Turkish “rapor” is report in English.
Common phrases
build rapport · establish rapport · good rapport · rapport with a client
A very short, clear description of what you or your product offers, short enough to say during a lift ride of about 30 seconds.
Where you use it
Used at networking events, trade fairs, interviews and on the phone. You prepare, practise or deliver an elevator pitch. It should answer three questions: who you help, what problem you solve and why you are different.
Examples
At the fair, you only have 30 seconds, so make your elevator pitch count.
Her elevator pitch was so clear that the buyer asked for a meeting on the spot.
Usage note
Elevator is US English; in the UK it is a lift. British speakers still say elevator pitch.
Common phrases
prepare an elevator pitch · 30-second elevator pitch · perfect your elevator pitch
A specific problem or frustration that a customer has, which a product or service could solve.
Where you use it
Very common in sales meetings and training. You identify, uncover, address or solve pain points. Sellers ask questions in discovery calls to find them, then build the pitch around them. It sounds informal but appears in written proposals too.
Examples
Their biggest pain point is the time it takes to prepare monthly reports.
Start the demo with the pain points they mentioned on the first call.
Common phrases
identify pain points · address a pain point · customer pain points · main pain point
The real advantage a customer gets from a product, such as saving time or money, as opposed to a feature, which is simply what the product has or does.
Where you use it
A basic idea in selling: “features tell, benefits sell.” You explain, highlight or sell the benefits. A common technique is to link each feature to a benefit with phrases like “which means that…”.
Examples
Don't just say it has a 12-hour battery; explain the benefit: no charging during the working day.
The main benefit for the customer is lower energy bills.
Usage note
Turkish sellers often use “özellik” for both ideas. In English, keep feature (what the product is or has) and benefit (what it does for the customer) separate.
Common phrases
key benefits · features and benefits · highlight the benefits · customer benefit
A short report that describes how a real customer used a product or service and what results they achieved, used to convince similar buyers.
Where you use it
Used in B2B sales as proof. Sellers send, share or present case studies from the same industry, ideally with numbers such as “cut delivery errors by 40%”. Short quotes from happy customers are called testimonials. A customer usually has to agree before their name is used.
Examples
I'll send you a case study from another dairy producer who had the same problem.
The case study shows how the hotel chain cut energy costs by 18 percent in one year.
Common phrases
customer case study · send a case study · industry case study · case studies and testimonials
To get a customer's final agreement to buy, such as a signature, an order or a payment, so that the sale is complete.
Where you use it
A key verb in every sales job. You close a deal, a sale or a customer. As a noun, the close is the final step of the sale, and closing is the skill of getting there. The expected date of a deal in the CRM is its close date.
Examples
If we can close this deal by Friday, the whole team hits its quarterly target.
He's great at demos, but he struggles to close.
Usage note
In sales, close is positive: it means you won the deal. The verb is pronounced /kloʊz/ with a z sound; the adjective close (near) is /kloʊs/.
Common phrases
close a deal · close a sale · close date · ready to close · close the customer
A reason a potential customer gives for not buying or not buying yet, such as price, timing, trust or a competitor's offer.
Where you use it
A central idea in sales training. You hear, raise, handle, overcome or answer objections. Typical ones are “It's too expensive”, “We're happy with our current supplier” and “Just send me an email.” Sellers treat an objection as a question to answer, not as a final no.
Examples
The most common objection we hear is that the setup takes too long.
She listened to every objection calmly and answered them one by one.
Common phrases
handle an objection · overcome an objection · price objection · raise an objection · common objections
A question asked during a sales conversation to test how ready the customer is to buy, without asking for the final decision yet.
Where you use it
Taught in sales training. Typical trial closes are “How does that sound so far?” or “If we can deliver by June, would that work for you?” The answer shows whether to move on or to deal with an objection first.
Examples
Use a trial close after each key point to see how the buyer is reacting.
My trial close showed that they were still worried about the installation time.
Common phrases
use a trial close · trial close question · test with a trial close
Something a customer says or does that shows they are seriously thinking about buying, such as asking about delivery dates, prices or contract details.
Where you use it
Sellers learn to notice buying signals and move towards the close. Verbal signals include questions like “When could you start?”; non-verbal ones include nodding or picking up the product again. You spot, notice, miss or act on a buying signal.
Examples
When she asked if we could deliver before the holiday, that was a clear buying signal.
He kept talking after the customer showed every buying signal and almost lost the sale.
Common phrases
spot a buying signal · miss a buying signal · strong buying signal · verbal buying signals
To resist or argue against a price, idea, request or deadline, usually politely and as part of a discussion rather than as a final refusal.
Where you use it
Very common in business meetings. Customers push back on price; sellers push back on unreasonable discount requests. The noun is pushback (or push-back): “We got some pushback on the timeline.”
Examples
The buyer pushed back on the price, so we offered longer payment terms instead of a discount.
Don't be afraid to push back if a client asks for something you can't deliver.
Common phrases
push back on price · push back on a deadline · get pushback · strong pushback
To give official approval for something, such as a purchase, budget or contract, often by signing it, so that it can go ahead.
Where you use it
Used when a deal is waiting for approval from a senior person. Someone signs off on a deal or a budget; the noun is sign-off: “We're waiting for sign-off from the CFO.” In emails, sign off also means to end a message.
Examples
The operations director likes the proposal, but the CEO still has to sign off on it.
We got final sign-off on Friday, so the contract starts next month.
Common phrases
sign off on a deal · get sign-off · final sign-off · budget sign-off
The skill of listening to a customer's concerns and answering them in a way that removes doubts and keeps the sale moving.
Where you use it
A standard part of sales training and role-plays. Common steps are: listen, acknowledge, ask a question to understand, answer, then check. Companies often keep an objection handling guide with tested answers to common objections.
Examples
Our objection handling training focuses on price and competitor objections.
Good objection handling starts with asking why, not with defending the price.
A planned way of asking for the customer's decision at the end of a sale, such as offering a choice between two options or summarising the agreed points.
Where you use it
Taught in sales training under names such as the assumptive close (acting as if the customer has already decided), the alternative close (“Would you prefer delivery on Monday or Wednesday?”) and the summary close. Pushy techniques can damage trust.
Examples
My favourite closing technique is to summarise the benefits and then simply ask for the order.
Old-fashioned closing techniques can feel manipulative to experienced buyers.
Common phrases
use a closing technique · assumptive close · alternative close · summary close
In sales, a real reason for the customer to decide now rather than later, such as a price rise, a deadline or a problem that is getting worse.
Where you use it
Sellers talk about creating a sense of urgency. Honest urgency comes from the customer's own situation or from real offers with an end date. Fake urgency, such as invented deadlines, can damage trust and in some cases break consumer protection rules.
Examples
There's no urgency on their side: their current contract runs until next year.
The price increase in January created real urgency, and three clients signed in December.
Common phrases
create a sense of urgency · lack of urgency · real urgency · urgency to buy
A reduction in the normal price of a product or service, given for example to win a deal, reward a loyal customer or sell old stock.
Where you use it
Used in both B2B sales and retail. You give, offer, ask for or approve a discount; managers often limit how big a discount reps can give. It is also a verb: to discount a product.
Examples
I can offer you a 10 percent discount if you sign before the end of the month.
Any discount above 15 percent needs approval from the sales director.
Common phrases
offer a discount · ask for a discount · approve a discount · volume discount · staff discount
A written statement of how much a product or service will cost, given to a customer before they decide to buy; also called a quotation.
Where you use it
Used in B2B sales, trade and services. You prepare, send, request, revise or accept a quote. It usually lists prices, quantities, delivery time and how long the prices are valid. It is also a verb: we quoted them 12 euros per unit.
Examples
Could you send us a quote for 500 units with delivery to Ankara?
This quote is valid for 30 days.
Usage note
A quote is mainly about price. A proposal is longer and also explains the solution, timeline and terms.
Common phrases
send a quote · request a quote · revised quote · accept a quote · price quote
The official price of a product as shown in a price list or catalogue, before any discounts are applied.
Where you use it
Used in B2B pricing, quotes and negotiations. Discounts are usually described as a percentage off the list price. In retail, the similar idea is the recommended retail price (RRP) in the UK or MSRP in the US.
Examples
The list price is 1,200 euros, but most distributors pay about 20 percent less.
We never quote below list price without approval from the sales manager.
Common phrases
below list price · off the list price · full list price · price list
The difference between what a product sells for and what it costs, often shown as a percentage of the selling price.
Where you use it
Very common in sales, retail and pricing meetings. Products have high or low margins; discounts cut into or squeeze margin, so managers try to protect it. Gross margin is the margin before overhead costs such as rent and salaries.
Examples
Accessories have a much higher margin than phones, so suggest them at the till.
If we give them another 5 percent off, our margin on this deal will be almost zero.
Usage note
Margin is calculated on the selling price, markup on the cost. A 50% markup gives a margin of about 33%, so the two numbers are not the same.
To discuss the price, terms or conditions of a deal with the other side in order to reach an agreement that both can accept.
Where you use it
Used in sales, purchasing and contracts. You negotiate with someone, and you negotiate a price, a discount, a contract or payment terms. The noun is negotiation, and the people involved are negotiators. Something that cannot be changed is non-negotiable.
Examples
Their purchasing team wants to negotiate the payment terms, not the price.
We negotiated a three-year contract with a fixed price for the first year.
Common phrases
negotiate a price · negotiate terms · negotiate with a supplier · room to negotiate · non-negotiable
A formal written agreement between a seller and a buyer that sets out what will be supplied, at what price and under which conditions, and that both sides must follow.
Where you use it
Used at the end of B2B deals. You draft, send, review, sign or renew a contract, and the legal team often needs to review it first. A contract for a fixed period has a start date, an end date and renewal terms.
Examples
The contract is with their legal team, so we expect a signature next week.
Please check the delivery terms in the contract before you send it to the client.
Common phrases
sign a contract · draft a contract · contract terms · renew a contract · multi-year contract
Describing an agreement or situation that gives both sides something they want, so that neither side feels it has lost.
Where you use it
Very common in negotiation talk: a win-win deal, a win-win solution, a win-win situation. It is also used as a noun: “This is a win-win.” Some people see it as a business cliché, so it works best when the deal really helps both sides.
Examples
A longer contract at a lower monthly price is a win-win for both of us.
We're looking for a win-win solution, not just the lowest price.
In negotiation, the lowest price or worst terms you are willing to accept; more generally, a company's final profit, or the most important point.
Where you use it
Used in three related ways. In negotiation: “What's your bottom line?” In finance, a decision that helps the bottom line increases profit. In conversation: “The bottom line is we need a decision by Friday.”
Examples
Before the meeting, let's agree on our bottom line: we can't go below 9 euros per unit.
Cutting delivery costs went straight to the bottom line.
Common phrases
what's your bottom line · bottom-line price · impact on the bottom line · the bottom line is
Something one side gives up or agrees to during a negotiation, such as a lower price or an extra service, in order to reach a deal.
Where you use it
A key word in negotiation. You make, offer, ask for or win a concession. Experienced negotiators trade concessions rather than give them away: “If we lower the price, can you commit to two years?”
Examples
We made one concession on price, but in return they agreed to a three-year contract.
Don't offer a concession before the customer even asks for one.
Common phrases
make a concession · ask for a concession · trade concessions · price concession
A lower price per unit given to a customer who buys a large quantity, often in steps: the more they buy, the bigger the discount.
Where you use it
Used in B2B sales, wholesale and purchasing. Price lists often show volume discount tiers, for example 5% off for 100 units and 10% off for 500. Buyers ask for volume discounts; sellers use them to win bigger orders.
Examples
If you order 1,000 units, we can give you a 12 percent volume discount.
The volume discount only applies if all the stores order through one account.
Common phrases
offer a volume discount · volume discount tiers · bulk discount · qualify for a volume discount
The conditions agreed for paying an invoice, such as how many days the buyer has to pay, any deposit and any discount for early payment.
Where you use it
Common in B2B quotes, contracts and negotiations. Typical forms are “net 30” (pay within 30 days) or “50% upfront, 50% on delivery”. Buyers often ask for longer payment terms instead of a lower price.
Examples
Our standard payment terms are 30 days from the invoice date.
They accepted the price but asked for 90-day payment terms.
Common phrases
agree payment terms · standard payment terms · extend payment terms · net 30 payment terms
The amount added to the cost of a product to set its selling price, usually shown as a percentage of the cost.
Where you use it
Used in retail, wholesale and pricing. A product that costs 100 and sells for 150 has a 50% markup. You add, apply or calculate a markup, and a high-markup product earns more per unit. The verb is mark up.
Examples
Restaurants often put a markup of 200 percent or more on drinks.
With a 40 percent markup, an item that costs 50 lira sells for 70.
Usage note
Markup is based on the cost and margin on the selling price, so the same price gives two different percentages.
Common phrases
add a markup · high markup · markup percentage · mark up prices
Customer relationship management: software where a company records its contacts, leads, deals and conversations with customers in one place.
Where you use it
Used every day by sales teams. You log a call in the CRM, update a deal in the CRM or pull a report from it. Salesforce and HubSpot are well-known examples. Managers like to say “If it's not in the CRM, it didn't happen.”
Examples
Please log every client call in the CRM on the same day.
According to the CRM, we haven't spoken to this account in three months.
Common phrases
update the CRM · log a call in the CRM · CRM data · CRM system · CRM report
A person responsible for looking after a group of existing customers, keeping them happy and finding chances to sell them more.
Where you use it
A common job title in B2B companies, agencies and banks. Here an account is a customer company, not a bank account. Account managers often take over a client after a new-business seller has won it.
Examples
Your account manager will call you every quarter to review your order volumes.
After the contract was signed, the client was handed over to an account manager.
Usage note
In sales and agencies, an account is a client company: “our biggest account” means our biggest customer.
To persuade a customer to buy a more expensive version, an upgrade or a bigger package than the one they first planned to buy.
Where you use it
Used in retail, hotels, software and account management. You upsell a customer, or upsell someone to a premium plan. The noun is upsell or upselling. A good upsell gets the customer what they really need, not just a bigger bill.
Examples
She managed to upsell the customer to the larger model by showing how much more it could store.
Account managers are expected to upsell existing clients to the premium plan.
Usage note
Upsell means a better or bigger version of the same thing; cross-sell means a different, related product, such as a case with a phone.
Common phrases
upsell a customer · upsell opportunity · upsell to a premium plan · upselling techniques
To sell a customer a different but related product in addition to the one they are buying, such as a case with a new phone.
Where you use it
Used in retail, banking, insurance and account management. You cross-sell products to existing customers; the noun is cross-selling or a cross-sell. In shops, staff cross-sell with questions like “Do you need batteries for that?”
Examples
When a customer buys a laptop, we try to cross-sell a bag and antivirus software.
The bank uses its customer data to cross-sell insurance to mortgage clients.
Common phrases
cross-sell products · cross-selling opportunity · cross-sell to existing customers · cross-sell and upsell
One of a company's most important customers, usually because of the size of its orders or its strategic value, which gets special attention and a dedicated manager.
Where you use it
Used in FMCG, manufacturing and B2B services. Key account management (KAM) is the job of looking after these customers, done by a key account manager. Supermarket chains are typical key accounts for food producers.
Examples
Our five key accounts bring in nearly half of our annual revenue.
As a key account manager, she looks after the three biggest supermarket chains.
Common phrases
key account manager · key account management · manage a key account · key account plan
A company's ability to keep its existing customers buying over time, instead of losing them to competitors.
Where you use it
Used in account management, retail and subscription businesses. You improve or measure customer retention; the retention rate is the percentage of customers who stay. Keeping a customer usually costs less than winning a new one.
Examples
Customer retention went up after we started quarterly business reviews.
The loyalty card is part of our customer retention strategy.
The loss of customers who stop buying or cancel their subscription or contract during a period; also the rate at which this happens.
Where you use it
Common in software, telecoms and other subscription businesses. People talk about churn, the churn rate or reducing churn. It is also a verb: customers churn. Low churn means customers are staying.
Examples
Our monthly churn dropped to 2 percent after we improved onboarding.
Small businesses churn faster than large companies, so we watch them closely.
The act of extending a contract or subscription for another period when the current one ends, or the new contract itself.
Where you use it
Important in account management, insurance and software sales. You secure, negotiate, chase or lose a renewal; the renewal date is when the decision is due. Account managers usually start renewal talks months before that date.
Examples
Their renewal is due in March, so let's book a review meeting in January.
We secured the renewal with a two-year contract and a small price increase.
Common phrases
renewal date · contract renewal · secure a renewal · renewal rate · up for renewal
The total revenue or profit a company expects to earn from one customer over the whole time that customer keeps buying from it.
Where you use it
Often shortened to CLV, CLTV or LTV. Used to decide how much to spend on winning and keeping customers. Teams compare it with customer acquisition cost (CAC): a healthy business earns much more from a customer than it spends to win them.
Examples
Coffee subscribers have a high customer lifetime value because they keep ordering for years.
Improving retention by just 5 percent would raise our customer lifetime value significantly.
Common phrases
increase customer lifetime value · CLV · lifetime value to CAC ratio · high-value customers
To contact a customer or colleague briefly to see how things are going, without a big agenda, and to keep the relationship active.
Where you use it
Common in account management and emails. You check in with a client; the noun is a check-in, as in a quick check-in call. Phrases like “Just checking in to see how the new system is working” are polite openers.
Examples
I check in with my top clients every two weeks, even when there's nothing to sell.
Just checking in: did the samples arrive safely?
Usage note
This is different from checking in at a hotel or airport. In emails, “just checking in” with nothing new to say can sound like pressure.
Common phrases
check in with a client · quick check-in · check-in call · just checking in
The geographic area, group of customers or industry that a salesperson or team is responsible for.
Where you use it
Common in field sales, distribution and pharmaceuticals. You cover or manage a territory, or are assigned one. Companies plan territories so that workloads are fair and reps don't compete for the same customers. Often just called territory.
Examples
My sales territory covers the whole Aegean region, from Izmir to Denizli.
We split the Istanbul sales territory into two because there were too many accounts.
Common phrases
cover a territory · sales territory plan · territory manager · assign a territory
The business of selling goods in small quantities directly to the public, through shops, online stores or other channels, rather than to other businesses.
Where you use it
Used as a noun (work in retail) and very often as an adjective: retail store, retail price, retail chain, retail staff. The opposite is wholesale, which means selling large quantities to shops and other businesses.
Examples
I worked in retail for five years before moving into B2B sales.
The brand sells through its own retail stores and online.
Common phrases
work in retail · retail store · retail price · retail chain · retail sales
The place and moment where a customer pays for a purchase, such as a shop till or an online checkout, and the system used to record that payment.
Where you use it
Often shortened to POS. In retail, the POS system records sales, prints receipts and updates stock levels. Point-of-sale displays are small stands near the till that encourage last-minute buys.
Examples
The new point of sale system shows stock levels for every branch.
We put the gift cards at the point of sale, right next to the till.
Usage note
In Turkey, POS usually means the card payment machine. In English, POS is the whole checkout system; the machine itself is a card reader or card terminal.
Common phrases
point-of-sale system · POS terminal · point-of-sale display · POS data
A printed or digital record that shows what a customer bought, how much they paid and when, used as proof of purchase.
Where you use it
Used at every till. Staff ask “Would you like your receipt?” or “Do you need a receipt?” Customers usually need it to return or exchange an item. A gift receipt shows the item but not the price.
Examples
Could I see your receipt, please? Then I can process the return.
Would you like the receipt in the bag or sent by email?
Usage note
The p is silent: /rɪˈsiːt/. Do not confuse it with recipe (for cooking). A receipt is also not an invoice, the formal bill sent to businesses.
Common phrases
print a receipt · keep the receipt · gift receipt · email receipt · proof of purchase
Money paid back to a customer who returns a product or cancels a service, usually to the same card or in cash.
Where you use it
Used in shops, customer service and online selling. You ask for, give, issue or process a refund, and a customer can get a full or partial refund. It is also a verb: we can refund the difference. Staff may offer an exchange or store credit instead.
Examples
The customer asked for a refund because the zip broke after one day.
Refunds to a credit card can take up to ten working days.
Usage note
Return is what the customer does with the product; refund is the money that comes back. Stress: the noun is REfund, the verb reFUND.
Common phrases
ask for a refund · issue a refund · full refund · process a refund · refund policy
A person in a shop, supermarket or bank whose job is to take payments from customers and give them change and receipts.
Where you use it
A common retail job. In the UK, people also say checkout operator or till operator. Cashiers open and close the till, count the cash at the end of a shift and deal with refunds and exchanges.
Examples
We need two more cashiers on Saturdays because the queues get very long.
The cashier counted the cash and found the till was 20 lira short.
Common phrases
work as a cashier · head cashier · cashier desk · cashier shift
The place in a shop where customers pay for their goods, or the final payment step on a website.
Where you use it
Used in supermarkets, shops and e-commerce. Customers go to, queue at or pay at the checkout; self-checkouts let customers scan their own items. The verb is two words: check out.
Examples
There's a long queue at the checkout. Can you open another till?
Many customers leave the website at the checkout because of high shipping costs.
Usage note
The noun is one word (checkout); the verb is two (check out). In hotels, check out means leaving your room.
Common phrases
at the checkout · self-checkout · checkout queue · checkout process
The part of a shop where products are displayed and customers walk around and shop, as opposed to the stockroom or offices.
Where you use it
Used by retail staff and managers. Staff work on the sales floor, cover the floor or are needed on the floor. In the UK, shop floor is also common. Sales floor space is measured in square metres or, in the US, square feet.
Examples
During the sale, I need everyone on the sales floor, not in the stockroom.
The new store has 800 square metres of sales floor.
Common phrases
on the sales floor · cover the floor · sales floor space · shop floor
A scheme in which regular customers collect points, discounts or rewards when they shop, designed to make them come back.
Where you use it
Common in supermarkets, cafés, airlines and fashion retail. Staff ask “Do you have a loyalty card?” or “Would you like to join our loyalty program?” UK English spells it loyalty programme. Loyalty data also shows what customers buy.
Examples
Members of our loyalty program spend about 30 percent more per visit.
Would you like to join the loyalty program? You'll get 10 percent off today.
Common phrases
join a loyalty program · loyalty card · loyalty points · loyalty program members
A shop's rules about when and how customers can bring back products, for example within 30 days, with a receipt and in original condition.
Where you use it
Displayed at tills, printed on receipts and shown online. Staff explain the return policy and apply it. UK English often says returns policy. In many countries, consumer law also gives customers certain rights, whatever the shop's own policy says.
Examples
Our return policy allows exchanges within 30 days if the tags are still on.
Please check the return policy on the back of your receipt.
The machine or counter in a shop where payments are taken and money is kept; in US English, a cash register.
Where you use it
UK English, used daily in shops. You work on the till, open or close a till, and pay at the till. At the end of a shift, staff cash up the till, which means counting the money in it. The cash is kept in the till drawer.
Examples
Can you cover the till for ten minutes while I take my break?
The till was 50 lira over at the end of the day, so we counted it again.
Usage note
Till is mainly British; Americans say cash register or just register. Till is also a short, informal form of until.
Common phrases
work on the till · cash up the till · till receipt · till drawer · open another till
The person in charge of a shop, responsible for its staff, sales results, stock, customer service and daily running.
Where you use it
A key retail job title. The store manager usually reports to an area or regional manager and leads assistant managers and sales staff. UK English also uses shop manager. Customers ask to speak to the manager when there is a problem.
Examples
The store manager holds a short briefing every morning before the doors open.
After three years as a sales associate, he was promoted to store manager.
Common phrases
assistant store manager · area manager · report to the store manager · store manager role
A shop employee who helps customers on the sales floor, answers questions, finds products and sizes, and often works on the till as well.
Where you use it
A common US job title; UK shops say sales assistant, shop assistant or retail assistant. Many fashion brands use their own titles, such as style advisor. Sales associates are often measured on sales per hour and average transaction value.
Examples
A sales associate helped me find the right size and even checked another store for me.
We're hiring part-time sales associates for the New Year season.
The number of people who enter a shop or a shopping area during a given period.
Where you use it
Mainly UK English; US English says foot traffic or store traffic. Footfall is measured with door counters and is used with conversion rate to judge store performance. You increase, drive, track or lose footfall.
Examples
Footfall dropped by 15 percent when the road outside was closed.
The shopping centre's footfall is highest on Saturday afternoons.
A customer who comes into a shop, salon, showroom or hotel without an appointment or booking, often just to look around.
Where you use it
Used in retail, car showrooms, hair salons and hotels. Walk-ins are different from customers who book ahead or come through a referral. It is also an adjective: walk-in customers, walk-in traffic. A sign saying “Walk-ins welcome” means no appointment is needed.
Examples
Most of our car sales come from walk-ins on Saturday mornings.
Greet every walk-in within the first minute, even if you are busy.
A person paid by a company to visit a shop as an ordinary customer and report on the service, staff behaviour and store standards.
Where you use it
Common in retail chains, banks, restaurants and car dealers. Mystery shoppers follow a checklist, for example whether staff greeted them, offered help and mentioned the loyalty program. The practice is called mystery shopping, and results often affect store bonuses.
Examples
We scored 92 percent in last month's mystery shopper visit.
The mystery shopper noted that nobody offered to check the stockroom for her size.
Not available to buy at the moment because the shop or warehouse has none left.
Where you use it
Said to customers in shops and shown on websites. Something is, goes or runs out of stock; the opposite is in stock. A situation where an item has run out is a stockout. A polite way to tell a customer: “I'm afraid that size is out of stock at the moment.”
Examples
I'm sorry, the black one is out of stock, but we can order it for you.
Popular sizes go out of stock in the first week of the sale.
Common phrases
go out of stock · currently out of stock · out-of-stock items · back in stock
The planning and display of products in a shop, including what to sell, how much to stock, where to place it and how to price it, so that customers buy more.
Where you use it
Used in retail and FMCG. Merchandisers set up shelves and displays, often following a planogram. In fashion and large chains, merchandising also covers buying and stock planning. The person who does it is a merchandiser.
Examples
Better merchandising at the entrance increased sales of the new range by 15 percent.
Our merchandising team visits every supermarket twice a week to check the shelves.
All the goods a business has in stock and available to sell, or a detailed list of them.
Where you use it
More common in US English; UK retail often says stock. You manage, track, count or reduce inventory. Inventory levels, inventory turnover and inventory management are key retail ideas. Too much inventory ties up cash; too little leads to stockouts.
Examples
We need to reduce inventory before the new collection arrives.
The system updates inventory every time an item is scanned at the till.
To fill shelves or a shop again with new supplies of goods that have been sold, or to order more of a product.
Where you use it
Used daily in shops and warehouses. You restock the shelves, a product or a store; staff often restock early in the morning or after closing. The noun is restocking. Replenish is a more formal word with a similar meaning.
Examples
Can you restock the water shelf before the lunchtime rush?
That jacket sold out on Friday and won't be restocked until next month.
Common phrases
restock the shelves · restock a product · restocking schedule · restock overnight
A permanent reduction in the selling price of an item, usually to sell slow-moving or end-of-season stock.
Where you use it
Used by retail buyers, merchandisers and store managers. You take or apply a markdown, and goods are marked down by a percentage. Markdowns reduce margin, so they are planned carefully. The verb is mark down.
Examples
We'll take the first markdown on winter coats in mid-January.
The markdown on swimwear is now 40 percent, and it's selling fast.
Usage note
A markdown lowers the price; a markup is the amount added to the cost to set the price. They are easy to mix up.
Common phrases
take a markdown · end-of-season markdown · markdown price · mark down prices
The difference between the stock a shop should have according to its records and what it actually has, caused by theft, damage, mistakes or fraud.
Where you use it
A standard retail term, often shortened to shrink in US English. It is usually measured as a percentage of sales and found during stocktakes. Retailers reduce shrinkage with security tags, CCTV and better stock processes.
Examples
Shrinkage in the cosmetics area was over 3 percent, so we moved the expensive items behind the counter.
The stocktake showed shrinkage of 1.2 percent, mostly from damaged goods.
Stock keeping unit: a unique code a retailer gives to each version of a product, so that each size, colour or pack type can be tracked separately.
Where you use it
Used in stock systems, buying and merchandising. A blue T-shirt in five sizes is five SKUs. People say it letter by letter or as one word, “skew”. Retailers talk about the number of SKUs in a range, or reducing SKUs to simplify stock.
Examples
This shoe comes in eight sizes and three colours, so that's 24 SKUs.
Scan the SKU on the label to check stock in other stores.
Usage note
An SKU is the retailer's own internal code. The barcode number printed by the manufacturer (EAN or UPC) is a different thing.
Common phrases
SKU number · number of SKUs · SKU level · reduce SKUs
A diagram that shows exactly where each product should be placed on a shelf or display, including how many items face the customer.
Where you use it
Used in supermarkets, pharmacies and chain stores. Head office or suppliers send planograms; store staff set up shelves to the planogram and check compliance. Products are given facings, meaning the number of units visible at the front.
Examples
Please set up the snacks aisle according to the new planogram before Monday.
The supplier checks planogram compliance in every store each month.
Common phrases
follow the planogram · planogram compliance · new planogram · set to planogram
The design of how products and the inside of a shop look, including windows, displays, lighting and layout, to attract customers and make them buy.
Where you use it
Common in fashion, cosmetics and department stores, often shortened to VM. Visual merchandisers set up mannequins, window displays and seasonal themes, often following guidelines from head office.
Examples
The visual merchandising team changes the windows and the front tables every two weeks.
Good visual merchandising tells a story, so customers can picture the whole outfit.
Common phrases
visual merchandising team · visual merchandising guidelines · VM standards · visual merchandiser
An arrangement of products and decorations in a shop window, designed to catch the attention of people passing by and bring them inside.
Where you use it
Used in retail, especially in fashion and department stores. You create, change, set up or dress a window display; in some cities, special windows for New Year and the sales attract a lot of attention. Also called simply the window.
Examples
We changed the window display to the new spring colours, and footfall went up the same week.
The window display has to be finished before the shopping centre opens at ten.
Common phrases
change the window display · seasonal window display · dress a window · window display design
A room at the back of a shop where extra goods are kept until they are needed on the sales floor.
Where you use it
Used every day by shop staff. You check the stockroom, go to the stockroom or bring something out from it. A typical line to a customer: “Let me check in the stockroom for your size.” Also called the back room or stock room.
Examples
Let me check the stockroom; we might have a size 38 in the back.
The new delivery is still in the stockroom, so the shelves look empty.
Common phrases
check the stockroom · in the stockroom · stockroom staff · organise the stockroom
A full count of all the goods a shop or warehouse has, done to check that the real stock matches the records.
Where you use it
UK English; in the US people usually say inventory count or physical inventory. Stores do a full stocktake once or twice a year, often at night or before opening, and smaller cycle counts more often. Any differences are recorded as shrinkage.
Examples
The store will close early on Sunday for the annual stocktake.
After the stocktake, we found 40 more units than the system showed.
Common phrases
do a stocktake · annual stocktake · stocktake results · inventory count
A small label attached to a product or shelf that shows how much it costs, often together with a barcode and product code.
Where you use it
Used in shops every day. Staff put on, change or check price tags, especially during sales. Figuratively, price tag means the total cost of something: “The new system comes with a 2 million price tag.” Shelf labels are also called shelf-edge labels in the UK.
Examples
The price tag says 899, but the till shows 999. Can you check it?
Please change all the price tags in the shoe section before the sale starts.
Common phrases
change the price tags · the price tag says · hefty price tag · price tag gun
The amount of sales, in money or units, that a person, team or store is expected to reach in a given period.
Where you use it
Used in sales meetings, performance reviews and daily briefings in shops. You set, reach, hit, meet, miss or exceed a sales target. Targets can be daily, monthly, quarterly or yearly.
Examples
Our sales target for December is 25 percent higher than last year.
The store missed its sales target on Saturday because of the rain.
Common phrases
set a sales target · meet a sales target · exceed a sales target · monthly sales target · miss a target
A fixed sales target given to a salesperson or team for a period, often used to calculate commission and judge performance.
Where you use it
Common in B2B and software sales, especially in US companies. You carry, hit, make or miss quota; people often drop the article and say “I hit quota.” Percent of quota (for example 110%) shows how well someone performed.
Examples
Only six of the ten reps hit quota last quarter.
My annual quota is 800,000 dollars in new business.
Usage note
In Turkish, kota often means an upper limit you must not pass. In sales English, a quota is a minimum you are expected to reach.
Common phrases
hit quota · miss quota · carry a quota · quota attainment · annual quota
Money paid to a salesperson based on the sales they make, usually a percentage of the value of each sale or of total revenue.
Where you use it
Used in job ads, contracts and pay discussions. You earn, get or pay commission; you work on commission or on a commission basis. A commission structure or plan explains the rates and rules. A commission-only job has no fixed salary.
Examples
Reps earn 8 percent commission on every new contract.
The job pays a low base salary, but commission can double your income.
Common phrases
earn commission · commission rate · work on commission · commission plan · commission-only
The percentage of people who take a desired next step, such as store visitors who buy something or leads who become customers.
Where you use it
Used in both retail and B2B sales reports. In a shop, conversion rate is usually the number of sales transactions divided by the number of visitors. In B2B, it is measured between stages of the pipeline. You track, measure, improve or boost it.
Examples
Footfall was high on Saturday, but the store's conversion rate was only 12 percent.
Our conversion rate from demo to contract went up after we simplified the pricing.
Common phrases
improve the conversion rate · low conversion rate · lead-to-customer conversion rate · store conversion rate
Key performance indicator: a number that shows how well a person, team or store is doing against an important goal, such as daily sales or conversion rate.
Where you use it
Used in reports, dashboards and performance reviews. You set, track, measure, hit or miss KPIs. Typical sales KPIs are calls made, meetings booked, revenue, win rate and average deal size; retail KPIs include footfall, conversion rate and average transaction value.
Examples
Our main KPI this quarter is the number of new accounts, not total revenue.
Store managers review their KPIs with the area manager every Monday.
Common phrases
set KPIs · track KPIs · hit a KPI · sales KPIs · KPI dashboard
The average amount a customer spends in one purchase, calculated by dividing total sales by the number of transactions.
Where you use it
A key retail number, often shortened to ATV; online it is usually called average order value (AOV). Stores raise it through upselling, cross-selling and offers like “buy two, get the third free”. Also called average basket size or average sale.
Examples
Our average transaction value went up from 310 to 360 lira after we trained staff to suggest accessories.
Footfall is down, but average transaction value is higher than last year.
Common phrases
increase average transaction value · ATV · average order value · average basket size
The percentage of sales opportunities that end in a won deal, out of all the opportunities closed as won or lost in a period.
Where you use it
A common B2B sales metric, also called close rate. Managers compare win rates between reps, products and competitors. A win rate of 25% means one in four opportunities becomes a customer.
Examples
Our win rate against the main competitor is only 30 percent.
Since she started doing proper discovery calls, her win rate has doubled.
Common phrases
improve the win rate · win rate by rep · win rate against a competitor · close rate
The total pay a salesperson can expect in a year if they reach 100 percent of their target, made up of base salary plus commission or bonus.
Where you use it
Usually shortened to OTE and very common in sales job ads, especially in the UK and US: “£40,000 base, £70,000 OTE.” The split between base and commission, such as 60/40, is called the pay mix. People who beat their target can earn more than OTE.
Examples
The role offers a base salary of 50,000 dollars and on-target earnings of 90,000.
Only half of the team reached their on-target earnings last year.
Common phrases
OTE · base and OTE · realistic OTE · uncapped commission
An estimate of how much a person, team or company will sell in a coming period, based on the pipeline, past results and market conditions.
Where you use it
Used in weekly sales meetings and management reports. You prepare, submit, update or miss a forecast. Reps often sort deals into categories such as commit (very likely), best case and pipeline. It is often just called the forecast.
Examples
My sales forecast for this quarter is 420,000, but two big deals are still uncertain.
Head office uses the sales forecast to plan production for the next three months.
Common phrases
submit a forecast · forecast accuracy · commit forecast · miss the forecast · quarterly forecast
To reach the sales amount or result that you were expected to achieve in a given period.
Where you use it
Everyday sales English. You hit, reach, meet or make your target; the opposite is to miss your target. Going beyond it is to exceed or, informally, smash your target. People also say hit your numbers.
Examples
If we hit our target this month, the whole team gets a bonus.
She has hit her sales target every quarter for two years.
Common phrases
hit a sales target · hit quota · hit your numbers · miss a target · exceed a target
Ten questions from this glossary. Pick the right meaning for each term and see your score.
How to learn sales & retail vocabulary
Learn the stages of a sale in order: lead, qualified prospect, discovery call, demo, proposal, negotiation, close. Pipeline reports and CRM screens follow the same order, so the words stick faster.
Collect the verbs that go with each term: generate leads, qualify a prospect, handle an objection, close a deal, hit a target. Sales English is built on these short, active combinations.
Read real sales texts in English, such as product one-pagers, case studies, proposals and job ads for sales roles, and note how they describe benefits rather than features.
Practise the phone and meeting phrases out loud, for example “Is now a good time to talk?” or “What would stop you from moving forward today?” Short, polite questions matter more than long sentences.
If you work in a shop, learn the UK and US pairs together: till and register, footfall and foot traffic, stocktake and inventory count. International brands use both.
Frequently asked questions
What is the difference between a lead and a prospect?
A lead is any person or company that might become a customer, for example someone who filled in a form or was found on a list. A prospect is a lead that has been checked and fits: they have a real need, a budget and the authority to buy. Many companies use the words loosely, but in pipeline reports the difference matters.
Is commission the same as a bonus?
Not exactly. Commission is usually a percentage of each sale or of the revenue you bring in, so it grows with every deal. A bonus is normally a fixed amount paid when you reach a target or at the end of a period. Many sales jobs combine a base salary, commission and sometimes a bonus.
Do Turkish sales teams use the English words?
Often, yes. In B2B and technology sales, words like lead, pipeline, deal, forecast, demo and CRM are used as they are inside Turkish sentences. Retail staff more often use Turkish words such as kasa, reyon, sayım and fiş. Knowing both versions helps you follow internal meetings and talk to foreign managers or suppliers.
What does it mean to close a sale?
To close a sale means to get the customer's final agreement to buy, such as a signed contract, a purchase order or a payment. In English, close is positive here: it means the deal is won, not that it has ended badly. A deal that ends without a sale is usually called lost.
