Verkaufsfachmann/Verkaufsfachfrau BP flashcards
Verkaufsfachmann/Verkaufsfachfrau BP · Build recall with a focused review session.
24 cards. Read the term and the definition here. The deck at the top of this page is optional.
- Marktpotenzial
- A conditional estimate of possible market demand under stated assumptions, distinct from actual realized market sales or one company’s revenue.
- Gegenstromverfahren
- A planning approach that reconciles strategic top-down objectives with operational bottom-up information rather than treating either direction as sufficient alone.
- Kapazitätsplanung
- Comparison of required sales work with available people and time using explicit assumptions about visits, travel, absence and other commitments.
- Positionierung
- A defined intended customer benefit and competitive relationship that guides coherent sales and marketing decisions beyond the wording of a slogan.
- Bedarfsanalyse
- Structured exploration of the customer’s situation, goals, constraints and decision context before proposing a suitable product or commercial arrangement.
- Offene Frage
- A question allowing a more detailed response, useful for discovering needs while still requiring relevant follow-up and careful listening.
- Nutzenargumentation
- Connecting product characteristics and advantages with relevant customer outcomes rather than presenting a list of features without contextual value.
- Einwandklärung
- Understanding the meaning and basis of a customer’s concern before responding, rather than automatically offering a discount or dismissing the objection.
- Buying Center
- The set of relevant purchasing participants and roles whose different needs, influence and decision processes should inform account work.
- Share of Wallet
- The supplier’s share of a customer’s defined relevant purchasing volume, requiring a consistent scope and denominator rather than total unrelated spending.
- Cross-Selling
- Offering relevant complementary products or services, distinguished from an upgrade of the same product and dependent on genuine customer fit.
- Account-Entwicklungsplan
- A coordinated account plan linking customer understanding, priorities, commercial goals, responsibilities, relationships and follow-up rather than revenue aspiration alone.
- Omnichannel
- Coordinated customer transitions and information across relevant channels, not simply the existence of multiple disconnected contact or selling routes.
- CRM-Datenqualität
- The accuracy, relevance, currency and consistent interpretation of customer records needed for coordinated follow-up and useful analysis of relationships.
- Lead-Übergabe
- The defined transfer of a prospect with relevant qualification, permission, history, ownership and next steps between marketing and sales functions.
- Kanalkonflikt
- Tension between selling routes or partners caused by inconsistent roles, economics or promises, requiring coherent governance and applicable legal review.
- Deckungsbeitrag
- Revenue less the variable costs specified by the relevant model, with additional levels requiring clear definitions rather than assumed universal cost allocation.
- Abschlussquote
- The share of defined opportunities or proposals that become orders, interpreted using the stated population, period and denominator consistently.
- Kundenabwanderungsquote
- A measure of lost customers relative to the defined relevant starting population, distinguished from net growth after adding newly acquired customers.
- Attribution
- Assignment of an observed outcome to recorded contacts under a chosen rule, which does not alone establish causal incremental sales or profit.
- AGB-Einbezug
- The issue of whether standard terms have appropriately become part of a contract, distinct from merely printing them on a later document.
- Opt-in und Kunden-Ausnahme
- The distinction between prior advertising permission and a specifically applicable existing-customer exception, which cannot be inferred solely from account registration.
- Preiswahrheit
- Accurate, nonmisleading price communication with a valid comparison basis, rather than inventing a prior price or hiding relevant conditions.
- Mängelanzeige
- Notification of a relevant defect under the applicable framework, requiring attention to the actual contract, type of goods and current rules.