Vertriebslexikon / Verkaufslexikon
Das Vertriebslexikon bzw. Verkaufslexikon dient als Unterstützung und Orientierungshilfe bei der Recherche zu Projekten aus Vertrieb und Verkauf. Klare Definitionen unterstützen einen effizienten Arbeitsprozess im Zuge der Erstellung von Verkaufsstrategien und Vertriebskonzepten. Darüber hinaus hilft das Vertriebslexikon (Verkaufslexikon) Missverständnisse und Verwechslungen zu vermieden, was letztendlich wiederum der Arbeitseffizienz zu Gute kommt. Viel Spaß beim lesen!
Absatz
Absatz wird im wirtschaftlichen Kontext nicht immer einheitlich verwendet. Einerseits wird Absatz als Synonym für "Umsatz", also dem Produkt aus Preis und verkaufter Menge, verwendet. Andererseits wird Absatz häufig als Überbegriff für den Verkaufsprozess oder für Leistungen daraus gebraucht. Auch der Vertrieb, wird oftmals in seiner Gesamtheit als Absatz bezeichnet. Ebenso kann mit Absatz auch der konkrete Verkauf eines Produktes, also der Abschluss eines (Ver-)Kaufvertrages oder die sonstige Verwertung (z.B. Miete, Pacht) eines Produktes gemeint sein.
Absatzpotenzial
Marktpotenzial
Während das Absatzpotenzial die maximal absetzbare Menge für ein Unternehmen (oder ein Produkt) darstellt, beschreibt das Marktpotenzial die maximale Aufnahmefähigkeit eines gesamten Marktes. Ein Unternehmen kann sein Absatzpotenzial für sein gesamtes Angebot oder für einzelne Produkte ermitteln. Dabei werden optimale Produktions- und Vermarktungsverhältnisse angenommen, soweit diese im Rahmen der eigenen Beeinflussbarkeit liegen.
Absatzwege
Vertriebswege
Absatzkanäle
Vertriebskanäle
Der Absatzweg ist der Weg, den Produkte von Ihrer Herstellung bis hin zu ihrer Verwendung durchlaufen. Dabei kann man grundsätzlich zwischen einem direktem und einem indirektem Absatzweg unterscheiden. Beim direkten Absatz wird das Produkt durch den Kunden direkt vom Hersteller bezogen. Das heißt, der Hersteller betreibt auch den gesamten Vermarktungs- und Verkaufsprozess. Indirekter Absatz beinhaltet die Zwischenschaltung eines Zwischenhändlers. Beispielsweise ein Fach- oder Großhändler. Somit erfolgt der letztendliche Verkauf an den Kunden nicht (nur) durch den Hersteller, sondern (auch) durch einen, auf den Verkauf der entsprechenden Produkte spezialisierten, Händler. Unternehmen können auch eine Mischform aus direkten und indirekten Absatzwegen wählen, wobei sowohl selbst direkt, als auch über einen Händler verkauft wird.
Abschluss
Verkaufsabschluss
Geschäftsabschluss
Der Abschluss im Verkaufskontext bezeichnet einen rechtlichen Akt, der aus (mindestens) zwei übereinstimmenden Willenserklärungen - nämlich Angebot und Annahme - besteht. Mit Abschluss kann das Zustandekommen eines Kaufs, eines Vertrages oder einer sonstigen geschäftlichen Vereinbarung gemeint werden.
Abschlussquote
Abschlussrate
Die Abschlussquote ist eine Kennzahl aus dem Verkauf und beschreibt die Effizienz eines Verkäufers oder eines Verkaufsprozesses. Dabei wird stets der betriebene Vermarktungsaufwand in Relation zum daraus resultierenden Ertrag gestellt. Beispielsweise wird häufig das Verhältnis von unterbreiteten Angeboten zu tatsächlichen Verkaufsabschlüssen als Kennzahl im Verkauf herangezogen. Bei der Berechnung der Abschlussquote kann man auf unterschiedliche Vergleichswerte zurückgreifen, je nachdem, welchen Aspekt des Verkaufsprozesses man untersuchen möchte. So kann die tatsächlich erzielte Verkaufsmenge beispielsweise mit der Anzahl unterbreiteter Angebote oder der Anzahl an Kundenkontakten verglichen werden. Man kann aber beispielsweise auch den durchschnittlich notwendigen Zeit- und Ressourcenaufwand pro verkaufter Einheit errechnen.
Abschlusssignale
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Abschlusstechnik
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80/20-Regel
Pareto-Prinzip
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After-Sales
Nachbetreuung
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Akquise
Kundenakquisition
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Angebot
Angebotserstellung
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Auftrag
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Ausschreibung
Competitive Bidding
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B2B
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B2C
Verbrauchergeschäft
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Beratungsverkauf
Verkaufsberatung
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Business-Development
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Buying-Center
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Businessplan
Geschäftsplan
Unternehmensplan
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Coaching
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Cross-Selling
Up-Selling
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CRM
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Deckungsbeitrag
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direkter Vertrieb
Direktvertrieb
Direktverkauf
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Distribution
Distributionspolitik
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E-Commerce
Onlineverkauf
Onlinevertrieb
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Einkauf
strategischer Einkauf
Zentraleinkauf
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einstufiger Vertrieb
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Eisberg-Modell
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Einwand
Vorwand
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Einwandbehandlung
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Elevator Pitch
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ERP-System
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Feldtraining
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Fragetechnik
Fragestellung
Fragearten
Frageformen
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Forecast
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Handelsspanne
Aufschlag
Marge
Margin
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Hard-Selling
Power-Selling
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Harvard Konzept
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Hunter-Farmer-Modell
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inbound
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indirekter Vertrieb
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Investitionsgüter
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Jahresgespräch
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Kaltakquise
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Key-Account
Schlüsselkunde
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Key-Account-Manager
KAM
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Lead
Qualified Lead
Suspect
Prospect
Oppurtunity
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Marketing
Marketing Mix
Vermarktung
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mehrstufiger Vertrieb
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Nutzen
Kundennutzen
Kundenbedürfnis
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Nutzen
Kundennutzen
Kundenbedürfnis
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Persona
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Positionierung
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Preisgestaltung
Preispolitik
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Presales
Pre-Sales
Verkaufsanbahnung
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Rabatt
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Sales Manager
Verkaufsleiter
Vertriebsleiter
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soft selling
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Telefonakquise
Telefonmarketing
Telefonverkauf
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Umsatz
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Umsatzsteigerung
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Up-Selling
Cross-Selling
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USP
Unique Selling Proposition
Alleinstellungsmerkmal
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Verkauf
Vertrieb
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Verkaufspräsentation
Verkaufsgespräch
Unternehmens-präsentation
Produktpräsentation
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Verkaufstrichter
Verkaufsfilter
Sales-Funnel
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Vertrieb
Verkauf
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Vertriebs-Außendienst
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Vertriebscontrolling
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Vertriebs-Innendienst
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Vertriebskennzahlen
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Vertriebsmethoden
Verkaufsmethoden
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Vertriebsplanung
Forecast
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Vertriebsprozess
Vertriebsphasen Verkaufsphasen
Verkaufsleiter
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Vertriebspsychologie
Verkaufspsychologie
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Vertriebsrhetorik
Verkaufsrhetorik
Verkaufsargumentation
Verkaufskommunikation
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Vertriebsstrategie
Verkaufsstrategie
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Warmakquise
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Zielgruppe
Zielkunde
Zielklientel
Target Customer
Target Account
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Zielvereinbarung
Zielformulierung
Forecast
Target
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