The Dictionary of Selling Terminology

The Dictionary of Selling Terminology (DST or Dictionary) provides a comprehensive reference list of terminology and definitions used by sellers and buyers worldwide. Its goal is to establish a standardized and universal language to mitigate confusion and ambiguity caused by differing definitions in the selling and buying process. Standardized terminology provides a common language, classification, and taxonomy based on consistent use of correct terms. This clarity resolves potential misunderstandings that arise from multiple interpretations or translations of terms. The language of selling is not uniform. Each sales organization—whether for-profit or non-profit—has its unique terminology shaped by factors such as culture, industry, market sector, channels, competitors, and geography. To standardize sales language, sellers must understand their products from the buyer’s perspective. Sales professionals and support roles must learn how prospective buyers and customers communicate—how