| E-Business |
| The term used to refer to conducting business via the internet. |
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| Economic Benefit |
| The financial value of your product or service. This is tied closely to the term ROI, or Return on Investment. |
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| Economic Buyer |
| The person who is responsible for making the decision to commit or not to commit funds. |
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| Educate |
| The methodology used in selling to suggest and shape solutions, and solicit feedback based on the ideas being discussed. |
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| Elevator Speech |
| Sales slang for a short, 30-second overview of who your company is, what it does, and what you do, with the intent of gaining an individual's interest to learn more and seek further discussion. |
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| ELMO |
| Acronym - Enough, Let's Move On! |
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| Empathy |
| The ability to communicate and understand someone else's situation and feelings. By being able to align with a customer with empathy, a sales professional communicates understanding and builds trust in the relationship. |
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| Encourage |
| One of a sales coach's most important skills, used to highlight and anchor positive performance. The best coaches are masters in the use of this skill with their sales teams. |
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| Engage |
| The process of winning over, attracting, and highly involving the customer. In more consultative roles, it can also mean the process of being secured to perform a pre-defined service. |
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| EQ |
| Acronym - Emotional Quotient. EQ refers to one's ability to assess and monitor their emotions and behaviors, and to interact effectively with others. In sales, the capacity of a sales professional to direct emotional energy effectively can lead to improved sales. |
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| Executive Summary |
| Often considered the first page or first several pages in a major proposal, summarizing the key issues, solution and value a customer will receive by implementing the recommendation. Targeted for senior executives who may want to receive a high-level overview of the proposed solution prior to reading the complete recommendation and its rationale. |
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| Explore |
| The primary selling methodology of effective selling. A salesperson's ability to investigate systematically, explore every possibility, and probe for needs, problems, and opportunities lies at the heart of effective selling. |
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| Eyes of the Customer |
| A common term in sales referring to the outlook a sales professional must take to advance the sales process. By seeing everything "through the customer's eyes", a sales professional gains perspective on how to position solutions to help the customer's business. |
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