| Make a Concession |
| In sales negotiation, the process of yielding on a negotiating point, usually a request or a specific term or condition. Typically used by either party in a negotiation to enable making forward progress. |
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| Manufacturer's Rep |
| An independent salesperson that "represents" your organization. Typically, manufacturer's rep organizations represent multiple product lines of non-competing products. |
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| Margin |
| The difference between the cost of a product and its selling price. Sometimes, margin is expressed as a %, other times as a unit of measure, e.g. $$ per unit. |
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| Market Penetration |
| Your ability to enter and gain share in a specified market, generally measured in percentage terms. |
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| Market Share |
| Your organization's portion of the total market, typically expressed as a percentage. Precise market share statistics are difficult to obtain in many industries, although internal marketing organizations do their best to measure this important characteristic. |
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| Marketing |
| The process followed by organizations to satisfy the needs, wants, and demands of their customers through the application and promotion of products and services that satisfy those customer requirements. |
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| Marketing Encyclopedia |
| A repository of marketing materials, presentations and the like, easily accessible for use by all salespeople. Marketing encyclopedias typically reside in an organization's intranet. |
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| Marketing Mix |
| In marketing, this refers to the set of tools an organization uses to appeal to a certain market segment. The "4Ps" of the marketing mix are Products, Price, Promotion, and Place. |
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| Markup |
| The amount added to the cost price of a product or service to determine its selling price. |
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| Maximum |
| In sales compensation, this refers to the maximum a salesperson can earn in a given period. |
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| Merchandising |
| The promotion of products and services through the use of collateral, retail placement, coupons, or other forms of advertising. |
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| Metrics |
| The measures used in a sales organization to track progress and to assess momentum towards a sale. |
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| Milestones / Key Events |
| The observable key events that occur in the sales process that reflect that you are advancing a sale. |
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| Mission Statement |
| An organization's purpose for being. Mission statements typically communicate what an organization values. Superior salespeople learn what their customer's mission statements are, and align their services to how they can advance the organization's mission. |
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| Misunderstanding |
| An attitude expressed by a customer about something that is believed to be true, when in effect, it is not true. The salesperson's objective, therefore, is to simply clear up the misunderstanding. |
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| Mix |
| In sales compensation, mix refers to the various elements of the compensation plan, often expressed as percentages of the targeted total compensation. |
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| Mystery Shopper |
| A technique used by organizations to pose as a legitimate customer in order to grade service providers on the experience they provide. For some industries, namely retail, these evaluations, conducted by independent organizations, provide a close approximation of the true customer experience, and can be used to fine tune training methods for the front-line staff. |
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