Have you ever had the feeling that you could no longer follow a conversation well because of unknown technical terms? Unintelligible technical terms obstruct the flow of information and represent a hurdle in communication within the company and in contact with customers.
Terms that are taken for granted in a technical environment, for example, are not necessarily so in business management - and vice versa. With a common glossary we would like to contribute to a better understanding. This glossary is currently under construction and will be available to you starting in the new year.
In order to be able to represent as many terms as possible, we ask for your assistance. Please feel free to send us further suggestions from your day-to-day sales work, which we should include.
*Glossary - Terms used in this Newsletter*
(order after publication in the newsletter)
The customer managers are assigned to central or decentral organizational units and may work across companies.
An A-customer is a high-revenue customer with whom TNS generates sales of >50k€ per annum and may have additional sales potential. A-customers are automatically referred to as key customers.
Customer responsibility means taking sole responsibility for customer-related incoming orders and defining and implementing measures aimed at establishing and expanding long-term customer relationships with the aim of generating and securing profit-oriented sales. This responsibility lies primarily with the customer-responsibles in the divisions or regions of TNS; exceptions are permitted. The allocation of customers is based on the criteria of the head office (if applicable, the head office of the subsidiary, see 5.2.1) and the existing competence to assume this responsibility.
Cross-selling uses existing customer relationships to offer and sell additional services. The aim of cross-selling is to use a customer-specific sales strategy to place as many services as possible with the individual customer. Customers are often willing to take other services from a supplier they know, and at the same time acquiring new customers is also much more time-consuming for companies. Cross-selling implies that the sales people have well analysed and understood the customers' needs so that they can be served with appropriate services.
Customer Relationship Management, CRM for short, is a targeted process for building and maintaining customer relationships. The quality of the relationship between the company and potential, current and former buyers is crucial to the success of a company.
Tender Management is a strategic instrument that describes the process of searching, initial assessment, evaluation and internal forwarding of tenders. The goal is the generation of orders.
A tender coordinator is an employee responsible for tender management.