| Farmer |
| A slang term in sales referring to a salesperson whose primary job is to maintain and grow business with existing customers, versus acquiring new customers. |
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| Feature |
| A characteristic of your product or service. The distinct parts of your product or service that can be described. Salespeople often believe features sell products, but it is the benefit of a feature that is more attributable for the sale. |
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| Financial Acumen |
| The ability to understand the financial implications of recommendations. Sales professionals with high financial acumen are able to analyze and justify the financial benefits of recommendations clearly and succinctly. |
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| Fit |
| Fit refers to the degree which your product, service, solution, organization matches customer requirements. It is useful to consider Fit in 5 dimensions: Product Fit, Technical Fit, Solution Fit, Financial Fit, and Business Fit. Salespeople who organize their thinking and are able to align their solution to as many of these dimensions as possible elevate the probability of the sale. |
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| Focus Coaching |
| A coaching methodology where a manager meets one-on-one with an employee on a periodic basis to review performance and to coach and discuss areas of mutual interest. This process, when implemented effectively, can significantly enhance the quality of the relationship between a manager and an employee. |
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| Focus Group |
| A small group selected to participate in open discussions on a topic, in order to solicit the participants' opinion about that topic or area. Used by salespeople and marketing research to gain insight on an issue from a wider variety of people, typically before making important decisions. |
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| Follow-the-Money |
| Sales slang referring to understanding clearly the level of money required, and who will make the economic decision to buy. |
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| Forecast |
| A salesperson or a sales manager's prediction of sales results as a result of analyzing where opportunities are in the sales cycle. |
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| Funnel |
| See Sales Funnel. |
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