| Target Account |
| An account a salesperson or the sales organization has selected to focus effort and resources on. Typically salespeople select Target Accounts based on establishing criteria that suggest the account represents a viable opportunity or potential for your product or service. |
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| Target Market |
| The set of customers or organizations that you deem most viable for your product or service. |
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| Target Performance |
| In sales compensation, the term used to describe an attainable performance goal around which to prepare compensation plans. |
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| Target Salary / Incentive Mix |
| In sales compensation, the mix of salary and incentive that is considered necessary in making a job appealing to attract a qualified set of candidates for the sales position. |
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| Targeted Value Proposition |
| A salesperson's statement of value, written specifically and uniquely to the customer that is being pursued. |
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| Team Selling |
| The process of selling as a team. This term might mean many things to different people. When team selling truly occurs, it is when there are pre-defined roles and tactics on the part of the sales team to acquire a given piece of business. |
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| Telesales |
| The process of selling over the phone. This covers both inbound and outbound calls. While outside salespeople certainly sell over the phone, this term generally refers to outbound call centers. |
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| Temporarily Alter Restrictions |
| In sales negotiation, this technique is often used to explore an individual's ultimate requirements. For example, a salesperson might say, "let's assume that these constraints do not existÉ.if that were the case, what would you like to see happen?" |
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| Territory Business Plan |
| A hands-on, tactical process where each salesperson examines the performance of his/her territory over the previous 12-month period. Territory Business Plans identify strengths, weaknesses, competitive presence, opportunities for growth, and action plans for the upcoming period. |
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| Territory Design |
| The process that sales managers engage in to allocate territories in order to ensure potential exists, and to balance opportunities among their sales team members. This is done build a sense of equal opportunity within the sales force. |
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| Test Market |
| The process of evaluating the appeal of a product or service by selecting cities, customers, and locations in which to introduce the product or service, and monitor its receptivity by the intended users. |
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| Testimonial |
| A verbal or written expression of the value a customer received by having used or purchased your product, service, or overall solution. Asking for and using testimonials is a powerful selling tactic, as it provides a third party's affirmation of the claims you are making. Testimonials are particularly useful when a customer is skeptical about your product or service, and you need to offer proof before a decision is made. |
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| Thought Leadership |
| Term used to project an image of innovation and forward vision. Best in class sales organizations and sales people who are perceived to be "thought leaders" are looked to for creative ideas and approaches to today's business problems. |
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| Threshold |
| In sales compensation, this refers to a minimum level of sales achievement that must be accomplished before a commission or an incentive is paid. |
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| Tool Kit |
| A term used by salespeople to describe the various tools they use to make a sale. |
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| Top Gun |
| In many sales organizations, this refers to the top salesperson. Often, there is a Top Gun contest that the sales organization promotes throughout the year. |
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| Total Cost of Ownership (TCO) |
| The combination of the total costs involved in purchasing a product or service, including installation fees, procurement costs, delivery and warehousing costs, training costs, etc. needed to make the new product operational. Additionally, ongoing costs of maintenance, service, etc. can factor into the TCO. |
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| Total Target Cash Compensation |
| In sales compensation, this refers to the total compensation a salesperson earns once the expected goals are achieved. This includes all salary and incentive components earned if the employee achieves the pre-defined goals. |
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| Trade-off |
| In sales negotiation, an exchange of something for something else. Typically, it involves giving up one benefit for another that may be considered equal to or more desirable among various alternatives. |
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| Transactional Selling |
| A selling methodology where the customer already knows precisely what s/he wants. The role of the salesperson is to simply help that customer obtain what the customer wants as efficiently and effectively as possible. |
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| Transition |
| The term used to refer to that time in a sales call, or in the sales process when one is moving between activities. |
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| Trial Close |
| Refers to the technique where a salesperson asks a minor buying type question to test a customer's level of disposition towards purchase. |
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