Primary Sales
Sales from manufacturer to distributor.
Technical Synonyms: manufacturer billingprimary billingsell in
Glossary
Key terminology used throughout this diagnostic framework.
Api Integration
Technical mechanism allowing software systems to exchange data.
Technical Synonyms: system integrationapi connectivity
Accounts Receivable
Outstanding payments owed by customers for delivered goods.
Technical Synonyms: receivablescustomer dues
Assortment
Set of SKUs offered or stocked within a specific retail outlet.
Technical Synonyms: product mixrangesku assortment
Beat Plan
Structured schedule for retail visits assigned to field sales representatives.
Technical Synonyms: journey planpjproute plan
Brand
Distinct identity under which a group of products are marketed.
Technical Synonyms: product linebrand family
Call Productivity
Average number of retail visits completed by a sales representative within a period.
Technical Synonyms: rep productivitystore visit productivity
Claims Management
Process for validating and reimbursing distributor or retailer promotional claims.
Technical Synonyms: scheme claimsclaim settlement
Control Tower
Centralized dashboard providing real time operational visibility across distribution.
Technical Synonyms: operations dashboarddistribution command center
Convenience Store
Small retail outlet selling everyday goods with extended hours.
Technical Synonyms: corner shop
Cost-To-Serve
Operational cost associated with serving a specific territory or customer.
Technical Synonyms: service cost analysis
Credit Control
Processes used to monitor and manage outstanding credit balances.
Technical Synonyms: credit risk management
Credit Limit
Maximum credit allowed for a distributor or retailer before payment is required.
Technical Synonyms: credit capcredit line
Data Governance
Policies ensuring enterprise data quality, ownership, and security.
Technical Synonyms: data stewardship
Data Lake
Storage system designed for large volumes of raw data used for analytics.
Technical Synonyms: analytics data lake
Data Warehouse
Central repository storing structured historical business data.
Technical Synonyms: enterprise data warehouse
Demand Forecasting
Prediction of future product demand based on historical data.
Technical Synonyms: sales forecastingdemand planning
Distributor Management System
Software used to manage distributor operations including billing, inventory, trade schemes, and reporting.
Technical Synonyms: dmsdistribution management systemdisty system
Distributor Roi
Profitability generated by distributors relative to investment.
Technical Synonyms: channel profitability
Field Productivity
Measurement of sales rep efficiency across visits, orders, and conversions.
Technical Synonyms: rep productivity
Financial Reconciliation
Matching financial transactions across systems to ensure accuracy.
Technical Synonyms: account reconciliation
Gps Tracking
Location tracking used to verify field sales activities.
Technical Synonyms: geo tracking
General Trade
Traditional retail consisting of small independent stores.
Technical Synonyms: traditional tradekirana trade
Horeca
Distribution channel consisting of hotels, restaurants, and catering businesses.
Technical Synonyms: food service channel
Hypermarket
Large retail store combining supermarket and department store formats.
Technical Synonyms: big box store
Inventory
Stock of goods held within warehouses, distributors, or retail outlets.
Technical Synonyms: stockgoods on handinventory stock
Lines Per Call
Average number of SKUs sold during a store visit.
Technical Synonyms: lpcitems per order
Merchandising
Activities performed in retail stores to improve product display and visibility.
Technical Synonyms: visual merchandisingproduct display
Mobile Sales App
Mobile application used by field sales teams to capture orders and store data.
Technical Synonyms: sales rep appfield sales app
Modern Trade
Organized retail channels such as supermarkets and hypermarkets.
Technical Synonyms: organized retail
Numeric Distribution
Percentage of retail outlets stocking a product.
Technical Synonyms: store penetrationnumeric reach
Offline Mode
Capability allowing mobile apps to function without internet connectivity.
Technical Synonyms: offline capability
Operational Analytics
Analysis of operational metrics used to improve efficiency.
Technical Synonyms: operations analytics
Perfect Store
Framework defining ideal retail execution standards including assortment, visibility, and pricing.
Technical Synonyms: perfect store checklistideal storestore compliance framework
Photo Capture
Mobile capability allowing field reps to capture images of shelves or displays.
Technical Synonyms: store photo
Planogram
Diagram defining how products should be arranged on retail shelves.
Technical Synonyms: shelf layout
Point Of Sale Materials
Marketing materials displayed in stores to promote products.
Technical Synonyms: posmpoint of sale display
Predictive Analytics
Use of statistical models to forecast future business outcomes.
Technical Synonyms: predictive modeling
Prescriptive Analytics
Analytics that recommend actions based on predictive insights.
Technical Synonyms: decision analytics
Product Category
Grouping of related products serving a similar consumer need.
Technical Synonyms: product segmentcategory
Product Hierarchy
Structured classification of products across brand, category, subcategory, and SKU levels.
Technical Synonyms: product taxonomyproduct structure
Promotion Roi
Return generated from promotional investment.
Technical Synonyms: promotion effectivenesspromo roi
Promotion Uplift
Incremental sales generated by a promotion compared to baseline.
Technical Synonyms: promotion liftcampaign uplift
Rtm Transformation
Enterprise initiative to modernize route to market operations using digital systems and analytics.
Technical Synonyms: distribution transformation
Retail Audit
Inspection of retail stores to verify compliance with merchandising standards.
Technical Synonyms: store audit
Retail Execution
Processes ensuring product availability, pricing compliance, and merchandising in retail outlets.
Technical Synonyms: store executionin store executionretail operations
Retail Format
Classification of retail outlets based on size, format, and product assortment.
Technical Synonyms: store format
Route-To-Market (Rtm)
Strategy and operational framework used by consumer goods companies to distribute products through distributors and retailers to consumers.
Technical Synonyms: rtm strategydistribution strategygo to market distributionmarket coverage model
Sku
Unique identifier representing a specific product variant including size, packaging, and brand.
Technical Synonyms: stock keeping unitproduct skuitem code
Sales Analytics
Analysis of sales performance data to identify trends and opportunities.
Technical Synonyms: sales reportingrevenue analytics
Sales Dashboard
Visual interface displaying key sales performance metrics.
Technical Synonyms: sales dashboard report
Sales Force Automation
Software tools used by field sales teams to manage visits, capture orders, and report activities.
Technical Synonyms: sfafield sales automationsales rep appsales automation platform
Scheme Leakage
Financial loss due to fraudulent or incorrect promotional claims.
Technical Synonyms: promotion leakage
Secondary Sales
Sales from distributors to retailers representing downstream demand.
Technical Synonyms: trade salesdisty salesdownstream sales
Stock Replenishment
Process of restocking inventory to maintain required levels.
Technical Synonyms: inventory refillstock refill
Stock Visibility
Real time view of inventory across supply chain nodes.
Technical Synonyms: inventory visibilitystock tracking
Strike Rate
Percentage of visits that result in an order.
Technical Synonyms: conversion rateorder conversion
Supermarket
Retail store selling groceries and consumer goods in self service format.
Technical Synonyms: grocery supermarket
Territory
Geographic region assigned to a salesperson or distributor.
Technical Synonyms: sales territoryzoneclusterarea
Territory Optimization
Process of assigning territories to maximize coverage and efficiency.
Technical Synonyms: territory planningsales territory design
Tertiary Sales
Sales from retailers to final consumers.
Technical Synonyms: sell outconsumer sales
Trade Promotion
Incentives offered to distributors or retailers to drive product sales.
Technical Synonyms: trade schemedealer schemetrade promo
Trade Promotion Management
Software and processes used to manage trade promotions and measure their impact.
Technical Synonyms: tpmscheme management
Trade Spend
Total investment in promotions, discounts, and incentives for retail channels.
Technical Synonyms: promotion spendtrade budget
Transport Management System
Software used to manage transportation logistics and route planning.
Technical Synonyms: tms
Warehouse
Facility used to store products before distribution.
Technical Synonyms: depotdistribution centergodown
Warehouse Management System
Software used to manage warehouse inventory and operations.
Technical Synonyms: wms
Weighted Distribution
Distribution measure weighted by store sales volume.
Technical Synonyms: value distribution