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B2B Sales & Distribution Glossary

Your quick reference for essential sales and marketing terms. Whether you’re new to B2B or an experienced pro, this glossary gives clear definitions and insights to help sharpen strategy, optimize sales, and stay ahead of trends.

B2B Sales & Distribution Glossary

Annual Contract Value (ACV)

Assortment

Average Order Value (AOV)

B2B Distribution

Backorder

Brand Activation

Brand Ambassador

Brand Equity

Brand Penetration

Buybacks

Case Packs

Catalog

Category Management

Category Share

Channel Sales

Chargebacks

Collection

Commercial Merchandising

Consignment

Consumer Behavior Analysis

Consumer Insights

Cost of Goods Sold

Cost of Goods Sold (COGS)

CPG Industry (Consumer Packaged Goods)

Cross docking

Cross-Promotions

Customer Lifetime Value (CLV)

Delivery Window

Demand Forecasting

Digital Shelf

Direct to Consumer (D2C)

Discount Rate

Distribution Center (DC)

Distribution Channel

E-commerce Sales

Estimated Time of Arrival (ETA)

Exclusivity

Exporter

Field Marketing

Field Sales

Freight Forwarding

Good Inventory Turnover Ratio

Gross Margin

Gross Sales

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Importer

Inside Sales

Invoice

Lead Time

Line Sheet

Manufacturer

Market Basket Analysis

Market Share

Markup

Merchandising

Minimum Order Quantity (MOQ)

Minimum Retail Price (MRP)

MSRP

Net Payment Terms

Net Sales

New Product Launches

Operating Margin

Outside Sales

Payment Terms

Pick List

Planogram

Pre-Order

Price Lists

Private Label

Purchase Order (PO)

Replenishment Amount

Return Merchandise Authorization (RMA)

Route Planning

Safety Stock

Sales Force Automation (SFA)

Sales Representative

Samples