B2B Trade Glossary
Step 1. Target Setting
Define your ideal customer and discover potential buyers
ICPIdeal Customer ProfilePersonaBuyer PersonaB2BBusiness to BusinessLeadProspectSuspectCold LeadWarm LeadDecision MakerGatekeeperDatabaseSegmentationNiche MarketOutbound SalesInbound SalesTAMTotal Addressable MarketSAMServiceable Available MarketSOMServiceable Obtainable MarketData EnrichmentEmail Verification
Step 2. Email Outreach
Strategies and emails for effectively reaching potential customers
Step 3. Quotation & Negotiation
Navigate pricing, terms, and sample-related negotiations
InquiryRFPRequest for ProposalRFQRequest for QuotationQuotationMOQMinimum Order QuantityLead TimeUnit PriceVolume DiscountSampleSpecification SheetProduct CatalogExclusive RightsDistributorOEMOriginal Equipment ManufacturerODMOriginal Design ManufacturerPrivate LabelShelf LifeWarrantyCounter OfferValidity Period
Step 4. Contract & Payment
From closing the deal to shipping and logistics
ClosingProforma InvoiceCommercial InvoicePacking ListT/TTelegraphic TransferL/CLetter of CreditDepositBalance PaymentIncotermsEXWEx WorksFOBFree On BoardCIFCost, Insurance and FreightDDPDelivered Duty PaidHS CodeHarmonized System CodeFreight ForwarderBill of LadingAirway BillCertificate of OriginETAEstimated Time of ArrivalETDEstimated Time of DepartureCross-border E-commerceFTA (Free Trade Agreement)Free Trade AgreementCustoms ClearanceTariff (Customs Duty)Tariff / Customs Duty