# B2B Trade Glossary | Rinda

> We've organized commonly used B2B trade terms for easy understanding. Check out key terms like ICP, Lead, Cold Email, and more.

Canonical: https://www.rinda.ai/en/glossary

## Step 1. Target Setting

Define your ideal customer and discover potential buyers

- [ICP](https://www.rinda.ai/en/glossary/icp) - The profile of the company that needs your product most
- [Persona](https://www.rinda.ai/en/glossary/persona) - Who inside a target company actually decides and acts
- [B2B](https://www.rinda.ai/en/glossary/b2b) - A company selling products or services to other companies
- [Lead](https://www.rinda.ai/en/glossary/lead) - A company or contact that might be interested in your product
- [Prospect](https://www.rinda.ai/en/glossary/prospect) - A potential buyer likely to purchase and worth focused effort
- [Suspect](https://www.rinda.ai/en/glossary/suspect) - A company that fits your criteria but has not shown interest yet
- [Cold Lead](https://www.rinda.ai/en/glossary/cold-lead) - A potential buyer you have never been in contact with
- [Warm Lead](https://www.rinda.ai/en/glossary/warm-lead) - A potential buyer who has shown interest, like opening emails
- [Decision Maker](https://www.rinda.ai/en/glossary/decision-maker) - The person who approves the purchase and controls the budget
- [Gatekeeper](https://www.rinda.ai/en/glossary/gatekeeper) - The person who screens contact before it reaches the decision maker
- [Database](https://www.rinda.ai/en/glossary/database) - One place that holds customer and prospect details and contact history
- [Segmentation](https://www.rinda.ai/en/glossary/segmentation) - Splitting customers into groups by what they have in common
- [Niche Market](https://www.rinda.ai/en/glossary/niche-market) - A small group of customers who share the same problem or need
- [Outbound Sales](https://www.rinda.ai/en/glossary/outbound-sales) - Sales where you pick the buyers and reach out first
- [Inbound Sales](https://www.rinda.ai/en/glossary/inbound-sales) - Sales where buyers come to you and you turn interest into deals
- [TAM](https://www.rinda.ai/en/glossary/tam) - The size of the market if every possible customer bought your product
- [SAM](https://www.rinda.ai/en/glossary/sam) - The part of that market you can actually serve with your product
- [SOM](https://www.rinda.ai/en/glossary/som) - The share of the market you can realistically win right now
- [Data Enrichment](https://www.rinda.ai/en/glossary/enrichment) - Filling gaps in customer records with data from other sources
- [Email Verification](https://www.rinda.ai/en/glossary/verification) - Checking that an email address exists and can receive mail

## Step 2. Email Outreach

Strategies and emails for effectively reaching potential customers

- [Cold Email](https://www.rinda.ai/en/glossary/cold-email) - The first email sent to a potential buyer you have never contacted
- [Subject Line](https://www.rinda.ai/en/glossary/subject-line) - The email title people see first in their inbox
- [Open Rate](https://www.rinda.ai/en/glossary/open-rate) - The share of sent emails that recipients opened
- [CTR](https://www.rinda.ai/en/glossary/ctr) - The share of recipients who clicked a link in the email
- [Reply Rate](https://www.rinda.ai/en/glossary/reply-rate) - The share of sent emails that got a reply
- [Bounce Rate](https://www.rinda.ai/en/glossary/bounce-rate) - The share of sent emails the receiving server rejected
- [Soft Bounce](https://www.rinda.ai/en/glossary/soft-bounce) - An email that failed to arrive for a temporary reason
- [Hard Bounce](https://www.rinda.ai/en/glossary/hard-bounce) - An email that can never arrive because the address is invalid
- [A/B Testing](https://www.rinda.ai/en/glossary/ab-testing) - Sending two versions under the same conditions to see which does better
- [Personalization](https://www.rinda.ai/en/glossary/personalization) - Adjusting an email to the recipient's company and situation
- [Pain Point](https://www.rinda.ai/en/glossary/pain-point) - A problem or cost a customer keeps running into at work
- [Value Proposition](https://www.rinda.ai/en/glossary/value-proposition) - A clear promise of how you solve the customer's problem
- [CTA](https://www.rinda.ai/en/glossary/cta) - The line that tells the reader what to do next
- [Follow-up](https://www.rinda.ai/en/glossary/follow-up) - A later email sent when there is no reply or to keep the conversation going
- [Drip Campaign](https://www.rinda.ai/en/glossary/drip-campaign) - A set of emails sent automatically in a fixed order and timing
- [Cadence](https://www.rinda.ai/en/glossary/cadence) - When, how often and through which channels you contact a prospect
- [Spam Filter](https://www.rinda.ai/en/glossary/spam-filter) - A system that moves unwanted email to spam or blocks it
- [Hook](https://www.rinda.ai/en/glossary/hook) - The opening line that makes the reader keep going
- [Template](https://www.rinda.ai/en/glossary/template) - An email draft with a fixed structure and variable fields like name and company
- [Introduction Email](https://www.rinda.ai/en/glossary/introduction) - The first email that introduces your company to a prospect

## Step 3. Quotation & Negotiation

Navigate pricing, terms, and sample-related negotiations

- [Inquiry](https://www.rinda.ai/en/glossary/inquiry) - A buyer's first question about your product
- [RFP](https://www.rinda.ai/en/glossary/rfp) - A buyer's formal request for a full solution proposal
- [RFQ](https://www.rinda.ai/en/glossary/rfq) - A buyer's formal request for price, quantity and delivery terms
- [Quotation](https://www.rinda.ai/en/glossary/quotation) - A document stating price, quantity, delivery and payment terms
- [MOQ](https://www.rinda.ai/en/glossary/moq) - The smallest order quantity a supplier will accept
- [Lead Time](https://www.rinda.ai/en/glossary/lead-time) - The time from order confirmation until the product reaches the customer
- [Unit Price](https://www.rinda.ai/en/glossary/unit-price) - The price of one unit of a product
- [Volume Discount](https://www.rinda.ai/en/glossary/volume-discount) - A lower unit price for larger orders
- [Sample](https://www.rinda.ai/en/glossary/sample) - A unit sent to check quality and specs before a bulk order
- [Specification Sheet](https://www.rinda.ai/en/glossary/spec-sheet) - A document listing dimensions, materials, performance and other specs
- [Product Catalog](https://www.rinda.ai/en/glossary/catalog) - A document that shows your whole product range at a glance
- [Exclusive Rights](https://www.rinda.ai/en/glossary/exclusive) - The right to be the only seller in a region or channel
- [Distributor](https://www.rinda.ai/en/glossary/distributor) - A company that buys your products and resells them in its market
- [OEM](https://www.rinda.ai/en/glossary/oem) - Manufacturing to the buyer's design and brand
- [ODM](https://www.rinda.ai/en/glossary/odm) - Selling a product you designed under the buyer's brand
- [Private Label](https://www.rinda.ai/en/glossary/private-label) - A retailer sells under its own brand while a manufacturer makes the product
- [Shelf Life](https://www.rinda.ai/en/glossary/shelf-life) - How long a product can be sold and used safely
- [Warranty](https://www.rinda.ai/en/glossary/warranty) - A promise to repair or replace if quality fails within a set period
- [Counter Offer](https://www.rinda.ai/en/glossary/counter-offer) - A reply that changes some terms of the other side's offer
- [Validity Period](https://www.rinda.ai/en/glossary/validity) - How long the price and terms in a quote stay valid

## Step 4. Contract & Payment

From closing the deal to shipping and logistics

- [Closing](https://www.rinda.ai/en/glossary/closing) - The final step where the buyer confirms and the contract is signed
- [Proforma Invoice](https://www.rinda.ai/en/glossary/proforma-invoice) - A preliminary invoice that states the terms before the official one
- [Commercial Invoice](https://www.rinda.ai/en/glossary/commercial-invoice) - The official invoice that proves the actual amount and terms of a sale
- [Packing List](https://www.rinda.ai/en/glossary/packing-list) - A list of which products, and how many, are in each package
- [T/T](https://www.rinda.ai/en/glossary/tt) - Paying by bank wire transfer
- [L/C](https://www.rinda.ai/en/glossary/lc) - A payment method where the buyer's bank guarantees payment
- [Deposit](https://www.rinda.ai/en/glossary/deposit) - The money paid up front when a contract or order is confirmed
- [Balance Payment](https://www.rinda.ai/en/glossary/balance) - The remaining amount after the deposit
- [Incoterms](https://www.rinda.ai/en/glossary/incoterms) - International rules on who bears shipping costs and risk, and until when
- [EXW](https://www.rinda.ai/en/glossary/exw) - The seller hands over at its factory and the buyer handles everything after
- [FOB](https://www.rinda.ai/en/glossary/fob) - The seller covers costs and risk only until the goods are loaded on the ship
- [CIF](https://www.rinda.ai/en/glossary/cif) - The seller pays freight and insurance to the destination port
- [DDP](https://www.rinda.ai/en/glossary/ddp) - The seller pays duties and delivers to the buyer's door
- [HS Code](https://www.rinda.ai/en/glossary/hs-code) - The product classification number used by customs worldwide
- [Freight Forwarder](https://www.rinda.ai/en/glossary/forwarder) - A logistics company that arranges international shipping and customs for you
- [Bill of Lading](https://www.rinda.ai/en/glossary/bill-of-lading) - The receipt for sea cargo that also represents ownership of the goods
- [Airway Bill](https://www.rinda.ai/en/glossary/airway-bill) - The document that proves the air shipment contract and receipt of cargo
- [Certificate of Origin](https://www.rinda.ai/en/glossary/certificate-of-origin) - A document proving which country a product was made in
- [ETA](https://www.rinda.ai/en/glossary/eta) - The date a shipment is expected to arrive
- [ETD](https://www.rinda.ai/en/glossary/etd) - The date a shipment is expected to depart
- [Cross-border E-commerce](https://www.rinda.ai/en/glossary/cross-border-ecommerce) - Selling directly to overseas customers online without a local entity
- [FTA (Free Trade Agreement)](https://www.rinda.ai/en/glossary/fta) - An agreement between countries to cut or remove tariffs
- [Customs Clearance](https://www.rinda.ai/en/glossary/customs-clearance) - Declaring goods at customs and getting approval when they cross a border
- [Tariff (Customs Duty)](https://www.rinda.ai/en/glossary/tariff) - The tax charged when goods cross a border