Abbreviations in Sales
Common Industry Terms
- FMCG: Fast Moving Consumer Goods
- FMCD: Fast Moving Consumer Durable
- GT: General Trade (Kiranas, Medical Stores, Self-Service Outlets, Dry Fruits, Wholesalers)
- MT: Modern Trade (Malls, Big Bazaars, D-Mart, Hyper City, Walmart, Reliance, Cash & Carry, Booker, Metro)
- B2B: Business-to-Business — Companies marketing products or services to other businesses
- B2C: Business-to-Consumer — Companies marketing directly to consumers
- HoReCa: Hotels, Restaurants & Cafés
- RC: Railway Canteens
- CPC / CPD: Police Canteens
- CTC: Cost To Company
- ROI: Return on Investment — A measure of profitability relative to the capital invested
- Calculation: (Gross Profit – Expenses) / Investment * 100%
Financial and Operational Terms
- GP: Gross Profit
- NP: Net Profit
- Margin: The financial gain from a product or service after deducting selling expenses
- WC: Working Capital
- P&L: Profit and Loss Statement — Summarizes income and expenses to determine net profit or loss
Human Resources & Sales Positions
- VP: Vice President
- CEO: Chief Executive Officer
- GM: General Manager
- NSM: National Sales Manager
- ZSM: Zonal Sales Manager
- RSM: Regional Sales Manager
- RBM: Regional Branch Manager
- ABM: Area Branch Managers
- ASM: Area Sales Manager
- AM: Account Manager
Sales & Distribution Roles
- SO: Sales Officers
- JO: Junior Officers
- M.R.: Medical Representative
- TSO / TSI: Territory Sales Officer / Territory Sales Inspector
- SE: Sales Executive
Market & Trade Terms
- Wholesalers: Shopkeepers purchasing from Distributors to sell to Retailers
- Retailers: Shopkeepers selling directly to end customers
- PO: Purchase Order
- Primary Scheme: Pre-adjusted trade scheme in delivery invoice from company to distributor
- Secondary Scheme: Reimbursed trade scheme forwarded by distributor to retailers
- TP (Trade Promotion): Activities aimed at gaining support from trade channels
- TPR (Temporary Price Reduction): Price reductions to boost market support
Stock & Pricing
- Distributor Opening Stock / Closing Stock: Stock on hand plus transit stock at start/end of period
- MRP: Maximum Retail Price
- PTR / PTS : Price to Retailer / Price to Stockiest
Planning & Execution
- Tour Plan (TP): Route planning for sales visits
- PJP (Permanent Journey Plan): Ongoing route schedule
- Daily Route Coverage Plan (DRCP): Daily outlet visit plan
Miscellaneous Terms
- SKU : Stock Keeping Unit — Unique product identifier
- Total Calls (Tc): Total number of outlet visits per day
- Collage : Total calls within a specific beat or area
This compilation provides essential abbreviations used within sales operations and industry communication.
Abbreviation in Sales
FMCG= Fast Moving consumer Goods
FMCD= Fast moving Consumer Durable
GT= General Trade (Kiranas, Medical Stores, Self Service Outlets, Dry Fruits, Wholesalers)
MT= Modern Trade (Malls, Big Bazaars, D-Mart, Hyper city, Walmart, Reliance, Cash & Carry, Booker, Metro
B2B= Business-to-Business B2B companies market their products or services to other businesses.
B2C= Business-to-Consumer B2C companies market their products or services directly to consumers.
HoReCa= Hotels, Restaurant & Café
RC=Railway Canteens
CPC= Police Canteens
CPD= Police Canteens
CTC= Cost To Company
ROI= Return on Investment ROI is a performance measurement that considers profits in relation to the capital invested. For example, if your company spent 10,000 on an advertising campaign and made a total of 15,000 as a result, your ROI would be 50 percent.
Calculation of ROI Gross Profit- Expenses = Net Profit / Investment * 100 %
GP= Gross Profit
NP= NET Profit
Margin= The financial amount gained from a product or service after factoring out selling expenses.
WC= Working Capital
P&L=Profit and loss= A statement used to assess a company’s performance and financial position. It lists income, expenses, and the resulting net profit or loss.
Third Party= Candidate working on Third Party Payroll agency
On Roll= Candidate working on company Payroll
PF= Provident Fund
LTA= Leave Travel Allowance
TA- DA= Travel Allowance – Daily Allowance
A/P= Accounts Payable A department responsible for paying a company’s bills on time.
A/R= Accounts Receivable A department responsible for sending a company’s invoices to customers as well as collecting payments and handling disputes.
CFA= Carrying & Forwarding Agent
SS= Super Stockiest.
HQ= Headquarters
HR= Human Resources
HIERARCHY POSITIONS
VP= Vice President
CEO= Chief Executive Officer
GM= General Manager
NSM= National Sales Manager
ZSM= Zonal Sales Manager
RSM= Regional Sales Manager
RBM= Regional Branch Manager
ABM= Area Branch Managers
Asm= Area Sales Manager
AM= Account Manager
BM= Branch Manager
BDO= Business development Officer
Sr. ASE= Senior Area Sales Executive
ASE= Area Sales Executive
AE= Account Executive
TSO= Territory Sales Officer
SSO= Senor Sales Officer
SO= Sales Officers
JO= Junior Officers
M.R.= Medical Representative
TSI= Territory Sales Officer
SE= Sales Executive
Sales Man= Should always carry Price List, Opening Stock of Distributor, DSR, Last Route DSR, PJP, a Duster, Product Folder, Calculator, Merchandising Equipment (Posters, Danglers, stickers) Product Sample
Merchandisers= One who arrange Displays in the Outlets via Posters, Banners, Danglers, POS,
Promoters= Are One Who do Promote their products in Outlets
ISR= Interim Sales Representative.
RSSM= Redistribution Stockiest Sales Man.
DSM= Distributor Sales Man
RSP= Rural Sales Promoter.
Wholesalers= Shopkeeper who purchases from Distributors and Sell it to Retailers
Retailers= Shopkeeper who purchases from Distributors and Sell it to End Customers
PO = Purchase Order
Primary– Billing Done from Company to the Distributors/Stockiest
Secondary=Billing Done from Distributors to the Retailers
Primary scheme– A trade scheme that is pre-adjusted in the Delivery Invoice Bill of the Distributors from the Company
Secondary Scheme– A trade scheme that is reimbursed to the Distributor which he forwards to their Retailers
TP= Trade Promotion Any Activity that is intended to gain support from Trade and hence enhance Secondary business opportunities
TPR= Temporary Price Reduction. Any activity involving Price reduction of stock that can gain Market support
Distributor Opening Stock- Stock on Hand + Stock in Transit
Distributor Closing Stock- Stock on Hand + Stock in Transit
Secondary– Opening Stock – Closing Stock
MRP= Maximum Retailer Price
PTR= Price to Retailer
PTS= Price to Stockiest
TP= Tour Plan
PJP= Permanent Journey Plan
DRCP= Daily Route Coverage Plan
FJP= Frozen Journey Plan
RPS= Retail Performance Standard
SKU= Stock Keeping Unit
Daily Calls= Number of Outlets covered on Daily Basis
Weekly Basis= Daily Calls x 6 Days
Forth Nightly Basis= Daily Calls x 12 Days
Monthly Basis= Total Calls x 24 Days
Beat= Total Outlet covered in a Day
Tc= Total Calls Total Number of Calls covered Per Day
Collage= Total Calls in a beat
Pc= Productive Calls Total numbers of outlets who gave order
NC= New Calls
LPC= Lines per Bills
ALPC=Productive Calls (PC) * sku order in the beat
TPR= Temporary Price Reduction.
QPS= Quantity Purchase Scheme.
TPS= Trade Promotion Scheme
TP= Trade Promotion.
RTM= Route to Market
GTM – Go To Market
ATL= Above the Line activities
BTL= Below the Line
PWD= Permanent Window Display
SMS= Slow moving Stock
FMS= Fast Moving Stock
TPU= Third Party Unit
SNOP=Sales and Operations Plan
JC=Journey Cycle
NPD= New Product Development
KPI= Key Performance Indicator KPI is a metric used to evaluate the success of an organization or campaign. This is a way to quantify a company’s goals in order to ensure business objectives are being met.
YTD= Year Till Date A period starting at the beginning of the current year, and ending at the current date.
LYTD= Last Year Till Date
MTD= Month-to-date
NAV= Net Asset Value
NUMERIC DISTRIBUTION RATIO OF NUMBERS OF OUTLETS COVERED/SERVICED vs TOTAL CENSUS. IT IS EXPRESS IN PERCENTAGE ( % ) OR ABSOLUTE VALUE.