B2B sales glossary
A sales consultant is a salesperson who advises customers on the right product or solution for their needs, rather than simply taking orders.
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The title is used in two ways: in retail and automotive, for customer-facing staff who guide buyers through a purchase; in B2B, for salespeople who use a consultative approach — understanding the customer’s situation before recommending a solution.
Either way, the job is to ask good questions, match needs to offerings, and stay with the customer through the decision.
| Term | In one line |
|---|---|
| Sales Engineer | A sales engineer is a technical specialist on the sales team who explains, demonstrates and adapts a technical product to a customer’s needs, working alongside the account executive. |
| Personal Selling | Personal selling is face-to-face or one-to-one selling, where a salesperson communicates directly with a prospect to understand their needs and persuade them to buy. |
| Types of Sales | Sales can be classified by who you sell to (B2B, B2C), where you sell (inside, field), how you sell (transactional, consultative, solution) and through whom (direct, channel). |
| Point of Contact (POC) | A point of contact (POC) is the person designated to handle communication on a specific matter between two organisations or within a team. |
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A sales consultant leads with advice and needs analysis; the term signals a consultative approach rather than product pushing.
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