Glossary
Technical Sales Representative Terms & Vocabulary
15 essential technical sales representative terms with plain-English definitions: the vocabulary you’ll hear in training and on day one.
Key technical sales representative vocabulary
These 15 terms come up constantly in technical sales representative training, on the job and in interviews. Knowing them helps you follow instructions, document accurately and sound prepared.
- Capital equipment
- Expensive, long-lasting equipment.
- Case coverage
- Supporting a device during a procedure.
- Clinical data
- Evidence from studies.
- Competitive conversion
- Winning business from a competitor.
- Contract
- Pricing and terms with a customer.
- Demo unit
- Equipment used for demonstrations.
- Formulary
- A list of approved drugs.
- GPO
- Group purchasing organization.
- Key opinion leader
- An influential expert in a field.
- Off-label
- Use not approved by regulators; promotion is prohibited.
- Quota
- A sales target.
- Sunshine Act
- A law requiring disclosure of payments to physicians.
- Territory
- The area or accounts a rep covers.
- Value analysis committee
- A hospital group that approves products.
- Vendor credentialing
- Hospital requirements for reps.
Practice these terms
Test yourself with the free Technical Sales Representative practice test: it includes vocabulary questions built from this list. For a complete course, see Technical Sales Representative training.
Browse terms from every career in our career glossary.