Reference
FMCG Sales Glossary
Short, practical definitions for terms used across field execution, CRM rollout, route planning, and inventory workflows.
Guides
Coverage Rate
The share of target accounts visited within a specific period.
CRM
CRM Adoption Rate
The percentage of reps actively using the CRM as intended.
Inventory
Fill Rate
The percentage of customer demand fulfilled immediately from available stock.
Inventory
Inventory Turnover
How many times stock is sold and replaced in a period.
CRM
Pipeline Hygiene
The quality and reliability of pipeline data and stage progression.
Route Planning
Route Optimization
The process of finding the most efficient visit sequence for reps.
Guides
Sell-Through Rate
How quickly inventory is sold through to end customers.
Inventory
Stockout Rate
The percentage of SKUs unavailable when demand exists.
Route Planning
Territory Management
How accounts and regions are assigned and balanced across reps.
Guides
Visit Compliance
How closely completed visits match the planned route schedule.