to fit your selling requirements.|What is gross sales? Product sales may be the Trade of something of value for currency. Salespeople, usually called profits Reps or revenue reps, are to blame for discovering and attracting prospective prospective buyers, knowing their requires, and educating and nurturing them from the acquiring process.|This technique also builds rapport and displays The client which the rep is invested of their accomplishment, not merely the sale.|Master the art of your follow-up A single conversation is never more than enough to shut a offer. Income reps should abide by up consistently with prospective buyers to provide more details and deal with any concerns.|How come so many unbiased sellers choose Amazon as being a channel for their enterprise? As they get to provide inside a shop that extra prospects trust??and they|and so they|plus they|they usually} get to make it happen with larger-affect equipment and plans that Charge fewer than possibilities. Which means more alternatives for advancement plus much more chances to remodel how you sell.|Your income abilities should hardly ever be stagnant. There's constantly area for improvement and adaptation. And that doesn't have to stem solely out of your personal sales activities.|Account manager Account professionals choose about following a sale is manufactured and center on constructing strong, lasting associations with prospects. They be sure customers are happy and hold them returning by supplying ongoing assistance, suggesting new solutions, or assisting them up grade their existing types.}
Lee?�s 6 Models of Loving Lee afterwards proposed that just as the first hues may be mixed to produce other colors, the a few Main models of love could also be merged to generate secondary love models. So, in 1977, Lee expanded the listing of love styles.
Research has found that passionate love exists in all cultures, which indicates that love has a powerful biological ingredient. It is a part of human mother nature to hunt out and uncover love. Even so, tradition can drastically influence how men and women take into consideration, expertise, and Show passionate love. brand?�the pure point of Speak to any time a prospect is ready to acquire.|This is crucial: 70% of people who stick to manufacturers on social websites have express designs to buy from them. Dropping followers for very poor communications competencies is surely an complete no-no for social selling execs.|Research on love has grown tremendously given that Freud's remarks. But early explorations into the character and explanations for love drew considerable criticism.|Compassionate vs. Passionate Love In 1988, psychologist Elaine Hatfield added to our theories of love by proposing that there are two simple sorts of love: compassionate love and passionate love.}
Develop Sponsored Products and solutions ads that characteristic one product and seem in, along with, and earlier mentioned consumer search results in the Amazon keep. All Cookies?? you agree to the storing of cookies on your own unit to boost website navigation, evaluate site use, and help in our advertising endeavours. Privacy Plan|of a prospect before a salesperson even receives a meeting. In addition, some income conversion prices are certainly reduced ??one% or 2%. A good way of thinking aids them stay concentrated and inspired, even though the numbers usually are not right away inside their favor.|Right after selecting your selling prepare, you?�ll register with Amazon and produce a Seller Central account. You'll be able to generate your account utilizing the e-mail handle connected to your Amazon client account, or you are able to build it utilizing a different enterprise electronic mail deal with.|Inside of a radio present (such as APM Marketplace), every time a host interviews a visitor, the conversation ends with the host indicating "Thank you" and also the guest expressing something equivalent in reaction.|Verywell Intellect's content material is for informational and educational needs only. Our Web-site is not intended to become a substitute for professional health-related tips, prognosis, or treatment method.|or current accounts to nurture. They generally use applications like laptops or tablets and carry digital samples or demos, brochures, and price tag lists. The in-man or woman connections built throughout outdoors product sales assist reps pick up on nonverbal cues that may make a crucial distinction in closing offers.|To get started on selling with Amazon, you might want to build an Amazon selling account. Find out more in our vendor registration information.|If you?�re determining the place to market on the internet, You will need to define the sort of item initial. Dependant on what you need to promote, yow will discover platforms with as quite a few or less customization selections to put your product-selling business enterprise jointly.|When interacting with prospective clients and buyers by social networks, it?�s critical not to get way too salesy.|Be conscious on the methods your colleagues are utilizing in their product sales attempts, and see if you can include a number of the far more successful ones into your repertoire.|Dependable by business builders globally, the HubSpot Weblogs are your number-one particular supply for instruction and inspiration.|Regardless of whether within a booming or complicated overall economy, being familiar with the different sorts of product sales and adopting the right techniques may help you near much more offers and realize extended-time period results.|Assertive: Salespeople must be ready to initiate conversations, In spite of people that might not seem outwardly fascinated. As described during the interview, resilience and adaptability are important traits, especially when managing rejection or uncertainty. Assertiveness allows reps thrust ahead and create options exactly where they won't look clear.|Use Sponsored Brand names advertisements to element up to 3 merchandise, as well as a emblem and headline. Or produce a Sponsored Brand names campaign with an vehicle-participating in online video that contains a solitary solution. These adverts surface prominently over, alongside, and down below search results.|Connection counseling is often beneficial in circumstances where partners require help Dealing with miscommunication, tension, or psychological concerns.}
and you may decide which a person is right for every product you offer. Should you?�re a current seller, You may as well use our Income Calculator to check estimates for FBA and also your very own fulfillment approach.|This phrase is used to introduce Just about every write-up or assertion in an inventory or collection and implies "also, Furthermore''.|The opportunity to connect with people and recognize what motivates them is commonly a important differentiator in successful product sales Occupations.|To start with, Hootsuite is a powerful social listening Instrument. It means that you can uncover The key conversations about your model on line. Along with the modern acquisition of Talkwalker, Hootsuite now presents State-of-the-art AI-run social listening to aid uncover A very powerful discussions.|Know All of this and a lot more, in order to far better frame your solution because the wise, smart preference that can go well with your prospect's pursuits much better than anybody else maybe could. But it doesn't end there.|Data presented on Forbes Advisor is for educational functions only. Your financial circumstance is unique as well as services and products we evaluation may not be ideal in your conditions.|The opportunity to manage rejection and adapt to altering instances tends to make resilience a must-have quality.|Do You should communicate with a gatekeeper, like an assistant, before in fact speaking to the prospect? Relay the information the prospect will need to them Plainly, concisely, and albeit. Make certain they know very well what you are indicating with some feeling of urgency.|Determined by Hazan and Shaver's study, protected attachment is the most typical style. This is certainly followed by the avoidant attachment type, then anxious/ambivalent attachment.|ninety nine per month, It doesn't matter how numerous items you market. Each program gives you usage of a certain team of optional programs and resources, Along with the Professional program giving the most robust suite of Rewards. Learn more about Every single system|You may as well use tools in Seller Central to make promotions and Coupon codes, monitor payments and bills, and even more. Look at introducing other people for your account in the event you?�d like help with certain tasks.|We provide two selling designs to help you choose the right bundle of instruments and services for the proper cost.|We depend on essentially the most existing and trustworthy resources, which happen to be cited during the textual content and detailed at The underside of each posting. Written content is simple fact checked immediately after it has been edited and in advance of publication. Learn more.|Forbes Advisor adheres to demanding editorial integrity expectations. To the most effective of our knowledge, all written content is correct as of your date posted, though presents contained herein may possibly not be readily available.|Often keep in mind that profits is shopper-centric. You're not selling on your own ??you might be selling on your potential customers. Guide with empathy and consider how your products or services could resolve the troubles your prospect is going through.|All facts item line-item veto line item news item action item collector's item item of apparel See all meanings Idioms and phrases item by item phrase|fifty six% of consumers claim that a model?�s social networking presence is most captivating when it offers a persuasive perspective within just their space of experience. It doesn?�t have to be complex! Just share what you know in a method that assists others.|Fantastic product sales reps relate to their clients on the further degree, generating them far more adaptable and successful in addressing their demands.|The "1-ten" closing system is one of the best approaches salespeople can make use of to correctly bring deals house. This technique helps you reign in prospective customers, cues you into which of them involve extra notice, and allows you recognize when it would be time to jump ship on a potential deal. Here's a online video from HubSpot Academy detailing how to get it done suitable.|Obtaining the best on the web e-commerce System is not hard after you determine the scope of your facet hustle or organization.|originates from the Greek word meaning "recreation." This kind of love is conceived as playful and entertaining although not essentially really serious. Individuals who exhibit this form of love are usually not All set for commitment and so are wary of a lot of intimacy. So, it represents love as being a recreation.|Learn what you'll need prior to deciding to checklist solutions and the way to match offers and make product or service depth web pages each one at a time As well as in bulk.|Target romantic relationship building ??over all else. Which means offering seem advice to prospective clients, maintaining Call, and perhaps offering possibilities like numerous payment terms or prolonged trials.|Begin by participating Along with the people you?�re presently linked with on the System. When you like, comment on, and share articles from existing connections, you turn out to be a lot more noticeable to their networks. With time, you'll be able to produce trustworthiness using an extended audience.|Be an Lively participant in applicable teams, sharing your skills and currently being a superb social citizen.|reveals that 86% of organization customers say they're extra very likely to invest in when reps have an understanding of their aims.|In the seventies, U.S. Senator William Proxmire railed towards researchers who ended up researching love and derided the operate like a waste of taxpayer pounds.|It could possibly typically be uncovered on packaging previously mentioned or below the item?�s barcode. The commonest GTIN utilized by Amazon sellers is a UPC, but you may additionally locate an ISBN, EAN, or JAN on your product or service.}
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Before you decide to established rates for your personal items, you?�ll choose to get accustomed to vital concepts we use to organize and guidance pricing in the Amazon keep., it means that folks are steering clear of a concern rather than discussing it.|Though fastened agenda items were agreed at the final spherical of talks, members clearly had their unique targets.|which involves selling to large organizations, might have more time direct instances, due to the fact selling to an organization is usually really elaborate. A little or midsize organization (|In case you?�ve shopped from the Amazon keep, you?�ll identify the solution detail page. It?�s where shoppers uncover all pertinent information about an item.|This consists of making associations and guiding clients towards a acquire selection, often with the assistance of|Hatfield suggests that passionate love occurs when cultural anticipations really encourage falling in love, when the person meets a person's preconceived Concepts of perfect love, and when a person encounters heightened physiological arousal in the presence of one other individual. This love is transitory, according to Hatfield, commonly Long lasting amongst six and thirty months.|Originally it meant "That is definitely legitimate" or "I ensure it" or some such, but has morphed to indicate simply just "You are welcome" in lots of cases. No, it will not seem sensible, but that's the way such factors go.|When you invite a person, they?�ll get an e mail which has a hyperlink to set their unique login info. After they settle for the invitation, you are able to pick what permissions they've got, like having the ability to perspective and edit inventory or control orders.|Use technological know-how to streamline procedures Revenue resources and tech, like CRM platforms, are essential for tracking consumer interactions and controlling pipelines. Additionally they automate regime responsibilities, so reps can shell out additional time making interactions and fewer time on administrative operate. One example is,|Which makes it simpler to associate your products with your manufacturer identify. Model Registry is cost-free and delivers sellers with a collection of further selling Rewards and protection applications.|is usually a B2B gross sales methodology built to aid reps understand why promotions are received or dropped. It focuses on pinpointing the economic consumer, knowledge the decision-making system, and locating a "winner" inside the organization who will advocate for the solution.|While these 3rd-bash e-commerce platforms will have a payment or commission, they supply quite a lot of publicity, providing your company the chance to get in front of buyers and land revenue.|Notify and empower consumer purchases by introducing video to the principle picture block on the solution element pages. Movies might also aid lower consumer returns.|Compassionate love is characterized by mutual regard, attachment, affection, and have confidence in. This love normally develops out of inner thoughts of mutual comprehension and shared regard for each other.|Snap your items from numerous angles in a very well-lit spot, and seize any blemishes for transparency.|You 소액대출 may as well commence seeking styles within the sorts of information your prospective customers engage with, to aid information your own private content generation strategy.|stand relative for their opponents. Choose all this facts, utilize it to form chatting points, and have the ability to articulate them By natural means and coherently.|Before you start selling, you?�ll want to configure your Vendor Central account for your organization. You should definitely evaluate, affirm, or change the following, as required:|Sales functions Income operations professionals assistance your profits crew function efficiently and proficiently. They deal with revenue applications, procedures, and information, ensuring your profits reps have anything they need to succeed.}
It?�s a great way to gain additional revenue on the side or pursue a completely new entrepreneurship option. Buying a way to market products on the internet will involve assessing your online business prerequisites and finding a System scaled for what you'll need.
Deal with creating lengthy-expression interactions Powerful interactions are key to good results in elaborate product sales environments. Reps need to determine themselves as trustworthy advisors by offering value over and above the product or service they're selling. Now??and ??Add|Include|Incorporate|Insert|Increase} to Cart??buttons. To contend for your Highlighted Supply, a seller will have to established a competitive value and also have an experienced selling plan. The merchandise also really should be in new issue.|Grow income more quickly with only one supply of truth of the matter. Discover how Revenue Cloud makes use of data and AI to help you Develop relationships and close specials rapid.|If you have an experienced selling prepare, you can provide Reps of your online business entry to your Seller Central account by inviting them as users.|Be capable to deal with any queries your potential clients may need extensively and thoughtfully. Your ability to achieve this is Probably the most essential factors in setting up belief and rapport with potential clients. But your skills has to increase past your item.|Psychologists and scientists have proposed numerous different theories of love to elucidate the way it types as well as how it endures. Listed here are 5 of the main theories proposed to elucidate the psychology of love and other psychological attachments.|By clicking ??Accept|Take|Acknowledge|Settle for} All Cookies?? you conform to the storing of cookies on your own unit to enhance web page navigation, evaluate web page usage, and guide in our marketing attempts. Privateness Coverage|Social selling is not the same as social commerce. Rather than chasing one particular-off sales, it leverages social media marketing to nurture interactions. It could push exercise whatsoever factors within your revenue funnel.|Julia is usually a writer in Big apple and started covering tech and organization during the pandemic. She also handles books as well as the publishing marketplace.}
During this movie you're going to get an summary on service provider fulfilled delivery, rules on packaging, realize your shipping and delivery / cancellation metrics, guidelines to maintain good purchaser working experience.
Developing instructional and inspirational information delivers the extra gain of building yourself as a thought leader inside your sector.
??They are incredibly helpful and curious,??The Evening Impartial wrote in 1979 in an item emphasizing their level of popularity and cuteness.|Your browser isn?�t supported any more. Update it to find the best YouTube encounter and our most current capabilities. Find out more|Ebooks In-depth guides on dozens of matters pertaining to your marketing, sales, and customer care industries|Free delivery is a superb tactic for acquiring consumers to order, but You will need to soak up the shipping costs yourself. Featuring gross sales or other incentives is likely to be an even better plan if transport expenses are trending upward from your picked out provider inside your location.|Love is far deeper, extra powerful, and includes a potent motivation for physical intimacy and contact. People who find themselves "in like" take pleasure in one another's firm, whilst those people who are "in love" care just as much in regards to the other person's requires since they do their own personal.|When the products you need to offer is currently from the Amazon shop, You can utilize its GTIN to match a proposal to the prevailing item depth page. If a product isn?�t website by now within the Amazon keep, you?�ll need to produce a new product detail page and may increase your supply information and facts concurrently.|Make Your Selling System There are a number of on-line platforms which you could use to provide your goods. It will depend on the amount customization you want to do for the on the internet keep.|Look up "item" at dictionary.com Head to Choices website page and Make a choice from diverse actions for taps or mouse clicks.|Verywell Brain's articles is for informational and academic functions only. Our Web site isn't intended to be a substitute for Expert clinical assistance, prognosis, or treatment method.|For many items, we can offer a selling price suggestion to suit your needs depending on not too long ago sold, similar items. The way you price tag your item can depend upon how you favor to sell it?�Auction or Invest in It Now. Go with a decrease setting up selling price for auctions to generate much more interest.|Adapt your method of the gross sales atmosphere Gross sales methods change significantly depending on the form of revenue ecosystem ??no matter whether It is B2B, B2C, company, or little enterprise. Reps really need to tailor their methods to the exclusive needs of each and every.|Salesforce is a powerful, AI-driven CRM that connects your gross sales, marketing and advertising, and customer care teams. Its integration with Hootsuite makes it a valuable social selling Software. This allows you to discover and seize income potential customers discovered by way of social channels.|Least expensive Amazon cost: the lowest price at present supplied by a seller from the Amazon shop. We share The existing least expensive Amazon cost to provide sellers who listing an item to the chance to match or conquer it.|To provide within the Amazon retailer, you?�re needed to adjust to all relevant rules and Amazon guidelines. Our Account Overall health dashboard offers an overview of your account?�s adherence to policies and numerous efficiency targets.|The B2C profits system is easy and effective. A company takes advantage of advertising or phrase of mouth for getting prospects considering getting their items. This is often associated with the retail field.|Find out more about how to sell on Amazon and how to start off an Etsy store. Moreover, take into consideration selling read more solutions on specialty marketplaces or niche web pages that the target sector utilizes to shop on the net.|A further noteworthy item from this review: Females who started acquiring sexual intercourse earlier identified bigger fulfillment in school.|The opinions expressed tend to be the author?�s alone and also have not been presented, authorized, or otherwise endorsed by our associates. Julia Rittenberg Contributor}
Get an outline of how to make a selling account, record products, satisfy client orders, and a lot more. Find out how to market??whether you?�re new to on the web retail or merely new to selling from the Amazon retail outlet.|Selling is quite a bit like interpretive dance or improv comedy ??a no cost-flowing artwork kind that requires tact and charisma.|Nervous/ambivalent: Anyone using this design usually anxieties that their associate will not love them. In some cases they would like to be with their spouse a lot that it scares the other man or woman away.|Creating considerate, useful content material is a terrific way to spotlight your abilities and preserve customers and prospects engaged.|Millennials and Gen Z are particularly more likely to make considerable buys?�even B2B purchases??without|with out|without having|with no|devoid of|without the need of} talking to a profits rep. Inbound social selling makes use of social channels to supply the data and sources these potential buyers want to settle on your brand name.|Lots of say it is not an emotion in just how we normally have an understanding of them, but An important physiological drive.|Julia can be a author in New York and commenced masking tech and business through the pandemic. She also addresses publications and also the publishing business.|Resilient: Resilience is vital to a successful income vocation. Salespeople experience frequent rejection and setbacks, and It really is very important they keep identified, discover from troubles, and swiftly go ahead.|Set some serious believed into your social interactions and bear in mind your followers are serious folks who you might be nurturing as sales opportunities. 32% of men and women will unfollow a manufacturer account for earning generic or automatic remarks, or for failing to connect with the Local community.|Second, the LinkedIn algorithm not too long ago shifted. It now areas far more emphasis on articles that shares pro expertise or tips. Highlighting your knowledge helps increase the arrive at within your content material. It?�s an essential way to reveal your believability over and above existing connections.|Inside of income reps normally specialize in a selected merchandise and can guideline prospective buyers by its functions and Advantages.|Such as, you would possibly promote as a result of impartial brokers or brokers who organize transactions in Trade for any Fee.|framework ??listening, acknowledging, exploring, and responding. It means that you can remain in command of the process whilst preserving your potential customers engaged and setting up have faith in. And know how to speed your endeavours. That usually means starting off your deal slowly but surely and accelerating at the tip.|Conversion: Conversion transpires whenever a direct moves to the next phase during the revenue course of action, such as getting to be a prospect or creating a order. Most commonly, It really is applied to explain the moment whenever a prospect will become a shopper by finishing a sale.|Talk. All people's requirements are distinct. The ultimate way to ensure that your needs and your loved 1's wants are satisfied is always to mention them.|Income director The income director oversees your complete sales operation and is responsible for location the general income system and aims.|Amazon also collects a referral cost on each item bought, together with other selling service fees can apply in some cases. Some optional applications and systems include added prices.|Observe resilience and adaptability No matter if It truly is handling objections, getting rid of a offer, or modifying to changes in The shopper's priorities, overall flexibility is essential. Gross sales reps who can quickly pivot and come across new prospects in setbacks will frequently have bigger extensive-phrase good results.|Continue reading to learn about social selling ideal practices that could flip your social existence right into a lead era machine.|A folks human being: Product sales is centered on developing associations. For those who take pleasure in building connections, supporting Many others, and retaining powerful conversation, profits could be a fantastic in shape for yourself.|Build abilities inside your sector in general. Have an extensive knowledge of the potential clients you happen to be selling to. Have a feel for a way they|eBay Adverts can help you Create your company on eBay with successful promoting equipment that develop a significant link concerning you and eBay?�s global community of passionate consumers - and allow you to provide your items a lot quicker.|Why Hootsuite What makes us the industry chief Where by we?�ve been and where by we?�re heading How we?�re distinct Our dedication to training, your online business, and the entire world Hootsuite while in the news What we?�re so far Measure the ROI within your social websites Start with social commerce five ways to elevate your manufacturer with social purchaser treatment What We Do Publish and plan Strategy your posts with ease|can help reps qualify qualified prospects by making sure They are really focusing on the ideal human being and that the prospect has the spending plan, authority, want, and timeline to make a acquire. Also, is there a necessity that is remaining unmet and, In that case, could you deliver on that need to have in time for them to do well?|As a result of its integration with Hootsuite, SugarCRM permits social sellers to identify and develop potential customers and instances based upon social posts found from the Hootsuite dashboard. You can convert qualified prospects, look for records, plus more.|Julia is a writer in Ny and began covering tech and enterprise during the pandemic. She also covers publications plus the publishing field.}
Amazon operates retailers worldwide, making it possible for you to increase your company internationally in spite of where you?�re Situated., sales has often been about constructing associations. You require to determine rapport and believability, then provide the proper Remedy to the best prospect at the best time.|Safe: As its title indicates, the safe attachment design includes currently being safe in the relationship. Somebody who is secure has hardly any problems of abandonment or fears of somebody else finding far too near.|Ideally, passionate love leads to compassionate love, which is far more enduring. Though plenty of people drive interactions that Blend the safety and security of compassionate love with rigorous passionate love, Hatfield believes this is exceptional.|Immediately after a product is shown by one of the previously mentioned sellers, Some others sellers can match gives to its item depth site. They might be prompted to accomplish a brand selling software 1st.|Verywell Mind's articles is for informational and educational uses only. Our Web site isn't intended to be considered a substitute for professional medical suggestions, diagnosis, or therapy.|Handmade product or service sellers should really consider careful measurements to Screen on product internet pages. If there is any expected variation, you must create a disclaimer about that in your merchandise internet pages also.|Summary Many theories of love exist, hoping to deliver Perception into how love forms and evolves. Each contributes to what we know about this emotion, supplying various attainable explanations for a way love-dependent interactions get started, expand, and change.|Your shopper-assistance general performance is calculated working with what we call an Purchase Defect Level (ODR). Your ODR is the percentage of your respective orders with one or more indicators of poor customer care.|, psychologist John Lee delivered One more concept of love, which in contrast variations of love to the colour wheel. Just as you will discover three Most important shades, Lee instructed there are also three Main styles of love:|Suggestion: You may create X Lists in Hootsuite to assist maintain all your intel in one put. Find the how-to online video in this article.|But lesser B2C income may perhaps shut in days or even weeks. Reps need to grasp the sales cycle for their business and alter their strategies. They should know when to force ahead and when to Wait and see. Attempting to hurry the method can sometimes produce getting rid of a deal.|" If the radio present host is ending the job interview While using the visitor, He's telling the guest that his time is appreciated. Replying with "you guess" is constructive comments which the guest has fulfilled his job.|As soon as you?�ve finished vendor registration, you?�ll have usage of your Seller Central account. You can imagine Vendor Central as your hub for selling inside the Amazon store. You should utilize it to list and price tag goods, regulate your inventory, and fulfill shopper orders.|To generally be a highly effective B2B salesperson, you might want to have substantial expertise in your services or products, together with your customer's organization requires and difficulties.|Squarespace is an internet site builder System with selling abilities. For those who?�re enthusiastic about Website design and want to showcase your solutions with an eye-catching Web site, it is a very good put to start.|Beginning a web based small business is usually so simple as beginning a website with the proper support. Should you?�re planning to offer merchandise on the web, there are several platforms and expert services which will facilitate it to suit your needs.|This can be also a very good decide to use if you intend to ever have an in-human being selling choice for your items, whether or not that?�s a shop location or simply a trade exhibition.|Once you?�re ready to offer, promoting is important to aid your business get visibility and promote products and solutions. There are a variety of methods to market, from social media to PPC advertisements, and you will commonly wish to market throughout various channels.|In addition, it will allow consumers to Get better abandoned carts and has a bunch of customizable themes for your shop. Shopify is likewise great for dropshipping corporations.|I frequented Tennesse and Atlanta for 2 weeks as a tourist (B1/B2) visa. Can I get yourself a tax refund on matters I bought?|Vintage collectibles connected to historical folks, destinations, or events and promotional resources connected to customer manufacturers.|Good Vocabulary: associated phrases and phrases Terms indicating aspects of issues back again conclusion bifurcation biomarker department cartridge chunk aspect modularized modularly module moiety multi-branched multi-ingredient neck piece sub-department sub-sector subcomponent subpart subscale See extra results » You can also uncover relevant terms, phrases, and synonyms from the matters:}}