Little Known Facts About management.

Little Known Facts About management.

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8 widespread varieties of product sales Revenue is actually a wide idea, so It really is beneficial to interrupt it down into the kinds of sales, highlighting the intricacies and strategies of each. Figuring out how Every kind differs may help you choose the profession path that is best for you. or Professional prepare??to suit your selling demands.|What exactly is profits? Product sales is the Trade of something of value for currency. Salespeople, often called gross sales Associates or income reps, are responsible for acquiring and attracting prospective purchasers, being familiar with their requires, and educating and nurturing them throughout the buying approach.|This solution also builds rapport and demonstrates The shopper that the rep is invested of their good results, not simply the sale.|Grasp the artwork with the abide by-up One conversation is never adequate to close a offer. Income reps have to observe up consistently with prospects to supply more details and deal with any concerns.|Why do numerous impartial sellers pick out Amazon to be a channel for their business enterprise? Mainly because they reach sell within a retail outlet that extra prospects trust??and they|and so they|plus they|they usually} get to get it done with higher-impression instruments and applications that Price under choices. Which means far more possibilities for development plus more possibilities to transform the way you provide.|Your income expertise ought to never be stagnant. You will find often room for advancement and adaptation. Which doesn't have to stem solely from your have gross sales encounters.|Account supervisor Account managers just take about following a sale is produced and deal with developing robust, lasting associations with prospects. They make sure shoppers are content and continue to keep them coming back by providing ongoing assistance, suggesting new solutions, or aiding them enhance their recent types.}

To start with, your social staff produces manufacturer-authorised articles. They add that content material in to the Amplify dashboard. Your total sales crew can entry the dashboard and choose which content material they want to share on their social channels. You'll be able to make a decision simply how much customization to allow.

and also your model?�the normal stage of Call each time a prospect is able to obtain.|This is essential: 70% of people who observe brand names on social networking have express strategies to invest in from them. Shedding followers for very poor communications abilities is definitely an complete no-no for social selling execs.|Analysis on love has grown tremendously because Freud's remarks. But early explorations into the character and motives 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 different types of love: compassionate love and passionate love.}

By clicking ??Accept All Cookies?? you agree to the storing of cookies on your machine to improve web page navigation, review web-site use, and guide inside our marketing endeavours. Privacy Plan|of the prospect ahead of a salesperson even receives a meeting. Furthermore, some product sales conversion charges are certainly small ??one% or 2%. A favourable way of thinking assists them remain focused and inspired, even when the quantities are not immediately inside their favor.|Soon after picking your selling plan, you?�ll sign up with Amazon and create a Vendor Central account. You'll be able to produce your account utilizing the email handle related to your Amazon shopper account, or you can create it utilizing a separate organization e mail address.|Inside of a radio display (such as APM Marketplace), when a host interviews a visitor, the conversation ends with the host expressing "Thank you" and the visitor stating a thing similar in response.|Verywell Brain's information is for informational and academic functions only. Our Internet site will not be meant to be a substitute for Expert health-related tips, analysis, or procedure.|or present accounts to nurture. They often use applications for example laptops or tablets and have digital samples or demos, brochures, and price tag lists. The in-man or woman connections made for the duration of outside the house sales assist reps pick up on nonverbal cues which will make a vital distinction in closing bargains.|To begin selling with Amazon, you should develop an Amazon selling account. Learn more in our vendor registration information.|After you?�re working out wherever to market on the internet, You will need to define the type of products initially. According to what you want to market, you will discover platforms with as numerous or fewer customization selections to put your product or service-selling enterprise alongside one another.|When interacting with prospects and prospects by way of social networks, it?�s essential not to receive way too salesy.|Be conscious on the strategies your colleagues are using inside their revenue efforts, and see If you're able to incorporate a lot of the more thriving kinds into your repertoire.|Reliable by small business builders throughout the world, the HubSpot Weblogs are your variety-1 source for education and inspiration.|Irrespective of whether in the booming or challenging financial system, knowing the differing types of revenue and adopting the correct tactics may help you shut much more discounts and realize extended-phrase results.|Assertive: Salespeople needs to be willing to initiate conversations, In spite of individuals that may well not surface outwardly interested. As described from the job interview, resilience and adaptability are important attributes, specially when addressing rejection or uncertainty. Assertiveness allows reps force ahead and build opportunities exactly where they may not look clear.|Use Sponsored Manufacturers advertisements to element up to a few merchandise, as well as a logo and headline. Or make a Sponsored Manufacturers marketing campaign by having an vehicle-enjoying video that contains a one solution. These adverts show up prominently above, together with, and down below search engine results.|Romance counseling is often helpful in conditions wherever partners need enable coping with miscommunication, anxiety, or emotional problems.}

and you will decide which a single is true for each merchandise you provide. In case you?�re a current vendor, You can even use our Earnings Calculator to check estimates for FBA and your possess fulfillment technique.|This term is accustomed to introduce Each individual article or assertion in a listing or sequence and means "also, Also''.|The opportunity to link with people and realize what motivates them is frequently a crucial differentiator in successful revenue Occupations.|First, Hootsuite is a powerful social listening Device. It permits you to come across An important discussions regarding your brand name online. With all the current acquisition of Talkwalker, Hootsuite now delivers advanced AI-driven social Hearing help discover The key conversations.|Know All of this and more, so you can much better body your merchandise since the clever, sensible option that can accommodate your prospect's pursuits much better than any individual else possibly could. Nonetheless it will not cease there.|Details supplied on Forbes Advisor is for educational purposes only. Your economical condition is unique plus the products and services we review is probably not appropriate in your circumstances.|The chance to handle rejection and adapt to transforming instances tends to make resilience a necessity-have top quality.|Do It's important to communicate with a gatekeeper, like an assistant, just before really Chatting with the prospect? Relay the information the prospect will require to them Obviously, concisely, and albeit. Make certain they know very well what you're stating with some perception of urgency.|Depending on Hazan and Shaver's investigate, protected attachment is the most common design. This is accompanied by the avoidant attachment type, then nervous/ambivalent attachment.|99 each month, no matter how several items you provide. Every system gives you use of a selected team of optional applications and equipment, While using the Expert program presenting the most robust suite of Positive aspects. Learn more about Just about every system|You may as well use tools in Seller Central to develop promotions and coupons, monitor payments and charges, and even more. Take into consideration introducing other end users on your account for those who?�d like help with sure duties.|We offer two selling designs so you can choose the ideal package of tools and services for the right price tag.|We depend upon by far the most recent and reliable sources, that happen to be cited while in the text and listed at The underside of each and every report. Material is point checked immediately after it has been edited and right before publication. Learn more.|Forbes Advisor adheres to strict editorial integrity benchmarks. To the best of our know-how, all content material is accurate as on the date posted, though delivers contained herein may no longer be offered.|Always bear in mind revenue is purchaser-centric. You're not selling yourself ??you're selling on your potential customers. Guide with empathy and consider how your goods and services could remedy the difficulties your prospect is experiencing.|All info item line-item veto line item information item motion item collector's item item of clothing See all meanings Idioms and phrases item by item phrase|56% of shoppers mention that a manufacturer?�s social media presence is most attractive when it provides a persuasive point of view inside of their area of expertise. It doesn?�t need to be specialized! Just share what you already know in a way that helps Other people.|Excellent income reps relate to their customers on a deeper level, making them additional adaptable and helpful in addressing their requires.|The "one-ten" closing technique is among the simplest tactics salespeople can make use of to effectively deliver offers house. This method can help you reign in prospective clients, cues you into which ones need much more interest, and lets you realize when it'd be time to jump ship on a potential deal. This is a video clip from HubSpot Academy detailing how to do it suitable.|Getting the best on the web e-commerce platform is not hard When you establish the scope of one's facet hustle or organization.|arises from the Greek phrase which means "activity." This kind of love is conceived as playful and fun but not essentially critical. Those that show this type of love will not be Completely ready for determination and they are wary of an excessive amount of intimacy. So, it signifies love like a game.|Study what you will need prior to deciding to listing goods and how to match presents and develop product element pages equally one at a time and in bulk.|Center on marriage constructing ??above all else. That means providing seem suggestions to prospective buyers, sustaining Speak to, and most likely delivering solutions like many payment terms or extended trials.|Get started by partaking Using the folks you?�re previously related with around the platform. When you like, comment on, and share content material from present connections, you become more noticeable to their networks. With time, you may establish believability having an extended viewers.|Be an Lively participant in applicable teams, sharing your know-how and remaining a good social citizen.|reveals that 86% of business buyers say They are more very likely to obtain when reps fully grasp their ambitions.|In the nineteen seventies, U.S. Senator William Proxmire railed in opposition to scientists who were learning love and derided the work to be a waste of taxpayer pounds.|It can normally be located on packaging above or underneath the solution?�s barcode. The most typical GTIN employed by Amazon sellers is actually a UPC, but you may additionally uncover an ISBN, EAN, or JAN with your item.}

focuses on pinpointing The shopper's wants and featuring tailored remedies to meet them. Reps operate intently with clients to outline their small business troubles and examine how the services or products can solve All those challenges.

If a product is part of a brand enrolled in Amazon Manufacturer Registry, only 3 forms of sellers can produce its item detail web page using our standard listing processes:, this means that folks are averting an issue as opposed to discussing it.|Although mounted agenda items had been agreed at the final spherical of talks, customers clearly had their own individual aims.|which entails selling to large corporations, might have extended direct periods, due to the fact selling to an company may be remarkably elaborate. A little or midsize company (|When you?�ve shopped in the Amazon store, you?�ll understand the solution depth web site. It?�s the place consumers discover all suitable information regarding an item.|This consists of building associations and guiding buyers toward a invest in decision, normally with the assistance of|Hatfield indicates that passionate love arises when cultural expectations motivate falling in love, when the individual fulfills one's preconceived Thoughts of great love, and when one particular encounters heightened physiological arousal in the presence of one other person. This love is transitory, In keeping with Hatfield, normally Long lasting among six and thirty months.|At first it meant "That is unquestionably correct" or "I ensure it" or some such, but has morphed to indicate simply just "You're welcome" in lots of instances. No, it won't seem sensible, but that's the way this sort of points go.|If you invite anyone, they?�ll get an email using a backlink to established their own personal login information and facts. As soon as they acknowledge the invitation, you can pick what permissions they have, like being able to check out and edit inventory or deal with orders.|Use technological know-how to streamline procedures Sales resources and tech, like CRM platforms, are essential for tracking shopper interactions and managing pipelines. They also automate regimen duties, so reps can invest a lot more time creating associations and less time on administrative function. For instance,|Which makes it much easier to affiliate your solutions with the brand name name. Brand Registry is totally free and offers sellers with a suite of supplemental selling Added benefits and safety instruments.|can be a B2B product sales methodology designed to assistance reps realize click here why specials are won or lost. It concentrates on identifying the financial consumer, being familiar with the choice-earning course of action, and locating a "champion" within the Corporation who can advocate for the Alternative.|Even though these third-celebration e-commerce platforms will have a charge or Fee, they provide quite a lot of publicity, giving your small business the opportunity to get before buyers and land sales.|Tell and empower customer purchases by incorporating video clip to the most crucial image block on your own product detail pages. Films also can assist cut down consumer returns.|Compassionate love is characterized by mutual respect, attachment, passion, and trust. This love normally develops away from inner thoughts of mutual being familiar with and shared respect for one another.|Snap your items from several angles inside of a well-lit put, and capture any blemishes for transparency.|You can even start off on the lookout for styles from the styles of content your potential customers interact with, to aid guide your personal content material creation strategy.|stand relative for their competitors. Get all this information, utilize it to form chatting details, and manage to articulate them naturally and coherently.|Before you begin selling, you?�ll choose to configure your Vendor Central account for your business. Make sure you review, ensure, or change the next, as essential:|Income operations Gross sales operations experts support your sales workforce do the job successfully and successfully. They manage profits instruments, processes, and facts, ensuring your gross sales reps have everything they should be successful.}

Test without spending a dime Talk to a specialist. Inform us a little bit additional so the proper particular person can get to out more rapidly. Request a get in touch with Keep current. Get the most recent research, field insights, and products information sent straight in your inbox. Join e-newsletter

Every single plan also provides you with usage of a specific group of optional systems. You may alter or cancel your selling program at any time. Now??and ??Add|Include|Incorporate|Insert|Increase} to Cart??buttons. To compete to the Showcased Give, a vendor have to set a competitive selling price and possess a Professional selling strategy. The merchandise also must be in new problem.|Increase profits a lot quicker with a single supply of truth of the matter. Learn how Income Cloud works by using details and AI to help you Create associations and shut discounts rapidly.|Should you have a specialist selling system, you can provide Reps of your small business use of your Vendor Central account by inviting them as end users.|Manage to tackle any inquiries your potential customers might have thoroughly and thoughtfully. Your capacity to achieve this is Probably the most crucial elements in building rely on and rapport with potential clients. But your knowledge has to increase over and above your product or service.|Psychologists and scientists have proposed numerous different theories of love to elucidate how it forms and the way it endures. Allow me to share 5 of the key theories proposed to explain the psychology of love and various emotional attachments.|By clicking ??Accept|Take|Acknowledge|Settle for} All Cookies?? you conform to the storing of cookies on your product to enhance web-site navigation, analyze site utilization, and support in our advertising endeavours. Privacy Coverage|Social selling is not really similar to social commerce. In lieu of chasing one-off income, it leverages social media marketing to nurture relationships. It may push activity in any respect factors within your sales funnel.|Julia is actually a author in Big apple and commenced masking tech and business enterprise throughout the pandemic. She also covers publications along with the publishing industry.}

Attributes of successful salespeople Whilst successful salespeople have various abilities and attributes, there are several characteristics that seem to chop throughout all salespeople, B2B and B2C. These include things like:

Initially, social selling was mainly (but not fully) a B2B follow. It associated locating strategies for sales reps and teams to incorporate the exponential networking energy of social tools into their existing profits process.

These are very friendly and curious,??The Evening Unbiased wrote in 1979 within an item emphasizing their attractiveness and cuteness.|Your browser isn?�t supported anymore. Update it to obtain the greatest YouTube expertise and our most recent capabilities. Learn more|Ebooks In-depth guides on dozens of matters pertaining for the marketing and advertising, gross sales, and customer service industries|Free delivery is a superb tactic for having clients to order, but You should take up the shipping and delivery costs your self. Presenting income or other incentives could possibly be an even better notion if transport expenditures are trending upward from your chosen carrier in your location.|Love is far further, additional intensive, and includes a potent want for Bodily intimacy and phone. People who find themselves "in like" delight in each other's firm, although those people website who are "in love" care as much in regards to the other man or woman's wants because they do their particular.|Should the item you would like to sell is by now inside the Amazon retail outlet, You need to use its GTIN to match an offer to the prevailing solution element webpage. If an item isn?�t presently inside the Amazon keep, you?�ll require to make a new merchandise detail site and will include your present info concurrently.|Build Your Selling Platform There are a number of on line platforms that you can use to provide your products and solutions. It is determined by exactly how much customization you would like to do for your on-line retailer.|Look up "item" at dictionary.com Go to Tastes site and Decide on unique steps for taps or mouse clicks.|Verywell Head's written content is for informational and academic reasons only. Our Site is not meant to be considered a substitute for Experienced health-related information, diagnosis, or treatment.|For most items, we can offer a price tag recommendation for you based on a short while ago marketed, similar items. How you value your item can depend upon how you prefer to market it?�Auction or Buy It Now. Choose a reduce starting rate for auctions to produce much more desire.|Adapt your approach to the profits setting Revenue procedures fluctuate significantly with regards to the form of revenue ecosystem ??no matter if It is B2B, B2C, company, or smaller company. Reps should tailor their techniques on the unique needs of every.|Salesforce is a robust, AI-run CRM that connects your product sales, internet marketing, and customer service teams. Its integration with Hootsuite causes it to be a handy social selling Device. This lets you detect and seize profits leads identified by way of social channels.|Most affordable Amazon price tag: the bottom price at present supplied by a seller in the Amazon shop. We share The present least expensive Amazon price to give sellers who list a product to the opportunity to match or beat it.|To sell within the Amazon retailer, you?�re required to comply with all relevant legal guidelines and Amazon guidelines. Our Account Overall health dashboard provides an summary of your respective account?�s adherence to procedures and a variety of effectiveness targets.|The B2C revenue process is straightforward and helpful. A company works by using advertising and marketing or phrase of mouth to receive shoppers interested in shopping for their solutions. This is often related to the retail industry.|Find out more about how to sell on Amazon and the way to get started an Etsy shop. Additionally, contemplate selling products on specialty marketplaces or area of interest web sites that the target sector employs to buy on the web.|Another noteworthy item from this review: Ladies who begun possessing sexual intercourse earlier uncovered greater pleasure in college.|The viewpoints expressed are classified as the creator?�s alone and also have not been delivered, permitted, or or else endorsed by our companions. Julia Rittenberg Contributor}

regardless of whether you?�re new to on the web retail or maybe new to selling inside the Amazon retailer.|Selling is a great deal like interpretive dance or improv comedy ??a totally free-flowing artwork kind that requires tact and charisma.|Nervous/ambivalent: Somebody with this particular design and style normally anxieties that their spouse does not love them. Sometimes they wish to be with their associate a lot that it scares one other man or woman absent.|Making considerate, useful content material is a terrific way to highlight your abilities and preserve clients and sales opportunities engaged.|Millennials and Gen Z are specifically likely to make major purchases?�even B2B purchases??without|with out|without having|with no|devoid of|without the need of} speaking to a product sales rep. Inbound social selling takes advantage of social channels to deliver the information and assets these buyers need to have to decide on your model.|Many say it is not an emotion in just how we normally fully grasp them, but an essential physiological generate.|Julia can be a author in Big apple and commenced masking tech and business through the pandemic. She also addresses guides website and the publishing market.|Resilient: Resilience is vital to An effective gross sales career. Salespeople deal with Recurrent rejection and setbacks, and it's essential they remain decided, understand from troubles, and immediately move ahead.|Put some actual imagined into your social interactions and bear in mind your followers are authentic individuals that that you are nurturing as leads. 32% of folks will unfollow a manufacturer account for building generic or automatic opinions, or for failing to connect with the Local community.|Second, the LinkedIn algorithm lately shifted. It now locations much more emphasis on content material that shares expert awareness or information. Highlighting your know-how assists extend the arrive at of your respective material. It?�s an essential way to reveal your reliability beyond present connections.|Within product sales reps usually specialise in a particular product and might guidebook prospective customers as a result of its characteristics and Advantages.|Such as, you could possibly promote by means of unbiased brokers or agents who set up transactions in exchange for just a commission.|framework ??listening, acknowledging, Checking out, and responding. It means that you can remain in command of the process when retaining your prospects engaged and setting up belief. And know how to tempo your initiatives. That always indicates beginning your deal slowly but surely and accelerating at the end.|Conversion: Conversion occurs every time a lead moves to the following action during the income system, such as starting to be a prospect or making a buy. Mostly, It is really used to describe The instant when a prospect gets to be a client by completing a sale.|Converse. Anyone's needs are distinct. The easiest way to make sure your preferences and also your loved a person's requirements are met is to take a look at them.|Gross sales director The profits director oversees all the income Procedure and is also chargeable for placing the overall sales technique and targets.|Amazon also collects a referral fee on each item marketed, and also other selling charges can use in some cases. Some optional instruments and plans entail added costs.|Exercise resilience and adaptability Whether or not It is really dealing with objections, getting rid of a deal, or changing to adjustments in The shopper's priorities, versatility is crucial. Gross sales reps who will speedily pivot and uncover new options in setbacks will frequently have bigger extended-expression achievement.|Keep reading to learn about social selling ideal practices that can turn your social presence right into a guide era equipment.|A persons individual: Gross sales is about making relationships. Should you love creating connections, serving to others, and retaining powerful communication, product sales may very well be an awesome match for yourself.|Create knowledge with your marketplace in general. Have an extensive comprehension of the prospects you might be selling to. Get a feel for the way they|eBay Ads will help you Construct your online business on eBay with powerful promoting instruments that develop a meaningful connection concerning you and eBay?�s world Local community of passionate prospective buyers - and help you provide your items a lot quicker.|Why Hootsuite What would make us the sector leader Where by we?�ve been and wherever we?�re heading How we?�re various Our determination to schooling, your enterprise, and the globe Hootsuite within the information What we?�re so far Evaluate the ROI of the social media Get rolling with social commerce 5 techniques to elevate your brand with social shopper care What We Do Publish and schedule System your posts with ease|can help reps qualify prospects by making sure They're concentrating on the proper man or woman and that the prospect has the price range, authority, require, and timeline to make a acquire. Also, is there a necessity that's currently being unmet and, If that's so, are you able to supply on that have to have in time for them to do well?|By its integration with Hootsuite, SugarCRM permits social sellers to establish and create qualified prospects and scenarios depending on social posts discovered throughout the Hootsuite dashboard. You could convert qualified prospects, research documents, and much more.|Julia is actually a author in New York and commenced covering tech and organization over the pandemic. She also handles guides and the publishing business.}

Amazon operates retailers around the world, permitting you to definitely expand your online business internationally irrespective of in which you?�re located., gross sales has normally been about developing relationships. You would like to determine rapport and credibility, then supply the proper Remedy to the right prospect at the appropriate time.|Secure: As its name indicates, the secure attachment fashion involves becoming secure in the connection. Somebody who is safe has very few anxieties of abandonment or fears of another person obtaining also shut.|Ideally, passionate love brings about compassionate love, that is far more enduring. Whilst many people motivation associations that Blend the security and steadiness of compassionate love with extreme passionate love, Hatfield believes this is scarce.|Immediately after a product is detailed by among the earlier mentioned sellers, Other people sellers can match offers to its merchandise element web page. They could be prompted to accomplish a model selling software 1st.|Verywell Intellect's content is for informational and educational reasons only. Our website just isn't intended to certainly be a substitute for professional health care information, diagnosis, or therapy.|Handmade item sellers ought to just take very careful measurements to Screen on product webpages. When there is any predicted variation, it is best to generate a disclaimer about that on the product or service internet pages in addition.|Summary Many theories of love exist, hoping to provide insight into how love types and evolves. Each one contributes to what we know about this emotion, giving a number of attainable explanations for a way love-based associations get started, mature, and alter.|Your purchaser-assistance functionality is measured applying what we call an Buy Defect Price (ODR). Your ODR is the percentage of the orders with one or more indicators of poor customer service.|, psychologist John Lee offered Yet another theory of love, which as opposed styles of love to the colour wheel. Just as you can find three Key colors, Lee instructed that there are also a few Most important types of love:|Suggestion: It is possible to put in place X Lists in Hootsuite to help you hold all your intel in a single put. Locate the how-to video clip right here.|But smaller B2C income could close in days or perhaps weeks. Reps need to have to comprehend the sales cycle for his or her sector and modify their procedures. They should know when to push ahead and when to be patient. Wanting to hurry the method can sometimes bring on dropping a offer.|" When the radio exhibit host is ending the interview While using the guest, He's telling the visitor that his time is appreciated. Replying with "you bet" is good responses that the guest has fulfilled his job.|After you?�ve completed seller registration, you?�ll have use of your Vendor Central account. You'll be able to imagine Vendor Central as your hub for selling inside the Amazon retail store. You can utilize it to list and value products and solutions, handle your inventory, and satisfy shopper orders.|To become a good B2B salesperson, you might want to have in depth understanding of your goods and services, as well as your consumer's business enterprise needs and problems.|Squarespace is an internet site builder platform with selling capabilities. In case you?�re serious about Website design and wish to exhibit your products and solutions with an eye-catching website, this is a great position to start out.|Starting off an on-line business enterprise is usually so simple as starting up an internet site with the correct support. In the event you?�re seeking to sell products and solutions on-line, there are various platforms and providers that may aid it in your case.|That is also a fantastic decide to use if you intend to ever have an in-human being selling choice for your items, whether or not that?�s a store spot or perhaps a trade extravaganza.|If you?�re prepared to provide, advertising and marketing is essential that will help your small business acquire visibility and provide items. There are a selection of approaches to publicize, from social websites to PPC adverts, and you will frequently desire to publicize across many channels.|In addition, it will allow clients to Get well deserted carts and it has a lot of customizable themes in your shop. Shopify is usually great for dropshipping corporations.|I frequented Tennesse and Atlanta for two months as being a tourist (B1/B2) visa. Can I have a tax refund on matters I bought?|Vintage collectibles connected with historic individuals, spots, or gatherings and marketing materials associated with buyer manufacturers.|Clever Vocabulary: similar text and phrases Text meaning parts of things back stop bifurcation biomarker branch cartridge chunk component modularized modularly module moiety multi-branched multi-element neck piece sub-branch sub-sector subcomponent subpart subscale See more results » You can also discover related words, phrases, and synonyms during the subject areas:}}