mkt320 | undergraduate
Business-to-business Sales Management
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Retention and Referrals
- Develop a strategy for a referral stream.
- Evaluate legal and ethical implications in B2B selling.
- Determine customer relationship strategies to manage customer retention.
Introduction to the Business-to-Business Selling Relationship
- Differentiate between business-to-business (B2B) and business-to-consumer (B2C) selling.
- Identify methods for B2B selling.
- Explain the challenges of B2B selling
Establishing a Relationship and Effective Communication
- Explain how a relationship strategy creates value.
- Explain the importance of developing a professional network.
- Develop a personal strategy for relationship selling.
Matching Products to Prospects
- Explain the importance of product knowledge and developing a product strategy.
- Determine target market and its segmentations.
- Explain how to position products to meet customer wants and needs.
- Evaluate the alignment between the selling process and buyer behavior.
Negotiation and Closing the Sale
- Build value for customers based on satisfying customer needs.
- Develop an effective and persuasive sales presentation using basic principles.
- Apply appropriate methods for closing a sale.
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