User:Jukeboksi/BBA studies/Sales and selling: Difference between revisions
m →Strategic Business-to-Business Relationship Management: + adding course code and teacher name |
+ This article used to be at the address https://GloBBA12.si/wiki/Sales_and_selling from 2012 to 2016 and https://wiki.study/regarding/Sales_and_selling from 2016 to 2020 |
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== Strategic Business-to-Business Relationship Management == | == Strategic Business-to-Business Relationship Management == | ||
Course code: MAR3LF002 | Course code: MAR3LF002 | ||
Teacher: Hanna Harilainen | Teacher: Hanna Harilainen | ||
=== Strategic Business-to-Business Relationship Management - Session 1 === | |||
* '''[[w:Strategic management|Strategic management]]''' involves the formulation and implementation of the major goals and initiatives taken by a company's top management on behalf of owners, based on consideration of [[w:Factors of production|resources]] and an assessment of the internal and external environments in which the organization competes. | * '''[[w:Strategic management|Strategic management]]''' involves the formulation and implementation of the major goals and initiatives taken by a company's top management on behalf of owners, based on consideration of [[w:Factors of production|resources]] and an assessment of the internal and external environments in which the organization competes. | ||
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** [https://www.youtube.com/watch?v=QoAOzMTLP5s Youtube: Business Model Canvas Explained] | ** [https://www.youtube.com/watch?v=QoAOzMTLP5s Youtube: Business Model Canvas Explained] | ||
=== Strategic Business-to-Business Relationship Management - Session 2 === | === Strategic Business-to-Business Relationship Management - Session 2 - Work roles in sales === | ||
'''Some titles in sales:''' | '''Some titles in sales:''' | ||
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* A '''[[w:value proposition|value proposition]]''' is a [[w:promise|promise]] of [[w:value (economics)|value]] to be delivered and acknowledged and a belief from the [[w:customer|customer]] that value will be appealed and experienced. ( Wikipedia ) | * A '''[[w:value proposition|value proposition]]''' is a [[w:promise|promise]] of [[w:value (economics)|value]] to be delivered and acknowledged and a belief from the [[w:customer|customer]] that value will be appealed and experienced. ( Wikipedia ) | ||
=== Strategic Business-to-Business Relationship Management - Session 3 | === Strategic Business-to-Business Relationship Management - Session 3 - Sales process and sales management === | ||
* A '''[[w:sales process|sales process]]''' is an approach to selling a product or service. The sales process has been approached from the point of view of an [[w:engineering|engineering]] discipline (see [[w:sales process engineering|sales process engineering]]). ( Wikipedia ) | * A '''[[w:sales process|sales process]]''' is an approach to selling a product or service. The sales process has been approached from the point of view of an [[w:engineering|engineering]] discipline (see [[w:sales process engineering|sales process engineering]]). ( Wikipedia ) | ||
:In ''Management of a Sales Force'' (12th Ed. p. 66) by Rich, Spiro and Stanton a "sales process" is presented as consisting of eight steps. These are: | :In ''Management of a Sales Force'' (12th Ed. p. 66) by Rich, Spiro and Stanton a "sales process" is presented as consisting of eight steps. These are: | ||
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:::::::** Gaining commitment | :::::::** Gaining commitment | ||
::::::::** Follow-up ( Wikipedia ) | ::::::::** Follow-up ( Wikipedia ) | ||
* '''[[w:Sales force management system|Sales force management system]]s''' are [[w:information systems|information systems]] used in CRM [[w:marketing|marketing]] and [[w:management|management]] that help automate some [[w:sales|sales]] and [[w:sales force management|sales force management]] functions. They are often combined with a [[w:marketing information system|marketing information system]], in which case they are often called [[w:customer relationship management|customer relationship management]] (CRM) systems. ( Wikipedia ) | |||
* A '''[[w:performance indicator|performance indicator]]''' or '''key performance indicator''' ('''KPI''') is a type of [[w:performance measurement|performance measurement]]. KPIs evaluate the success of an organization or of a particular activity in which it engages. ( Wikipedia ) | |||
* '''[[w:Sales process engineering|Sales process engineering]]''' is the [[w:engineering|engineering]] of better [[w:sales process|sales process]]es. It is thus the quest to design better ways of [[w:selling|selling]], making [[w:sales|salespeople's]] efforts more productive. ( Wikipedia ) | * '''[[w:Sales process engineering|Sales process engineering]]''' is the [[w:engineering|engineering]] of better [[w:sales process|sales process]]es. It is thus the quest to design better ways of [[w:selling|selling]], making [[w:sales|salespeople's]] efforts more productive. ( Wikipedia ) | ||
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* '''[[w:Customer retention|Customer retention]]''' is the activity that a selling organization undertakes in order to reduce customer defections. Successful customer retention starts with the first contact an organization has with a customer and continues throughout the entire lifetime of a relationship. ( Wikipedia ) | * '''[[w:Customer retention|Customer retention]]''' is the activity that a selling organization undertakes in order to reduce customer defections. Successful customer retention starts with the first contact an organization has with a customer and continues throughout the entire lifetime of a relationship. ( Wikipedia ) | ||
=== Strategic Business-to-Business Relationship Management - Session 4 === | === Strategic Business-to-Business Relationship Management - Session 4 - Selling ICT services and products === | ||
* A '''[[w:business idea|business idea]]''' is a [[w:concept|concept]] which can be used for [[w:Commerce|commercial]] purposes. It typically centers on a [[w:commodity|commodity]] or [[w:service (economics)|service]] that can be sold for money, according to a unique model. ( Wikipedia ) | * A '''[[w:business idea|business idea]]''' is a [[w:concept|concept]] which can be used for [[w:Commerce|commercial]] purposes. It typically centers on a [[w:commodity|commodity]] or [[w:service (economics)|service]] that can be sold for money, according to a unique model. ( Wikipedia ) | ||
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* An '''[[w:elevator pitch|elevator pitch]]''', elevator speech, or elevator statement is a short summary used to quickly and simply define a person, profession, product, service, organization or event and its [[w:value proposition|value proposition]]. ( Wikipedia ) | * An '''[[w:elevator pitch|elevator pitch]]''', elevator speech, or elevator statement is a short summary used to quickly and simply define a person, profession, product, service, organization or event and its [[w:value proposition|value proposition]]. ( Wikipedia ) | ||
=== Strategic Business-to-Business Relationship Management - Session 5 === | === Strategic Business-to-Business Relationship Management - Session 5 - Visiting the Finnbuild fair === | ||
* Finnbuild fair | * Visit Finnbuild fair and make contact with some to arrange a meeting with them | ||
=== Strategic Business-to-Business Relationship Management - Session | === Strategic Business-to-Business Relationship Management - Session 6 - Guest speaker === | ||
=== Strategic Business-to-Business Relationship Management - Session 7 - CRM in B2B services and segmentation in B2B === | |||
=== Strategic Business-to-Business Relationship Management - Session 8 - Multichannel === | === Strategic Business-to-Business Relationship Management - Session 8 - Multichannel intergration === | ||
'''[[w:Multichannel marketing|Multichannel marketing]]''' is the ability to interact with potential customers on various platforms. In this sense, a channel might be a retail store, a web site, a mail order catalogue, or direct personal communications by letter, email or text message. ( Wikipedia ) | '''[[w:Multichannel marketing|Multichannel marketing]]''' is the ability to interact with potential customers on various platforms. In this sense, a channel might be a retail store, a web site, a mail order catalogue, or direct personal communications by letter, email or text message. ( Wikipedia ) | ||
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* '''[[w:Buying centers|Buying centers]]''' (as a component of [[w:business-to-business|business-to-business]] [[w:marketing|marketing]], and sometimes known as '''[[w:decision making units|decision making units]]''' ('''DMU''')) is that they represent attempts to formalise marketing decision-making in complex environments. ( Wikipedia ) | * '''[[w:Buying centers|Buying centers]]''' (as a component of [[w:business-to-business|business-to-business]] [[w:marketing|marketing]], and sometimes known as '''[[w:decision making units|decision making units]]''' ('''DMU''')) is that they represent attempts to formalise marketing decision-making in complex environments. ( Wikipedia ) | ||
== B2B Selling and Sales Management - Session 2 == | |||
* '''FAB-analysis''' | |||
:: '''Feature''' is any ''physical characteristic'' of a product | |||
:::: '''Advantage''' is the ''performance characteristic'' of a product that describes how it can be used or how it will help the buyer | |||
::::::'''Benefit''' is a favourable ''result'' the buyer receives from the product | |||
== B2B Selling and Sales Management - Session 3 == | |||
== B2B Selling and Sales Management - Session 4 == | |||
* '''[[w:DISC assessment|DiSC]]''' is a [[w:behaviour|behavior]] assessment tool based on the DISC theory of psychologist [[w:William Moulton Marston|William Moulton Marston]], which centers on four different personality traits: '''D'''ominance, '''i'''nducement, '''s'''ubmission, and '''c'''ompliance. ( Wikipedia ) | |||
* An '''[[w:organizational structure|organizational structure]]''' defines how activities such as task allocation, coordination and supervision are directed towards the achievement of organizational aims.<ref>Pugh, D. S., ed. (1990).Organization Theory: Selected Readings. Harmondsworth: Penguin.</ref> It can also be considered as the viewing glass or perspective through which individuals see their organization and its environment.<ref name="Jacobides (2007)">Jacobides., M. G. (2007). The inherent limits of organizational structure and the unfulfilled role of hierarchy: Lessons from a near-war. Organization Science, 18, 3, 455-477.</ref> ( Wikipedia ) | |||
* '''[[w:Recruitment|Recruitment]]''' refers to the overall process of attracting, selecting and appointing suitable candidates for [[w:job|job]]s within an organization, either permanent or temporary. ( Wikipedia ) | |||
== B2B Selling and Sales Management - Session 5 - Virtual lecture == | |||
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= References = | |||
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<center>This article '''used to be''' at the address '''<nowiki>https://GloBBA12.si/wiki/Sales_and_selling</nowiki>''' from 2012 to 2016 and '''<nowiki>https://wiki.study/regarding/Sales_and_selling</nowiki>''' from 2016 to 2020</center> | |||
[[Category:Marketing specialization track]] | |||