Editing User:Jukeboksi/BBA studies/Sales and selling
The edit can be undone. Please check the comparison below to verify that this is what you want to do, and then publish the changes below to finish undoing the edit.
Latest revision | Your text | ||
Line 6: | Line 6: | ||
== Strategic Business-to-Business Relationship Management == | == Strategic Business-to-Business Relationship Management == | ||
=== Strategic Business-to-Business Relationship Management - Session 1 === | |||
Course code: MAR3LF002 | Course code: MAR3LF002 | ||
Teacher: Hanna Harilainen | Teacher: Hanna Harilainen | ||
* '''[[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. | ||
Line 27: | Line 26: | ||
** [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 === | ||
'''Some titles in sales:''' | '''Some titles in sales:''' | ||
Line 44: | Line 43: | ||
* 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 === | ||
* '''[[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 ) | |||
* 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: | ||
Line 55: | Line 59: | ||
:::::::** Gaining commitment | :::::::** Gaining commitment | ||
::::::::** Follow-up ( Wikipedia ) | ::::::::** Follow-up ( 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 ) | ||
Line 66: | Line 66: | ||
* '''[[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 === | ||
* 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 ) | ||
Line 81: | Line 81: | ||
* 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 === | ||
* | * Finnbuild fair contacting | ||
=== Strategic Business-to-Business Relationship Management - Session 6 === | |||
=== Strategic Business-to-Business Relationship Management - Session | === Strategic Business-to-Business Relationship Management - Session 7 - CRM in b-to-b services Segmentation in B2B === | ||
=== Strategic Business-to-Business Relationship Management - Session 8 - Multichannel | === Strategic Business-to-Business Relationship Management - Session 8 - Multichannel === | ||
'''[[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 ) | ||
Line 111: | Line 112: | ||
* '''[[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 ) | ||