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User:Jukeboksi/BBA studies/Sales and selling: Difference between revisions
User:Jukeboksi/BBA studies/Sales and selling (edit)
Revision as of 12:40, 30 June 2020
, 30 June 2020+ 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
(→Strategic Business-to-Business Relationship Management: + adding course code and teacher name + session topics from Moodle + minor reorg) |
(+ 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 - Session 1 === | === 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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* '''[[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 = | |||
<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]] | |||