1 / 0

Accelerate Your B2B Career: Master Sales and Marketing Strategies

The B2B Career Acceleration Module provides vital insights and practical strategies for successfully selling and marketing products and services within a B2B marketplace. Authored by Ron Hess and LD Metcalfe in March 2013, this module emphasizes the significance of effectively exchanging goods, services, and ideas between firms. Discover the essential tactics that drive successful business-to-business marketing, enabling you to enhance your career and impact in this dynamic field.

elia
Télécharger la présentation

Accelerate Your B2B Career: Master Sales and Marketing Strategies

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. B2B Career Acceleration Module How to Successfully Sell and Market Products and Services in a B2B Marketplace Ron Hess LD Metcalfe March 2013
  2. Business-2-Business Marketing Exchange of goods, services, and ideas…. between or among firms. THE CENTRAL FOCUS…… ALWAYS…… NO EXCEPTIONS. AND THE KEY ISSUE… UNDERSTANDING FIRM BUYING BEHAVIOR The Customer in a B2B Environment

  3. Some B2B “Heavy-weights”

    Lockheed Martin Corporation
  4. Good Student Fit for B2B CAM Anyone interested in … Marketing field in general Supply chain interests Technology Business Services Selling/sales management Strong job opportunity
  5. What you will gain from B2B course: Appreciation for the B2B market environment and its unique characteristics. Understanding of B2B marketing fundamentals (makes you a better marketer and a better hire). Enhance your ability to tackle real-world problems that companies experience. Similar to the types of activities you will be asked to perform early in your careers.
  6. Teaching Techniques: Lectures, Discussion, Guest lectures, HBR case discussions, Case Exam, Visits to local and regional companies, CAM trip to IBM, Cisco, RedHat and others, Short “Live” cases with guest lecturers, Semester-long “Live” case, Presentations of problem/case solutions.
  7. B2B CAM Week-By-Week Overview: Week 1 Positioning Statement / Marketing Strategy/ Live Case Week 3 Sales Force Mgt. Issues Week 5 Company Visits Week 7 Customer Satisfaction CLV Week 2 Promotion / Filling the Sales Funnel In B2B Week 4 Selling & Negotiation Week 6 Pricing & Other Ways to The Customer Week 8 Final for Live Case
  8. Expanded Topics Planned for 2013: Marketing Automation, Role of Social Media in B2B, Customer Satisfaction / Retention, Customer Relationship Management, Customer Profitability Analysis & CLV, Managing Channel Partners
More Related