The latest strategies of B2B sales are aligned with the modern requirements of the European market and Marketing
The B2B stands for Business to Business and concerns business-to-business transactions.
It constitutes the offline physical but also online sale of services and products from one business to another.
So, B2B means Business to business. The form of the sale between the companies is either the buyer/company to use the services or products, or to resell them.
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B2B MARKET
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DIFFERENTIATION IS KEY TO SUCCESS. HOW AND WHERE IS IT ACHIEVED |
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THE CHARACTERISTICS OF THE B2B MARKET
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THE LIFE CYCLE OF A PRODUCT AND THE METHOD OF SALE AT EACH STAGE |
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WHY DOES A COMPANY BUY A PRODUCT?
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AFTER-SALES COMPLAINTS HANDLING-SECOND CHANCES |
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ENTERPRISE PROCUREMENT TYPES AND FEATURES |
CUSTOMERS LOSS AND HOW TO DEAL |
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THE STAGES OF THE PURCHASING PROCESS |
THE SELLER IN B2B ENVIRONMENT-TASKS-SUPPLY-USE |
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HOW TO DECIDE IN THEORY AND PRACTICE PRE-SALES DISPLAY AND TRAINING |
PRE-SALES DISPLAY AND TRAINING |
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WHICH REPRESENTATIVES OF THE BUYER ARE INVOLVED AND WHAT THEIR ROLE IS
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APPROXIMATION TECHNIQUES |
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WHERE TO TARGET
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ORDER CLOSE-SELLING-AFTER SALES |
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BASIC MARKETING THE 4PS PRINCIPLES AS BASIS FOR THE RIGHT POSITIONING POLICY
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PSYCHOLOGY SELLER-PSYCHOLOGY BUYER |
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PARETO S LAW AND HOW IT HELPS ASSESS THE VALUE OF EXISTING CLIENT BASE
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LISTENING-PREPARING-PRESENTING-USING-FORMS |
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SEGMENTATION OBJECTIONS |
OBJECTIONS |
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DETECT GAPS FOR ACTIVATING
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CORRECT QUOTE-TRACK |
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THE VALUE CHAIN OF A BUSINESS AND HOW IT AFFECTS SALES
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FORECASTING SALES PREDICTION METHODS |
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ANALYSIS OF THE COMPETITIVE ENVIRONMENT BY THE 5-FORCE METHOD OF PORTER
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TECHNOLOGIES TO AID B2B SALE |
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TYPES OF COMPETITORS AND THEIR TREATMENT
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BODY LANGUAGE |
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INTERNAL SALES ORGANIZATION
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MISTAKES TO AVOID |
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PLANNING METHODOLOGY FOR A SALES TEAM
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E-COMMERCE-BENEFITS-DEPLOYMENT TECHNOLOGIES |
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SALES TEAM ORGANIZATION AND ADMINISTRATION
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SECURITY OF TRANSACTIONS AND PAYMENTS |
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TIME-SAVING TYPES OF ROUTES
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B2B TRADE IN GREECE AND ABROAD |
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THE FREQUENCY OF VISITS
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INTERNET MARKETING |
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THE REMUNERATION OF THE SELLERS AND THE SALES TARGETS
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THE USE OF CRM KEY IN B2B SALES |
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MASLOW’S PYRAMID OF NEEDS
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SET BRAND – WHAT IT MEANS TO THE BUSINESS |
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SURVEILLANCE AND INCITEMENT
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CASE STUDY |
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ACCOUNT MANAGEMENT PRINCIPLES
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THE BRAND LIMITS |
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SOURCES OF NEW CUSTOMERS AND THEIR ASSESSMENT
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ATTENTION TO STRATEGIC TRAPS-EVALUATION OF BRAND |
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OUTREACH
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HOW BRAND IS BUILT – VISION – GOAL – CAPABILITIES |
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SWOT ANALYTICS IS OUR ASSESSMENT TOOL
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BRAND PRESENTATION |
- Sales executives who wish to develop their sales and communication skills, to learn about modern sales techniques and marketing.
- Sales representatives who want to start their careers in the dynamically growing sales space.
The program is intended to help a business sell its services or products online and to inform other businesses of industry news.
All corporate education programs can be funded up to 100 % through the P.E.S. E.V.T.B. 0,24 program.
All programs of corporate education are conducted either live or e-learning through our modern educational platform.
- After the completion of the training, the participants will receive from APOPSI a certificate of successful follow-up
- Secretarial support in the E.V.T.B. grant process 0,24
- Continuous information and communication with the rapporteur on any question or issue that arises after the end of the seminar
150.00€
150.00€
