Strategic Business-to-Business Relationship Management - Revision history

Jukeboksi: #REDIRECT Marketing#Strategic Business-to-Business Relationship Management

2014-09-05T13:53:30Z

#REDIRECT Marketing#Strategic Business-to-Business Relationship Management

← Older revision		Revision as of 13:53, 5 September 2014
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			#REDIRECT [[Marketing#Strategic Business-to-Business Relationship Management]]
	:Teacher: Hanna Harilainen		:Teacher: Hanna Harilainen

	~~== 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:Marketing strategy\|Marketing strategy]]''' is the goal of increasing sales and achieving a sustainable [[w:competitive advantage\|competitive advantage]]. ( Wikipedia )

	* '''[[w:Business-to-business\|Business-to-business]]''' ('''B2B''') describes commerce transactions between businesses, such as between a [[w:manufacturer\|manufacturer]] and a [[w:wholesaler\|wholesaler]], or between a wholesaler and a retailer. ( Wikipedia )

	* '''[[w:Customer relationship management\|Customer relationship management]]''' ('''CRM''') is a system for managing a company’s interactions with current and future [[w:customers\|customers]]. It often involves using technology to organize, automate and synchronize [[w:sales\|sales]], [[w:marketing\|marketing]], [[w:customer service\|customer service]], and [[w:technical support\|technical support]]. ( Wikipedia )

	* '''[[w:Solution selling\|Solution selling]]''' is a [[w:sales\|sales]] methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution". ( Wikipedia )

	* '''[[w:Relationship marketing\|Relationship marketing]]''' was first defined as a form of marketing developed from direct response marketing campaigns which emphasizes [[w:customer retention\|customer retention]] and satisfaction, rather than a dominant focus on sales transactions. ( Wikipedia )

	* The '''[[w:Business Model Canvas\|Business Model Canvas]]''' is a [[w:strategic management\|strategic management]] and [[w:lean startup\|lean startup]] template for developing new or documenting existing [[w:business models\|business models]]. It is a visual chart with elements describing a firm's [[w:value proposition\|value proposition]], infrastructure, customers, and finances. ( Wikipedia )
	** [https://www.youtube.com/watch?v=QoAOzMTLP5s Youtube: Business Model Canvas Explained]

	~~== Session 2 ==~~

	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

	* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

	* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

	~~'''Some titles in sales:'''~~
	* '''[[w:Account Manager\|Account Manager]]''' is a person who works for a company and is responsible for the management of [[w:sales\|sales]], and relationships with particular [[w:customer\|customer]]s. The account manager does not manage the daily running of the account itself. They manage the relationship with the [[w:Customer\|client]] of the account(s) they are assigned to. ( Wikipedia )
	* '''[[w:Account_manager#Key_account_manager\|Key account manageer]]''' is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including [[w:project management\|project management]], coordination, [[w:strategic planning\|strategic planning]], [[w:relationship management\|relationship management]], negotiation, leadership and innovative development of opportunities, and keeping record of transaction of sale and purchase goods. The tasks may include working with product design and application, logistics, sales support, and marketing. ( Wikipedia on key account manager )
	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )
	::: '''Sales management''' is a [[w:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )

	~~'''Key qualities for working in sales:'''~~
	~~# [[w:Empathy\|Empathy]] and interest in people~~
	~~# Ability to [[w:Communication\|communicate]] (listening)~~
	~~# [[w:Determination\|Determination]] (closing a sale)~~
	~~# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]~~

	* 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 )

	~~== Further reading ==~~
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

Jukeboksi: /* Session 2 */ + definition of w:value proposition

2014-09-05T11:38:14Z

Session 2: + definition of w:value proposition

← Older revision		Revision as of 11:38, 5 September 2014
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	# [[w:Determination\|Determination]] (closing a sale)		# [[w:Determination\|Determination]] (closing a sale)
	# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]		# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]

			* 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 )

	== Further reading ==		== Further reading ==
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]		* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation		* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

Jukeboksi: + definition of w:Marketing strategy

2014-09-05T11:21:09Z

+ definition of w:Marketing strategy

← Older revision		Revision as of 11:21, 5 September 2014
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	* '''[[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.

			* '''[[w:Marketing strategy\|Marketing strategy]]''' is the goal of increasing sales and achieving a sustainable [[w:competitive advantage\|competitive advantage]]. ( Wikipedia )

	* '''[[w:Business-to-business\|Business-to-business]]''' ('''B2B''') describes commerce transactions between businesses, such as between a [[w:manufacturer\|manufacturer]] and a [[w:wholesaler\|wholesaler]], or between a wholesaler and a retailer. ( Wikipedia )		* '''[[w:Business-to-business\|Business-to-business]]''' ('''B2B''') describes commerce transactions between businesses, such as between a [[w:manufacturer\|manufacturer]] and a [[w:wholesaler\|wholesaler]], or between a wholesaler and a retailer. ( Wikipedia )

Jukeboksi: /* Session 2 */ tweaking

2014-09-05T11:16:35Z

Session 2: tweaking

← Older revision		Revision as of 11:16, 5 September 2014
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	== Session 2 ==		== Session 2 ==
	'''~~Homework~~:'''
			* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

			* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

			* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

			'''Some titles in sales:'''
	* '''[[w:Account Manager\|Account Manager]]''' is a person who works for a company and is responsible for the management of [[w:sales\|sales]], and relationships with particular [[w:customer\|customer]]s. The account manager does not manage the daily running of the account itself. They manage the relationship with the [[w:Customer\|client]] of the account(s) they are assigned to. ( Wikipedia )		* '''[[w:Account Manager\|Account Manager]]''' is a person who works for a company and is responsible for the management of [[w:sales\|sales]], and relationships with particular [[w:customer\|customer]]s. The account manager does not manage the daily running of the account itself. They manage the relationship with the [[w:Customer\|client]] of the account(s) they are assigned to. ( Wikipedia )
	* '''[[w:Account_manager#Key_account_manager\|Key account manageer]]''' is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including [[w:project management\|project management]], coordination, [[w:strategic planning\|strategic planning]], [[w:relationship management\|relationship management]], negotiation, leadership and innovative development of opportunities, and keeping record of transaction of sale and purchase goods. The tasks may include working with product design and application, logistics, sales support, and marketing. ( Wikipedia on key account manager )		* '''[[w:Account_manager#Key_account_manager\|Key account manageer]]''' is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including [[w:project management\|project management]], coordination, [[w:strategic planning\|strategic planning]], [[w:relationship management\|relationship management]], negotiation, leadership and innovative development of opportunities, and keeping record of transaction of sale and purchase goods. The tasks may include working with product design and application, logistics, sales support, and marketing. ( Wikipedia on key account manager )
	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )		* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''[[w:Sales ~~manager~~\|Sales ~~manager~~]]~~''' -~~ '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )		* '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )
	::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )		::: '''Sales management''' is a [[w:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )

	'''Key qualities for working in sales:'''		'''Key qualities for working in sales:'''
Line 29:		Line 36:
	# [[w:Determination\|Determination]] (closing a sale)		# [[w:Determination\|Determination]] (closing a sale)
	# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]		# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]

	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

	* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

	* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

	== Further reading ==		== Further reading ==
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]		* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation		* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

Jukeboksi: /* Session 2 */ adding Key qualities for working in sales as per teacher's slides

2014-09-05T11:02:25Z

Session 2: adding Key qualities for working in sales as per teacher's slides

← Older revision		Revision as of 11:02, 5 September 2014
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	::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )		::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )

			'''Key qualities for working in sales:'''
			# [[w:Empathy\|Empathy]] and interest in people
			# Ability to [[w:Communication\|communicate]] (listening)
			# [[w:Determination\|Determination]] (closing a sale)
			# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]

	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )		* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

Jukeboksi: /* Session 2 */ + definition of w:Purchasing

2014-09-05T10:48:13Z

Session 2: + definition of w:Purchasing

← Older revision		Revision as of 10:48, 5 September 2014
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	* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )		* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

			* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

	== Further reading ==		== Further reading ==
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]		* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation		* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

Jukeboksi: /* Session 2 */ + expanding on the role of sales manager

2014-09-05T10:43:27Z

Session 2: + expanding on the role of sales manager

← Older revision		Revision as of 10:43, 5 September 2014
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	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )		* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )		* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )
			::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )

Jukeboksi: /* Session 2 */ + definition of w:sales

2014-09-05T10:35:42Z

Session 2: + definition of w:sales

← Older revision		Revision as of 10:35, 5 September 2014
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	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )		* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )		* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )


	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )		* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

			* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

	== Further reading ==		== Further reading ==
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]		* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation		* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

Jukeboksi: /* Session 2 */ + definition of w:Selling

2014-09-05T10:33:21Z

Session 2: + definition of w:Selling

← Older revision		Revision as of 10:33, 5 September 2014
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	* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )		* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )

			* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

			== Further reading ==
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]		* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation		* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

Jukeboksi: /* Session 1 */ Crediting Wikipedia

2014-09-05T10:02:40Z

Session 1: Crediting Wikipedia

← Older revision		Revision as of 10:02, 5 September 2014
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	* '''[[w:Solution selling\|Solution selling]]''' is a [[w:sales\|sales]] methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution". ( Wikipedia )		* '''[[w:Solution selling\|Solution selling]]''' is a [[w:sales\|sales]] methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution". ( Wikipedia )

	* '''[[w:Relationship marketing\|Relationship marketing]]''' was first defined as a form of marketing developed from direct response marketing campaigns which emphasizes [[w:customer retention\|customer retention]] and satisfaction, rather than a dominant focus on sales transactions.		* '''[[w:Relationship marketing\|Relationship marketing]]''' was first defined as a form of marketing developed from direct response marketing campaigns which emphasizes [[w:customer retention\|customer retention]] and satisfaction, rather than a dominant focus on sales transactions. ( Wikipedia )

	* The '''[[w:Business Model Canvas\|Business Model Canvas]]''' is a [[w:strategic management\|strategic management]] and [[w:lean startup\|lean startup]] template for developing new or documenting existing [[w:business models\|business models]]. It is a visual chart with elements describing a firm's [[w:value proposition\|value proposition]], infrastructure, customers, and finances. ( Wikipedia )		* The '''[[w:Business Model Canvas\|Business Model Canvas]]''' is a [[w:strategic management\|strategic management]] and [[w:lean startup\|lean startup]] template for developing new or documenting existing [[w:business models\|business models]]. It is a visual chart with elements describing a firm's [[w:value proposition\|value proposition]], infrastructure, customers, and finances. ( Wikipedia )

← Older revision		Revision as of 13:53, 5 September 2014
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			#REDIRECT [[Marketing#Strategic Business-to-Business Relationship Management]]
	:Teacher: Hanna Harilainen		:Teacher: Hanna Harilainen

	~~== 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:Marketing strategy\|Marketing strategy]]''' is the goal of increasing sales and achieving a sustainable [[w:competitive advantage\|competitive advantage]]. ( Wikipedia )

	* '''[[w:Business-to-business\|Business-to-business]]''' ('''B2B''') describes commerce transactions between businesses, such as between a [[w:manufacturer\|manufacturer]] and a [[w:wholesaler\|wholesaler]], or between a wholesaler and a retailer. ( Wikipedia )

	* '''[[w:Customer relationship management\|Customer relationship management]]''' ('''CRM''') is a system for managing a company’s interactions with current and future [[w:customers\|customers]]. It often involves using technology to organize, automate and synchronize [[w:sales\|sales]], [[w:marketing\|marketing]], [[w:customer service\|customer service]], and [[w:technical support\|technical support]]. ( Wikipedia )

	* '''[[w:Solution selling\|Solution selling]]''' is a [[w:sales\|sales]] methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution". ( Wikipedia )

	* '''[[w:Relationship marketing\|Relationship marketing]]''' was first defined as a form of marketing developed from direct response marketing campaigns which emphasizes [[w:customer retention\|customer retention]] and satisfaction, rather than a dominant focus on sales transactions. ( Wikipedia )

	* The '''[[w:Business Model Canvas\|Business Model Canvas]]''' is a [[w:strategic management\|strategic management]] and [[w:lean startup\|lean startup]] template for developing new or documenting existing [[w:business models\|business models]]. It is a visual chart with elements describing a firm's [[w:value proposition\|value proposition]], infrastructure, customers, and finances. ( Wikipedia )
	** [https://www.youtube.com/watch?v=QoAOzMTLP5s Youtube: Business Model Canvas Explained]

	~~== Session 2 ==~~

	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

	* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

	* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

	~~'''Some titles in sales:'''~~
	* '''[[w:Account Manager\|Account Manager]]''' is a person who works for a company and is responsible for the management of [[w:sales\|sales]], and relationships with particular [[w:customer\|customer]]s. The account manager does not manage the daily running of the account itself. They manage the relationship with the [[w:Customer\|client]] of the account(s) they are assigned to. ( Wikipedia )
	* '''[[w:Account_manager#Key_account_manager\|Key account manageer]]''' is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including [[w:project management\|project management]], coordination, [[w:strategic planning\|strategic planning]], [[w:relationship management\|relationship management]], negotiation, leadership and innovative development of opportunities, and keeping record of transaction of sale and purchase goods. The tasks may include working with product design and application, logistics, sales support, and marketing. ( Wikipedia on key account manager )
	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )
	::: '''Sales management''' is a [[w:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )

	~~'''Key qualities for working in sales:'''~~
	~~# [[w:Empathy\|Empathy]] and interest in people~~
	~~# Ability to [[w:Communication\|communicate]] (listening)~~
	~~# [[w:Determination\|Determination]] (closing a sale)~~
	~~# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]~~

	* 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 )

	~~== Further reading ==~~
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

← Older revision		Revision as of 11:21, 5 September 2014
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	* '''[[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.

			* '''[[w:Marketing strategy\|Marketing strategy]]''' is the goal of increasing sales and achieving a sustainable [[w:competitive advantage\|competitive advantage]]. ( Wikipedia )

	* '''[[w:Business-to-business\|Business-to-business]]''' ('''B2B''') describes commerce transactions between businesses, such as between a [[w:manufacturer\|manufacturer]] and a [[w:wholesaler\|wholesaler]], or between a wholesaler and a retailer. ( Wikipedia )		* '''[[w:Business-to-business\|Business-to-business]]''' ('''B2B''') describes commerce transactions between businesses, such as between a [[w:manufacturer\|manufacturer]] and a [[w:wholesaler\|wholesaler]], or between a wholesaler and a retailer. ( Wikipedia )

← Older revision		Revision as of 11:16, 5 September 2014
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	== Session 2 ==		== Session 2 ==
	'''~~Homework~~:'''
			* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

			* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

			* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

			'''Some titles in sales:'''
	* '''[[w:Account Manager\|Account Manager]]''' is a person who works for a company and is responsible for the management of [[w:sales\|sales]], and relationships with particular [[w:customer\|customer]]s. The account manager does not manage the daily running of the account itself. They manage the relationship with the [[w:Customer\|client]] of the account(s) they are assigned to. ( Wikipedia )		* '''[[w:Account Manager\|Account Manager]]''' is a person who works for a company and is responsible for the management of [[w:sales\|sales]], and relationships with particular [[w:customer\|customer]]s. The account manager does not manage the daily running of the account itself. They manage the relationship with the [[w:Customer\|client]] of the account(s) they are assigned to. ( Wikipedia )
	* '''[[w:Account_manager#Key_account_manager\|Key account manageer]]''' is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including [[w:project management\|project management]], coordination, [[w:strategic planning\|strategic planning]], [[w:relationship management\|relationship management]], negotiation, leadership and innovative development of opportunities, and keeping record of transaction of sale and purchase goods. The tasks may include working with product design and application, logistics, sales support, and marketing. ( Wikipedia on key account manager )		* '''[[w:Account_manager#Key_account_manager\|Key account manageer]]''' is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including [[w:project management\|project management]], coordination, [[w:strategic planning\|strategic planning]], [[w:relationship management\|relationship management]], negotiation, leadership and innovative development of opportunities, and keeping record of transaction of sale and purchase goods. The tasks may include working with product design and application, logistics, sales support, and marketing. ( Wikipedia on key account manager )
	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )		* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''[[w:Sales ~~manager~~\|Sales ~~manager~~]]~~''' -~~ '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )		* '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )
	::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )		::: '''Sales management''' is a [[w:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )

	'''Key qualities for working in sales:'''		'''Key qualities for working in sales:'''
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	# [[w:Determination\|Determination]] (closing a sale)		# [[w:Determination\|Determination]] (closing a sale)
	# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]		# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]

	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

	* A '''[[w:sales\|sale]]''' is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

	* '''[[w:Purchasing\|Purchasing]]''' refers to a [[w:business\|business]] or [[w:organization\|organization]] attempting to acquiring [[w:Good (economics)\|goods]] or [[w:Service (economics)\|services]] to accomplish the goals of its enterprise. ( Wikipedia )

	== Further reading ==		== Further reading ==
	* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]		* [http://scholar.google.com/citations?user=w8_IgR0AAAAJ&hl=en Pennie Frow Google Scholar account] - Associate Professor, University of Sydney - [[w:Co-creation\|Co-creation]], [[w:innovation\|innovation]], [[w:marketing strategy\|marketing strategy]]
	* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation		* [http://scholar.google.com/citations?user=eGnnzDYAAAAJ&hl=en Adrian Payne Google Scholar account] - Professor of Marketing - Marketing, CRM, Relationship Marketing, Co-creation

← Older revision		Revision as of 11:02, 5 September 2014
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	::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )		::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )

			'''Key qualities for working in sales:'''
			# [[w:Empathy\|Empathy]] and interest in people
			# Ability to [[w:Communication\|communicate]] (listening)
			# [[w:Determination\|Determination]] (closing a sale)
			# [[w:Self-discipline\|Self-discipline]] and [[w:Psychological resilience\|resilience]]

	* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )		* '''[[w:Selling\|Selling]]''' is offering to [[w:Trade\|exchange]] an item of [[w:Value (economics)\|value]] for a different item. ( Wikipedia )

← Older revision		Revision as of 10:43, 5 September 2014
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	* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )		* '''[[w:Export\|Export]] managers''' serve as intermediaries between foreign buyers and domestic sellers. Unlike export traders, who buy the products before selling directly to foreign buyers, export managers find buyers internationally for domestic product manufacturers. ( [http://education-portal.com/articles/Export_Manager_Job_Description_Duties_and_Requirements.html Education portal] )
	* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )		* '''[[w:Sales manager\|Sales manager]]''' - '''Sales management''' is a [[W:business\|business]] discipline which is focused on the practical application of [[w:sales\|sales]] techniques and the management of a firm's [[w:sales operations\|sales operations]]. ( Wikipedia )
			::: '''Sales manager''' is the typical title of someone whose role is sales management. The role typically involves [[w:talent development\|talent development]] and [[w:leadership\|leadership]]. ( Wikipedia on [[w:Sales management\|Sales management]] )