Strategic Business-to-Business Relationship Management: Difference between revisions

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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

Revision as of 11:16, 5 September 2014

Teacher: Hanna Harilainen

Session 1

  • 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 resources and an assessment of the internal and external environments in which the organization competes.
  • Solution selling is a 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 )
  • Relationship marketing was first defined as a form of marketing developed from direct response marketing campaigns which emphasizes customer retention and satisfaction, rather than a dominant focus on sales transactions. ( Wikipedia )

Session 2

  • A sale is the act of selling a product or service in return for money or other compensation. ( Wikipedia )

Some titles in sales:

  • Account Manager is a person who works for a company and is responsible for the management of sales, and relationships with particular customers. The account manager does not manage the daily running of the account itself. They manage the relationship with the client of the account(s) they are assigned to. ( Wikipedia )
  • 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 project management, coordination, strategic planning, 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 )
  • 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. ( Education portal )
  • Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development and leadership. ( Wikipedia on Sales management )
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. ( Wikipedia )

Key qualities for working in sales:

  1. Empathy and interest in people
  2. Ability to communicate (listening)
  3. Determination (closing a sale)
  4. Self-discipline and resilience

Further reading