Sales and selling: Difference between revisions
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<big>'''This page has permanently moved to the [https://develop.consumerium.org/wiki/User:Jukeboksi/BBA_studies/Sales_and_selling Consumerium.org development wiki]'''</big> | |||
* A '''[[w:sale|sale]]''' is the [[w:trade|exchange]] of a [[w:commodity|commodity]] for money or service in return for [[w:money|money]] or the action of [[w:selling|selling]] something. ( Wikipedia ) | * A '''[[w:sale|sale]]''' is the [[w:trade|exchange]] of a [[w:commodity|commodity]] for money or service in return for [[w:money|money]] or the action of [[w:selling|selling]] something. ( Wikipedia ) | ||
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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/> | |||
[[Category:Marketing specialization track]] | |||