#655927,Business to Business Marketing.docx - Running Head BUSINESS TO BUSINESS MARKETING Business to Business Marketing Name Course Lecturer Date

#655927,Business to Business Marketing.docx - Running Head...

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Running Head: BUSINESS TO BUSINESS MARKETINGBusiness to Business MarketingName:Course:Lecturer:Date:Tables of Contents1.0 introduction................................................................................................................32.0 sales forces as a way of promoting a business............................................................32.1 options of organizing the sales force..........................................................................42.1.1 Aligning the sales organization with the overall business strategy.............42.1.2 Structure the sales force...............................................................................42.1.3 Growth of export business...........................................................................42.1.4 Reviewing product range.............................................................................52.1.5 Focussing on important customers...............................................................52.1.6 Assessing sales resources ...........................................................................62.2 The method which is most appropriate.......................................................................63.0 Importance of relationship variables and business network when establishing a new office.................................................................................................................................63.1 How the company can maintain these relationships so as to develop customer loyalty...............................................................................................................................83.1.1 Listen actively..............................................................................................83.1.2 Encourage feedback.....................................................................................83.1.3 Anticipate needs...........................................................................................83.1.4 Value people.................................................................................................93.1.5 Meet needs....................................................................................................93.1.6 Actively seek................................................................................................9
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1Business to Business Marketing 3.1.7 Apologize.....................................................................................................93.1.8 Exceed Expectations.....................................................................................104.0 Likely differences between B2B and B2C..................................................................104.1 The size of B2B Vs B2C markets................................................................................104.1.1 Purchasing Process........................................................................................104.1.2 Sales process..................................................................................................104.1.3 Cost of sale.....................................................................................................114.1.4 Purchase decision...........................................................................................114.1.5 The value of brand.........................................................................................114.1.6 Life time customer value................................................................................114.2 The advantages and disadvantages of B2B and B2C....................................................124.2.1 The advantages of B2B...................................................................................124.2.2 Disadvantages of B2B...................................................................................124.3 Advantages and disadvantages of B2C.........................................................................134.3.1 Advantages of B2C....................................................................................................134.3.2 Disadvantages............................................................................................................135.0 conclusions....................................................................................................................13Business to Business Marketing1.0 IntroductionIn this report, I will explain business to business marketing and business relationship. To begin with, business relationship is a process where two organizations or firms form extensive and strong economic, social, service and technical ties over a certain time, with the aim of cost reduction or value increasing, hence achieving mutual benefit. In B2B exchanges, the striving forsustaining and building long term relationships is a key target for successful business activity (Gillespice, 2011). 2.0 Sales forces as a way of promoting a businessIn my opinion, sales force is very important because it is suitable way of promoting a business because the sales people who work in the field independently without supervision are ina better position to develop strong relationships with the customer. This plays a crucial role in
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2Business to Business Marketing communicating the company’s messages and brand to the customers. The face of the company tocustomers is the sales professionals and they contact the customers on behave of the company (Mullin, 2010). These sales professionals are entrusted with presenting the message of the company to the customers, hence gaining confidence and generating sales from the customers byrelationship development. The sales persons also act as communicators and interpreters to the customers and bring back the feedback to the management regarding the attitudes of the customers towards the company (Zoltners, 2009).
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