Deep Knowledge of B2B Relationships Within and Across Borders:
Nurturing B2B relationships:The effectiveness of relationship marketing in SME banking Giuseppe Codamo
B2B Relationships within Transactional and Relationship Marketing: Zarko Petrovic, Milo Radulovic
Analyzing B2B Relationships in the Supply Management of Tropical Fruit:Exploratory Evidence from Dutch and German Fruit Import Companies sourcing Tropical Fruit from Central America Rosa Melina Armijo Campos
B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships
For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries. Those links go far beyond external trade relations and are targeted towards mutual business cooperation. In the light of globalisation, a rising number of competitors, increasing customer demands and short product life cycles, cross-national commerce are of great importance for German Small and Medium-sized Enterprises (SMEs) - particularly in the B2B sector. Sales is often tagged as an enterprises figurehead. It is responsible for determining whether a manufacturer effectively conveys its capabilities to the B2B customer. To date, there exists no single reference book covering all four topics of this papers headline: B2B, SMEs, sales and Franco-German business relationships. The ongoing literature is mainly focussed on large firms. The subject of international sales has hardly been investigated, yet. Apart from the sales excellence approach, there are few selling models for corporate practice. The lack of sales expertise both in theory and practise is thus not the ideal prerequisite for succeeding on a cross-border scale. This study addresses sales challenges of German SMEs with its trading partner France in the B2B sector. It should be stressed that the focus is on SMEs from Germany only. The company size of French business partners does not play a role in this context. The acquisition-related part of sales (selling) is highlighted while the physical component (distribution) is secondary within the framework of this assignment. In consequence, the central question is to figure out what kind of challenges German SMEs must face when exerting B2B sales activities in France. A related sub-issue is defined as follows: Which type of challenge has the greatest impact on cross-border sales operations in France? The declared purpose of this study is to answer the above-mentioned queries. Following the acquired basic knowledge this is done through an empirical survey. Furthermore, it is targeted to provide recommendations in order to enhance sales efficiency and effectiveness of German SMEs.
For the first time in book form, B2B Customer Insight: The Proven Path to Growth, will reveal how customer insight surveys tailored to B2B relationships generate significant strategic data; data that, when properly applied, enables company management to expand their share of existing markets as well as successfully penetrate new ones. When these surveys are regularly conducted and implemented, they lead to increased long-term profits and sustainable growth. This book will appeal to virtually anyone wanting to learn about the hidden dynamics of B2B transactions, and how to make those dynamics work in a suppliers favor in their customer relationships and overall business development. In my 20 years of consulting with large manufacturing companies in a variety of industries, Ive been able to develop a tested and proven customer insight methodology that I will share for the first time in this book. Utilizing real-life case studies with clients who have agreed to participate in this project, I will also discuss how this research process should never stop with the numbers. Instead, it should provide practical and impactful solutions to specific business dilemmas. The advantage of offering actual case studies of companies who successfully made significant changes (of course based on our PMG customer insight surveys) will also differentiate us from other B2B business books that lack hard, fact-based guidance as well as multiple examples of genuine and significant application.
In their long-term sales relationships with clients and business partners, companies have a strong need to simplify and unify their procedures and legal conditions. Drawing on various examples texts, this work enables one to review whether a firm’s terms and conditions are effective or if they fail to meet important regulatory requirements. It can also serve as a template for designing a firm’s general terms for sales and delivery. Christoph Schmitt, Martin Stange , Hoffmann Liebs Fritsch & Partner, Düsseldorf.
B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships: Yves Scheffler