B2B research and managerial relevance:
B2B Services Marketing:Research Results From The Middle East Eappen Thiruvattal
Serviceorientierung und partnerschaftliches Handeln im B2B-Vertrieb:Gabler Research. Auflage 2010 Alexander Kittinger
Environmental Sustainability as a complementary B2B Marketing Message:Research focused on the Austrian mechanical engineering industry Michael Buchberger
Aufgaben: -Marktanalyse-Durchführung von B2B-Nachforschung in ganz Europa; Identifizierung und Aufbau von Markttrends und Marktprofilen-Analyse und Interpretation von Daten und relevanten Trends und deren Auswirkungen-Unterstützung des Sales Teams
Geschäftsmodell-Innovation:Grundlagen, bestehende Ansätze, methodisches Vorgehen und B2B-Geschäftsmodelle Research. Auflage 2013 Daniel Schallmo
Selling value to B2B buyers today can feel like trying to stop a freight train that´s hurtling towards the sales graveyard of commoditization and discounting. Today´s empowered buyer has done research, has a clear idea of his or her firm´s needs, and knows how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer´s thinking without challenging the customer? That´s the question that this audiobook will answer. In part one of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In part two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will show you how to create insight scenarios so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: They will be able to deliver insights without upsetting the buyer, ∧ They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. 1. Language: English. Narrator: Dean Wendt. Audio sample: http://samples.audible.de/bk/acx0/033173/bk_acx0_033173_sample.mp3. Digital audiobook in aax.
Social media platforms such as Facebook, Twitter, LinkedIn, and Pinterest are changing the way consumers make purchasing decisions...and tapping into these online communities has become a necessary part of any integrated sales strategy. Citing enlightening research and real-world examples, this smart, practical guide presents listeners with a detailed methodology for growing sales and expanding their customer base using social media. Listeners will learn how to: Use content and conversations to build online relationships that transition to sales Execute realistic sales strategies for each of the major social media platforms Spot social media trends that may influence future buying behaviors Sell online in B2B and B2C environments Turn social shares (likes, favorites, +1s) into social sales Set tangible goals Use online tools and analytics to track social influencers and identify relevant conversations as they are happening Complete with a chapter dedicated to capturing mobile sales - a segment poised to explode as the adoption of smartphones and tablets grows - The Art of Social Selling is essential reading for every sales professional. 1. Language: English. Narrator: Judy Hoctor. Audio sample: http://samples.audible.de/bk/gdan/001184/bk_gdan_001184_sample.mp3. Digital audiobook in aax.