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| MARK0775-1 | B-to-B and Sales Management
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| Duration : | 24h Th |
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| Credits/ECTS : |
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| Holder(s) : | Claude Boffa, Jean Tondeur |
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| Coordinator : | Jean Tondeur |
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| Language : | English language |
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| Course contents : | · Introduction and definitions of the marketing business to business
· Strategic Analysis: know the market
· The strategic day before(wakefulness) B to B
· Macro and micro-segmentation
· The notion of sector of demand
· Techniques and behavior of purchase in business to business
· Calls for tender and how answer it
· Know the prospect: the notion of " real group of influence and of decision "
· The national and international distribution
· Attacking the market: organiser sa prospection
· Marketing mix in business to business
· The personal sale in the marketing mix.
· (The big rules of the negotiation of sale)
· The organization of the sales force:
The size of the sales force
The deployment of the sales force
The forecasting
The recruitment and the selection of the sales force
· To Build practical tools of animation of sales force:
Analysis of the individual performance
Training
Field-coaching
Motivation
Payment |
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| Course objective : | · Understand and identify the specificities and the characteristics of the marketing business to business
· Replace the classic tools of the marketing in the context business to business
· Build practical tools of organization of the sales
· Build practical tools of animation of sales force
· (Familiarize the participants in the practice of the negotiation of sale) |
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| Prerequisites : | This seminar supposes a presence and an active participation. Consequently, it is necessary to master well the French and English language.
Finally, it is indispensable to have already followed a lesson of Basics of Marketing (or equivalent) before approaching this seminar. |
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| Workshops : | Combination of case studies, works on the ground and presentations realized by the students. |
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| Organization : | The lesson is given in English and in French. |
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| Written notes : | Available on the virtual campus of the School (http: // lola.hec.ulg.ac.be). |
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| Assessment : | Participation in the lesson (Quality!), Personal Work , Teamwork on the ground
Your participation in the lesson is very important. Your interventions constitute the base of your evaluation! |
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