Business to business selling may revolutionize your business, allowing you to scale much bigger and take on new and exciting projects. However, B2B sales comes with a new set of challenges for your marketing plan. This course will teach you a new marketing approach - how to sell to other businesses, instead of to customers. We will look at the opportunities and challenges you'll encounter when selling to institutional buyers, and the effect that B2B marketing will have on your price, product, promotions, and marketing placement. You'll think about how to initiate dialogue with new business customers and build relationships with businesses.
At the end of this course, you'll be able to:
Understand and be able to explain the following key points…
Business to Business marketing changes the marketing mix.
Volume sales will affect social enterprise planning and operations.
Businesses make purchasing decisions differently than retail customers.
Responding to requests for proposals and proposal writing is a new marketing skill.
Be able to use the following skills, tools, processes, procedures…
Build relationships as a supplier to other social enterprises
Learn where to place marketing messages to be seen by this unique customer segment
Adapt prices to reflect the expectations and needs of business customers
Actually do the following tasks…
Evaluate your social enterprise’s capacity for volume sales
Set wholesale prices based upon economies of scale
Adapt your marketing mix (product, price, placement and promotions) for wholesale sales.
Modify your retail marketing messages to compliment/augment your brand to be applicable for business customers
Be able to prepare for a competitive bidding process through a request for proposals
Last Updated: February 15, 2019
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