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Alle hoorcolleges Sales Management Avans P3 2022
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Alle hoorcolleges van Avans P3 Sales Management samengevat. Bevat een groot deel van de tentamenstof. Stof komt vanuit de Operationele Verkoopcyclus
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Sales management hoorcolleges Avans P3 2022Interne verkoopcyclus, de analyse fase
2.1 Klant-markt-matrix
Hierin zijn Sales en Marketing gelijkwaardig
Interne verkoopcyclus: analyse fase
Marketing focust zich op
- Doelgroep: consumenten en bedrijven
- Zoals: behoefte klanten, channel marketing, branding, reclame, beurzen / online
Sales focust zich op
- Doelgroep: bedrijven (eindgebruiker en tussenschakel
- Zoals: individuele behoefte klant
- Relatieontwikkeling
- Serviceverlening
Analyse positie van verkoop (interne verkoopcyclus)
, Kopersmarkt: B2B overaanbod goede en vergelijkbare producten in de markt
Digitalisering gevolgen:
- Transparantie
- Sociale netwerken
- Nieuw verkoopkanaal
Globalisering: mogelijkheden nemen toe
Gevolgen voor verkoop:
- Macht van de inkoper stijgt: onderhandelingsruimte neemt toe
- Rol van de verkoper verandert: toegevoegde waarde bewijzen als verkoper
- CRM is de norm
Analyse fase positie van verkoop
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