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Business-to-Business Sales and Marketing Management

This class was created by Brainscape user Marcus Pilgaard. Visit their profile to learn more about the creator.

By: Marcus Pilgaard
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Decks in this class (10)

Introduction and Foundation
Describe the article hagemann j h...,
Describe the paper palmatier r w ...,
Describe the paper schmitz c and ...
16  cards
Value and strategic perspectives on business markets
Defining value,
Value proposition,
Describe the paper article stabel...
22  cards
Segmentation
Describe the article thomas rj 20...,
Decide on the use of segmentation...,
Build the segmentation database s...
11  cards
Internal coordination, resources and CRM
Describe the paper nath et al 201...,
Sabnis et al 2013 the sales lead ...,
Describe the paper
15  cards
Digitalization and sustainability
Customer lifetime value clv,
B2b engagement,
Brand engagement
12  cards
Products and services
Describe tuli k r kohli a j and b...,
The managerial implacations and t...,
The 8 supported propositions
12  cards
Marketing Channels
Explain the paper chakravarty et ...,
Explain the paper gill et al 2017...,
Explain the paper kauferle m and ...
15  cards
Business Marketing communication
Describe the article wang w malth...,
Trade shows messer,
Digital vs in person content
17  cards
Sales and Key Account Management
The role of sales piercy and lane,
Effective selling,
Influence tactics
12  cards
Performance measurement and customer satisfaction
Describe the paper harmeling c m ...,
Explain what illustrative measure...,
Explain what illustrative measure...
8  cards

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Business-to-Business Sales and Marketing Management

  • Class purpose General learning

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