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Sales & Channel Management (Selling (Product Qualification (Tools…
Sales & Channel Management
Communication Objective
Reposition
Persuade
Reiterate
Narayana Hrudyalaya
Horizontal Integration
Hiring Marthas Hospital Surgical Rooms
Marketing
Shall know capabilities of Company & Competitor
B2B
Decision Making Process
Choice Making
Selling
Make happy customers sad by recognizing their problem
Determination of product/features specification
Determination of product quantity
Searching for vendors
Solicit for proposals
Evaluate
Buy
Trigger
Product Qualification
Tools
Buying Process
Roles
Initiator
Influencer
Decider
Buyer
Gatekeeper
User
Buying Situation
New Task
Modified Rebuy
Straight Rebuy
Decision Making Unit(DMU)
Value Proposition
Key Issue
Facts supporting key issue
Analytics & Inferences
Sales Manager
Achieve sales objectives
Sales Objective
Compensator
Motivational
Sustaining Work
Building Winning Team
Sales Strategy
FAB Analysis
Rational
Emotional