b2b+ one2one: relationship marketing
DESCRIPTION
B2B + One2OneMarketing to business is a tough job. It is especially challenging when budgets are tight and the product’s personality is a bit routine. Nick Ursini and Jim Savage will facilitate a lively discussion with concepts and examples showing how relationship-marketing principles can help build long lasting company-to-company relationships. Bring your own examples to help bring added life to the discussions.Please join us!When:Thursday, May 14, 20097:45 a.m. to 9:00 - 9:15* a.m.Where:University of Phoenix located at 9050 Centre Point Drive in West Chester. The meeting will be in classrooms located on the first floor in either room 106 or across the hall in room 105.TRANSCRIPT
Relationship Marketing
The Competitive Drivers &
Criteria for Personal Marketing &
Sales Initiatives
5/7/2009Nick Ursini, University of Phoenix
Competition Continuum
5/7/2009Nick Ursini, University of Phoenix
Components of Competition (Porter’s Five Forces Model)
5/7/2009Nick Ursini, University of Phoenix
Factors Related to the Purchase Decision Process
5/7/2009Nick Ursini, University of Phoenix
Types & Number of U.S. Business Customers
5/7/2009Nick Ursini, University of Phoenix
Characteristics of Business Buying Behavior
5/7/2009Nick Ursini, University of Phoenix
Organizational Buying Criteria
5/7/2009Nick Ursini, University of Phoenix
Five Roles in the Buying Process (who to sell to and what message to craft)
Also called Analyzer
Not buyerNeeds Assessor
Political culture
5/7/2009Nick Ursini, University of Phoenix
How the Buying Situation Affects Buying Behavior
5/7/2009Nick Ursini, University of Phoenix