Β2Β Sales of Products and Services in the Telecommunications and Information industries 

by Antony Rousseas, Ericsson Hellas BoD Member, AIT January 27-29, 2010

Seize the opportunity to be taught by an accomplished Telecom Marketing & Sales Director and CIM Certified Instructor to:

• understand why telecom operators, equipment suppliers are aiming to cost-base reduction through differentiation
• manage intertwined markets such as media, internet and telecom services
• exploit great new opportunities for innovation
• develop sales management and marketing skills for this emerging environment Register Now

Overview

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Introduction to Marketing and its relation with Sales; Market Research, Segmentation and Positioning in B2B environments; Decisions on the design, introduction, pricing of products and services; organization of the Sales Department and distribution channels; Communications activities.
The seminar will also address selected topics from the application of effective sales methods used by multinational companies for the smooth execution of the Sales Cycle, the evaluation of opportunities, so that the company’s resources are funneled in an efficient manner.
The participants will receive the notes and the slides of the lectures, selected articles published in business literature, bibliography. The participants will be encouraged to prepare and present issues of their business interests in class discussions.

Session  1:  
Introduction:  Marketing  and  Sales,  Products  and  Services  

• What  makes  Β2Β Sales  and  Marketing  different 
• The  Buying  Decisions  Center 
• B2B  Market  Research 
• Market  Segmentation 
• Market  Positioning  
• The  introduction  and  diffusion  of  a  new  superior  product  or  service  

Session  2:  
The  Marketing  Mix  in  a  B2B  environment.  

• Product  and  Extended  Product 
• Designing  Services 
• Strategic  Decisions  in  Product  Portfolio  Management 
• Pricing  Decisions 
• The  concept  of  Value  in  the  B2B  environment.   

Session  3: 
Organization  and  Systems  of  the  Sales  Department  

• Skills  for  Sales  Executives 
• Key  Account  Management 
• Integrated  System  for  supporting  the  Distribution  Channels 
• Communications:  Personal  and  Corporate.  The  Power  of  the  Brand. 
• Communications  Objectives  and  Strategy 
• Use  of  new  technologies  in  B2B  Sales 
• Effective  Communications  for  Services  

Session  4:  
How  we  look  for  and  identify  the  “strong”  executives  in  our  customer.  

• Influence  and  Authority 
• The  Sales  Cycle  and  Sales  Decision  Points  
•  How  we  select  if  we  should  engage  with  a  prospect  customer,  submit  an  offer,  or  participate  in  a  tender  (in  the  private  and  public  sectors)?  How  we  can  win? 

Session 5:
What is a perfect Sales Proposal?

• Legal Framework for Procurements 
• What are the successful companies doing in Marketing and Sales 
• General Review– Conclusion 

Location and tuition are subject to change. View Cancellation Policy