Sales channels — B2B vs B2C?
B2C uses direct, mass-market channels; B2B depends on complexity and customer type.
Contract renewal — key?
Extension of existing contracts at term end.
Customer ecosystem — definition?
Set of actors around a customer influencing sales.
Influence map — purpose?
Visualize actors' economic weight and intimacy.
Action priority — based on?
Proximity to customer and influence potential.
Battle cards — role?
Compare competitors' strengths and weaknesses.
Competitive approach — example?
Domination, disruption, segmentation, blocking.
Buyer categories — focus?
VITO, operational, purchasing teams.
SPIN — stands for?
Situation, Problem, Implication, Need-payoff.
Proposal design — key?
Differentiate, concise, aligned with customer needs.
Communication skills — importance?
Clarity, conviction, tailored messaging.
Negotiation strategy — approach?
Principled, collaborative, competitive, cultural styles.
Sales channels — B2C factors?
Positioning, price, product complexity.
Contract renewal — risk?
Waiting too long leads to price pressure.
Customer ecosystem — actors?
Suppliers, partners, competitors, consultants.
Influence flow — what?
Persuasion movement between stakeholders.
Battle profiles — types?
Innovators, pragmatics, conservatives, laggards.
Case study — purpose?
Test and refine competitive approach.
Buyer psychology — key?
Willingness to change, influence of VITO.
SPIN — pain focus?
Customer pain, delays, costs, safety issues.
Pricing tactic — principle?
Three constraints: price, quality, delay.
Presentation — best practice?
Support with business case, avoid jargon.
Teste tes connaissances avec un QCM de 22 questions sur Mastering Strategic Sales and Negotiation.
1. In B2C, which factor most strongly guides channel choice for a low-margin, low-differentiation mass-market product?
2. What best describes indirect sales?
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