B2B Marketing/Personal Selling

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Last updated 4:09 AM on 4/29/26
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24 Terms

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3 main categories of Products

  1. Entering Goods

  2. Foundation Goods

  3. Facilitating Products

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Entering Goods

  1. Raw Materials

  2. Manufactured Materials and Parts

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Foundation Goods

  1. Installations

  2. Accessory Equipment

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Facilitating Products

  1. Supplies

  2. Services

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Categories of B2B Customers

  1. Commercial Enterprises

  2. Governmental Organizations

  3. Institutions

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Elasticity Need

Greater cross-functional job requirements (leadership requires persuasion)

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Types of Sales jobs

  1. Retail

  2. Direct Selling

  3. Selling for a wholesaler

  4. Selling for a manufacturer

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Retail Selling Examples

Apple, restaurant

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Direct Selling Examples

Door-to-door selling, girl scout cookies

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Selling for a wholesaler Example

Walmart

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Selling for a Manufacturer Example

P&G, selling hundreds of thousands of products

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Relationship selling

  1. non adversarial

  2. non manipulative

  3. consultative

  4. partnering

  5. problem solving

  6. goal: long term relationship

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Transaction selling

getting them to sign the dotted line (sold to and then never contacted again)

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What are the 3 roles of Consultative Selling?

  1. Team leader

  2. business consultant

  3. long-term ally

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Customer-Seller Relationship Gap

There is a tendency bc people forget about them

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Freud’s Insight

John D Rockefeller Example - gave money to a hospital in china to get his name on the building

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FAB rule

when you use the features, advantages, and benefits

BUT what you should do benefits, advantages, features (BACKWARDS)

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Six ways to make people like you

  1. become genuinely interested in others

  2. smile

  3. remember the person’s name

  4. be a good listener

  5. talk in terms of the other people’s interest

  6. make the other person feel important

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how to make a good impression

be proud, sincere, enthusiastic

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The Pixar Pitch

every pixar movie can be broken down into the same structure

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heuristics

they raised the price of sales, turquoise sales increased

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recovery paradox

they please the customer with an even higher satistfaction that if it were to be completed normally

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The liking rule

When Missouri wins, we won.

if Missouri losses, they lost.

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Scarcity

People assign more value to opportunities that are less available