it is about the selling model of B2B sector

1. 6/10/2016Prepared By group 3 1

2. Welcome
6/10/2016Prepared By group 3 2

3. Business manoeuvring
A model of B2B selling processes
6/10/2016Prepared By group 3 3

4. We are……
Arna Banerjee
120324
Niaz Bhuian
120354
Priyanka Hui Chowdhury
120316
Memosha Mausak Rahman
120352
Sumona Hossain
120336
6/10/2016Prepared By group 3 4

5. What is B2B ???
Business-to-business (B2B) refers to a situation
where one business makes a commercial
transaction with another.
It is a dynamic selling process based on-
Negotiation
Collaboration
6/10/2016Prepared By group 3 5

6. B2B Selling Process
Follow
up
Close sell
Presentation
Ask
Approach
6/10/2016Prepared By group 3 6

7. B2B Market
B2B markets
are SPECIAL
B2B Buyers Are Longer-Term Buyers
B2B Markets Have A More Complex
Decision-Making Unit
Longer-Term Buyers
B2B Products Are Often More Complex
6/10/2016Prepared By group 3 7

8. Why B2B?
B2B Marketing
Rational buying
decision based on
business value
Small, focused target
market
Relationship Driven
Educational and
awareness building
activities
B2C Marketing
Emotional buying decision
based on status, desire, or
price
Large target market
Product Driven
Merchandising and point of
purchase activities
6/10/2016Prepared By group 3 8

9. Social selling
6/10/2016Prepared By group 3 9

10. Social selling
Social Selling is about building relationships and earning and
growing relationship capital
6/10/2016Prepared By group 3 10

11. 6/10/2016Prepared By group 3 11

12. Paradigms of selling
Prospecting
Pre-Approach
Approach
Presentation
Overcoming Objections
Close
Follow
up
6/10/2016Prepared By group 3 12

13. Modified Model
Shapiro and Posner (1976)
Opening the sales process
Qualifying the prospects
Developing the presentation
Organizing the justification
Making the presentation
Coordinating resources and
personnel
Closing the sale
Nurturing the account
relationship
Plank and Dempsey (1980)
Setting the stage
Determining the buyer’s
need
Presentation
Exit
6/10/2016Prepared By group 3 13

14. Story of Father & Daughter
6/10/2016Prepared By group 3 14

15. Father explained,
“the potatoes, the eggs and rice had each faced the same
adversity-in the boiling water. However, each one reacted
differently.
The potato was hard but in boiling water, it became soft. The
egg was fragile within thin outer shell but boiling water inside
the egg became hard. However, rice were unique. After they
were exposed to the boiling water, they disappeared the water
and turn into something new.
Altogether, They had created a complete meal………………..”
6/10/2016Prepared By group 3 15

16. Metaphor
Manoeuvring of Potatoes,
Egg & Rice
As
Manoeuvring of activities
in B2B selling process
6/10/2016Prepared By group 3 16

17. Business
Manoeuvring
6/10/2016Prepared By group 3 17

18. Business Manoeuvring
Business
Standardization
•Purchasing
Standardisation
•Selling
Standardisation
•Standardisation of
offering
Business
Fraternisation
•Distance reduction
•Operational Trust
•Fraternisation
competence
•Learning process
Personalization
•Informal Business
•Pedagogic challenge
•Service Awareness
•Changing Expectation
•Behavioral Trust
•Personal Selling
Probationary Business
Rationalisation
Cost Reduction
Risk Reduction
6/10/2016Prepared By group 3 18

19. Business Standardization
Activity related to formality & Standardization
Ex: Dun & Bradstreet
• Purchasing Standadisation
• Selling Standardisation
• Standardisation of offering
6/10/2016Prepared By group 3 19

20. Business Fraternisation
External & Internal organizational level collaboration
Ex: GE
• Distance reduction
• Operational Trust
• Fraternisation competence
• Learning process
6/10/2016Prepared By group 3 20

21. Personalization
Attitude & disposition of people
Ex: IBM ; Go Big or Go Home
• Informal Business
• Pedagogic challenge
• Service Awareness
• Changing Expectation
• Behavioral Trust
• Personal Selling
6/10/2016Prepared By group 3 21

22. Probationary Business Rationalisation
Buyer concern over costs & risks
Ex: LinkedIn Marketing Solution Hub
• Cost Reduction
• Risk Reduction
6/10/2016Prepared By group 3 22

23. Implications
 Digital content marketing
 Changes in Buyer Behavior
 Changing software
6/10/2016Prepared By group 3 23

24. Limitations
• Limited Market
• Long Purchase Decision Time
• Inverted Power Structure
6/10/2016Prepared By group 3 24

25. Questions ?????
6/10/2016Prepared By group 3 25