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The Competitive Drivers & Criteria
for Personal Marketing & Sales
           Initiatives




                    Nick Ursi...
Competition Continuum




              Nick Ursini, University of Phoenix   5/7/2009
Components of Competition
    (Porter’s Five Forces Model)




                       Nick Ursini, University of Phoenix  ...
Factors Related to the Purchase Decision Process




                             Nick Ursini, University of Phoenix   5/7...
Types & Number of U.S. Business Customers




                         Nick Ursini, University of Phoenix   5/7/2009
Characteristics of Business Buying Behavior




                         Nick Ursini, University of Phoenix   5/7/2009
Organizational Buying Criteria




                     Nick Ursini, University of Phoenix   5/7/2009
Five Roles in the Buying Process
        (who to sell to and what message to craft)




Needs Assessor                    ...
How the Buying Situation Affects Buying Behavior




                             Nick Ursini, University of Phoenix   5/7...
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B2B+ One2One: Relationship Marketing

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B2B + One2One

Marketing 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, 2009
7:45 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.

Published in: Business, News & Politics
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B2B+ One2One: Relationship Marketing

  1. 1. The Competitive Drivers & Criteria for Personal Marketing & Sales Initiatives Nick Ursini, University of Phoenix 5/7/2009
  2. 2. Competition Continuum Nick Ursini, University of Phoenix 5/7/2009
  3. 3. Components of Competition (Porter’s Five Forces Model) Nick Ursini, University of Phoenix 5/7/2009
  4. 4. Factors Related to the Purchase Decision Process Nick Ursini, University of Phoenix 5/7/2009
  5. 5. Types & Number of U.S. Business Customers Nick Ursini, University of Phoenix 5/7/2009
  6. 6. Characteristics of Business Buying Behavior Nick Ursini, University of Phoenix 5/7/2009
  7. 7. Organizational Buying Criteria Nick Ursini, University of Phoenix 5/7/2009
  8. 8. Five Roles in the Buying Process (who to sell to and what message to craft) Needs Assessor Not buyer Political culture Also called Analyzer Nick Ursini, University of Phoenix 5/7/2009
  9. 9. How the Buying Situation Affects Buying Behavior Nick Ursini, University of Phoenix 5/7/2009

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