Flashcards: Mastering Strategic Sales and Negotiation — 22 cartões

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.