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SELLING SOFTWARE TO BUSINESS PEOPLE.   Term Paper ID:30081 Click to get this paper Essay Subject: Discusses strategies for selling the product ManageT to the American business person.... More... 7 Pages / 1575 Words 5 sources, 10 Citations, APA Format $28.00 Return to List of Papers Paper Abstract: Discusses startegies for selling the product ManageT to the American business person. Product is a multi-platform office management software that includes 200 different applications. Positioning element of the product. Targeting the customer. Creating a focused advertising message. How to handle an in-person sales pitch. Importance of good communication. Pricing. Negotiating. Paper Introduction: Strategic Steps for Selling Software to Businesses Introduction Although often not considered as glamorous or exciting as individual consumer marketing, the potential rewards and the efficiencies of selling a product to a business can more than make up for the effort (McGrath, 1997). There are several reasons for this. The most important is that, if the customer is satisfied with the product, the delivery and the service, then a long-term supply relationship can be established. The product chosen for selling to the American businessperson is Manage +, a multi-platform office management software that includes some 200 different applications, ranging from office organizers to spread sheet software and from minimal graphics programs to word-processing. Th Text of the Paper: The entire text of the paper is shown below. However, the text is somewhat scrambled. We want to give you as much information as we possibly can about our papers and essays, but we cannot give them away for free. In the text below you will find that while disordered, many of the phrases are essentially intact. From this text you will be able to get a solid sense of the writing style, the concepts addressed, and the sources used in the research paper. a business can more than make up for the effort be established The product chosen for The strongest positioning element of Manage is that software can growwith it Although most of the marketing literature targetingbusiness contacts and selling to them A article by similar in roles tasks and priorities even with all of the advantages of high techselling Internets this paper Target Your Customer In the world of consumer the business-to-business market and in from those businesses that still are notcomputerized Although general be wise to concentrate on one market segmentof plumbers Based on the information available that should be of no concern in a specific product One of to make it easy for than a consumer That is urge is based on psychologicalmotivations rather then rational zoning and licensing regulations then the aspect of Manage that the primary objective would be to generate business-to-business ads Instead the ads could be anyone from theowner to or to create an environmentwhere there business The most successful questions software and hardware do to help you meet your goals easier to structure the sales pitch so that creating and maintaininga long-term relationship it is essential do they like to dowhen they're not working out When hegets information by the way he immediately notes to get the company name actively implanted in the longer it will be used Communication is so often relies onthe quality of networking rather than cause-effectambiguity for the customer could be company or taken over in a merger Under such that shaving the price is the final there are fairly traditional ways of doing thisprocedure Blackston usually limited to a guarantee Sales Management Aulakh P S Kotabe want CRM tools to managebusiness relationships Customer Service for or exciting as individualconsumer marketing the potential satisfied with the product the different applications ranging from office organizers to system In addition it ismodular and scaleable so that segment of the general consumingpublic little attention follow At first glance consumer marketing become more of a problem touch marketing Anderson Anderson offers a four-step strategic paththat various market research reports Manyof the it would be essential todo a preliminary is hard to obtain but worth its weight in to contact the trade association s for that field Following of thesehave magazines Most of these magazines have never been appear to merge The main goal of the to created aperceived need for a product the successfulsalesman will be the one who thinks of designed to get people to use and consume a product example one of the biggest application would beemphasized The goal of high touch selling comes into play Very little actualsales lead to a meeting Ask Don't Tell Depending a decision maker is taking place the best way than simply sellingsoftware Anderson suggests asking they work What do you still need to solve What the product If thequestioning is handled so than when selling products plan is to find out all lists family member'snames interests ages so on to the customers cementing the idea that friendship gifts gimmicks anything that has yourcompany name about the future uncertainty is high because of are likely toserve a motivational current suppliers This happens most often when a company by the merger whichoften leads to Companies are always getting competitive bids up service thecompany agrees to provide the strongerobligation References Anderson R Fall Personal Selling and Sales Management June Building brand equity by managing thebrand's relationships Journal desk A commenton personal selling and sales management in thenew Strategic Steps for Selling Software McGrath There are several reasons selling to the American businessperson isManage a it is crossplatform and can is concerned with theways to a professor in The Journal of Personal Selling Sales Management The main differenceis that the salesman who focuses direct marketing videotape presentations CD-ROMs TVselling etc nothing will ever marketing this would be done fact there is often more useful data available from tradeassociations information is available from certain tradeassociations particularfield Anderson suggests that once this field is from the Internet thereare seven associations this marketinganalysis Create A Focused Message In this area the most successful ways to do this the consumer to get that product Aulakh a subtle shift of language but important ones For Manage the primary scomputing database would be emphasized If billing or collections a curiosity which in turn could generate a area way of introducing a product or a company the director of information If the steps taken so is the potentiality of a sale is to show that helpclose sales are What problems are you having What Aulakh Kotabe Only after those questions and more have specific problems areaddressed Forget the Rolodex In business-to-business selling communication to keep close networking contactwith What are their likes and dislikes Onesuccessful it He has thenprogrammed his computer to thebusiness customer's mind One good vital is that in today's rapidly changingmarketplace the quality of the product high that is the customer companycould be unsure of conditions the potential customer often holds the competitivedecision when a company is choosing It is estimated that percent ofnegotiations surrounding the bid or warranty and sometimes helplines M An assessment of theoretical andmethodological development Business Partners InformationWeek Magrath A rewards and the efficiencies of selling aproduct to delivery and the service thena long-term supply relationship can spread sheetsoftware and from minimal graphics programs to word-processing as the business grows the has been given to the challenges of and business marketingappear to be solver Anderson Anderson emphasizes that will be used as the structure for the remainder of same tools are available for use in screening of potential customers separating those withcomputerized operations gold To give thisessay further focus it would this advice it has been decided to focus on the heard of by thegeneral public but advertising message is to motivate an individual tobuy in the consumer's mind and then establishsales channels a business account as a customer or client rather and in most cases the consumption problems that plumbers were havingconcerned the sales message would be identical to consumermarketing in are made off of most on the situation your contact to turn the meeting into a sale questions that show you are interested inhelping the company's would you like products systems properly and if the salesman has kept alert thenit is to consumers Since the goal of business-to-business selling is youcan about who your potential customer really is What birthdays everything he can find ismore important than a deal Girishanker The idea is on it As Girishanker points out the more useful thepremium volatility indemand buyer preferences and competition Sales success role under high uncertainty because that has been supplying yourpotential customer is sold to another dissatisfaction and switching suppliers Blackston Most experts agree on allsupplies and services and customer In consumer marketing customerservice is inthe New Millennium The Journal of Personal Selling of Advertising Research Girishanker S April Companies millennium The Journal of Personal Selling Sales Management to Businesses Introduction Although often not considered as glamorous for this The most important is that if thecustomer is multi-platform office management software that includes some be installed on any type of influence and persuade a certain gives welcome advice and suggests strategies that are goodto on businesses rather than individuals hasto replace what he calls high by turning todemographics consumer profiles and and so on In the case of Manage and even chambers of commerce this information of computerownership decided upon one of thefirst steps would be that are established for plumbers and six both consumer and business marketing inAmerica is to create an advertising campaign designed Kotabe Anderson believes that in industrial marketing in business-to-business marketing By its very name consumer marketing is benefits of the product would be emphasized If for were aproblem the accounting programs within the request for more information This iswhere Anderson's with the idea of generating aresponse that could far have beensuccessful and the actual meeting with that there is moreinterest in solving the business's problems rather products systems software hardware have you tried How did been answered should thesalesman consider bringing up the information about with the customers isabsolutely vital even more all accounts Girishanker suggests that a good M salesman has a massive Rolodex that send birthday cards news items that might be ofinterest and technique for business-to-businessselling is to use sales premiums there is more and more difficulty in making accuratepredictions Aulakh Kotabe In addition good communication coordination efforts the relationship between itself and salesmanresponsible for uncontrollable factors brought about between different vendors especiallysoftware companies concern what kind of follow Customer service in industrial marketing implies a much in International Marketing Journalof International Marketing Blackston M May J Winter From the practitioner's a business can more than make up for the effort be established The product chosen for The strongest positioning element of Manage is that software can growwith it Although most of the marketing literature targetingbusiness contacts and selling to them A article by similar in roles tasks and priorities even with all of the advantages of high techselling Internets this paper Target Your Customer In the world of consumer the business-to-business market and in from those businesses that still are notcomputerized Although general be wise to concentrate on one market segmentof plumbers Based on the information available that should be of no concern in a specific product One of to make it easy for than a consumer That is urge is based on psychologicalmotivations rather then rational zoning and licensing regulations then the aspect of Manage that the primary objective would be to generate business-to-business ads Instead the ads could be anyone from theowner to or to create an environmentwhere there business The most successful questions software and hardware do to help you meet your goals easier to structure the sales pitch so that creating and maintaininga long-term relationship it is essential do they like to dowhen they're not working out When hegets information by the way he immediately notes to get the company name actively implanted in the longer it will be used Communication is so often relies onthe quality of networking rather than cause-effectambiguity for the customer could be company or taken over in a merger Under such that shaving the price is the final there are fairly traditional ways of doing thisprocedure Blackston usually limited to a guarantee Sales Management Aulakh P S Kotabe want CRM tools to managebusiness relationships Customer Service for or exciting as individualconsumer marketing the potential satisfied with the product the different applications ranging from office organizers to system In addition it ismodular and scaleable so that segment of the general consumingpublic little attention follow At first glance consumer marketing become more of a problem touch marketing Anderson Anderson offers a four-step strategic paththat various market research reports Manyof the it would be essential todo a preliminary is hard to obtain but worth its weight in to contact the trade association s for that field Following of thesehave magazines Most of these magazines have never been appear to merge The main goal of the to created aperceived need for a product the successfulsalesman will be the one who thinks of designed to get people to use and consume a product example one of the biggest application would beemphasized The goal of high touch selling comes into play Very little actualsales lead to a meeting Ask Don't Tell Depending a decision maker is taking place the best way than simply sellingsoftware Anderson suggests asking they work What do you still need to solve What the product If thequestioning is handled so than when selling products plan is to find out all lists family member'snames interests ages so on to the customers cementing the idea that friendship gifts gimmicks anything that has yourcompany name about the future uncertainty is high because of are likely toserve a motivational current suppliers This happens most often when a company by the merger whichoften leads to Companies are always getting competitive bids up service thecompany agrees to provide the strongerobligation References Anderson R Fall Personal Selling and Sales Management June Building brand equity by managing thebrand's relationships Journal desk A commenton personal selling and sales management in thenew If this paper is not what you are looking for, you can search again: Search for: or Click here to request an essay written just for you.