B2B Marketing and Sales Management

The course of study in brief The course aims to provide an opportunity to learn about the main dynamics of B2B markets, their specificities, their models and competitive scenarios. In particular, the teachings relating to marketing and sales techniques and policies will be studied in both the traditional and digital scenarios. Some sector scenarios will be covered to show the main and different competitive and sector dynamics. Various Italian and international case studies will also be presented. Specific educational objectives of the Course The specific training objectives are as follows. Understanding of the B2B market and its main characteristics. Understanding of competitive scenarios and purchasing decision processes. B2B sales techniques and policies Management of the territory, sector and customer base Sales Management Account Management Opportunity Management B2B Vertical Overview: Hardware, Software, Services/Project Selling Advertising/Financial Services/ Telecommunications/Digital Services Market analysis and design of a B2B marketing and communication plan Employment and professional opportunities foreseen for graduates Various Commercial Profiles Agents-Sales Representatives Junior Account Manager/Account Manager Key Account Manager Sales Director Sales assistants/Sales operations Tele sales operator/Customer services Marketing operator/Assistant