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.
Answer 22 questions on Mastering Strategic Sales and Negotiation.
1. In B2C, which factor most strongly guides channel choice for a low-margin, low-differentiation mass-market product?
2. What best describes indirect sales?
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