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Startup/SME Management Series: Sales Tactics for B2B (Business-to-Business)

Title Startup/SME Management Series: Sales Tactics for B2B (Business-to-Business)
Course code MG96-07-2024-C
Objective B2B (business-to-business) sales refers commercial transactions between one company with another, that is, one business providing products/services to other businesses. Quite a number of companies are perplexed by the failure to make customers place orders for products/services with seemingly excellent functions. Through this course, particpants will be able to:
  • enhance their understanding of the core elements of B2B sales, that is, what customers really need is a “solution” and not just simply a product/service, and
  • learn how to uncover the needs of a customer and effectively present a reasonable solution that the customer wants
  • Content
    • The B2B sales process
    • Selling and follow-up techniques
    • Developing a B2B sales presentation
    • Writing an effective sales proposal
    Assessment In-class performance and exercises
    Target audience
    • SMEs owner-mangers
    • B2B personnel who would like to enhance their sales performance
    Prerequisite Nil
    Class size 20
    Instructor CPTTM Appointed Instructor(s)
    Instruction language Cantonese
    Handout language Handouts in Chinese (traditional)
    Duration 27 hours in 9 sessions
    Schedule 19:00-22:00, from Jul 18, 2024 to Aug 15, 2024 every Tuesday, Thursday.
    Fee MOP1,700
    Venue CPTTM Head Office (Rua de Xangai 175, Edf. ACM 7 Andar, Macau)
    Certificate Certificate of Completion issued by CPTTM (at least 80% attendance and completing in-class exercises)
    PDAC code Approved Course under the SAR Government "Continuing Education Development Program", Code: 2404120030-0
    • Entrepreneurship Courses designated for the "Youth Entrepreneurs Aid Scheme"
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