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
Remark	Entrepreneurship Courses designated for the "Youth Entrepreneurs Aid Scheme"