The B 2 B (Business-to-Business) model in the manufacturing sector is an opportunity to ensure guaranteed sales of the company's products. The "length" of the contractual relationship from a week to several years allows you to plan purchases of supplies and schedule employees. Such marketing for productions in conditions of free market relations requires adjustments or changes, and here are the first signs of the need for this procedure:
- The disagreements that arise between the marketing service and the sales department are the lack of conversion.
- Lack of work on the attractiveness of the commercial offer for the client may lead to his departure.
- There is no interest in attracting new customers – working for one customer may cause the entire production to stop with his departure.
- The customer began to have questions about the quality and price of the products – more competitive offers appeared on the market.
The existence of a long-term Model B 2B contract does not mean that the manufacturing company has resolved all its issues with the sale of products. Developing a checklist for the supervisor will help you avoid problems. Here are the points it should include.
Questions and objectives of the checklists
A professionally drafted checklist for the head of an enterprise in the B2B model should include questions, tasks and metrics that will allow for a full assessment of the effectiveness of production processes and identify weaknesses. Defined by:
- Strategy is the analysis of competitors' activities, the formation of positioning, the definition of specific goals and the preparation of an action plan.
- Marketing – selection of sites for the sale of products, identification of the target audience, selection of formats for advertising and promotion.
- Sales is the definition of customer or customer metrics, the choice of a buyer, and the decision–making process for concluding a B2B contract.
Mandatory
