Hello and welcome to my two seminars on b2b marketing and sellling.
Seminar week 1 will be about SPIN selling (developed by Neil Rackham). It will be helpful if you inform yourself about this very popular and - in my own experience - highly useful method for complex sales.
The seminar will start with a short introduction of the method, taking about 1/2 hour.
Next step will be that each student will have to think about a product to sell and sketch out the relevant S-P-I-N questions. You will then form teams of three students and each student will have to try to one of the other team members the product/service with the prepared questions. The third team member will act as consultant, observing the process and gving feedback afterwards. How you do that is up to you, you may want to use recording or to take notes, or both. At the end, every team member will have had the opportunity to "sell" and get feedback. I envisage the whole excercise to take about 1 1/2 hours.
We will then spend the rest of the time discussing your experiences during the excercise.
The better prepared you come to the seminar, the more useful the excercise will be!
Seminar week 2 will be about Ingredient Branding. You will again work in teams of three students. The task will be to develop an ingredient branding concept for a business product/service. More details will follow, but it will be highly beneficial if you inform yourself in advance about ingredient branding.
- Lehrende/r: Denny Seiger