Sumários
Motivation
4 Março 2024, 11:00 • Luís Miguel Justino
Motivation
What is Motivation?
Where does motivation come from?
Sales Representatives Motivation
Definition and importance
Existing theories
Dimensions of Motivation
1. The basic Motivations
2. Work Flexibility
3. Training
4. More than work activities
5. Teamwork
6. Environment
7. Recognition
8. Innovation
9. Challenges.
Companies' examples and best practices
Managing Diversity in Sales Management
1 Março 2024, 11:00 • Luís Miguel Justino
Managing Diversity in Sales Management
What is Diversity?
The 4 Layers of Diversity
The dimensions of diversity
Surface and Deep-Level Diversity
Benefits and Barriers
The Benefits of Diversity
The Barriers to Diversity
Diversity in Companies
Good and Bad Practices of Diversity
The Difference Between Good and Bad Practices
Sales Management and the Importance of Diversity
Internal Relationship
External Relationship
Diversity today
Selling in B2B
1 Março 2024, 09:30 • Luís Miguel Justino
Selling in B2B
Selling in B2B
The Main Differences of B2B When Compared to B2C?
Customer Value Proposition
B2B Sales Cycle
How Does the B2B Sales Process Work?
Identification Of New Business Opportunities
Relationship Management
Digitalization and B2B Sales
Importance of Data and Analytics
Importance of Social Media in B2B Sales Context
Challenges and Risks in B2B
Benefits and Opportunities in B2B
Best Practices in B2B
Successful B2B businesses
B2B Marketing Examples
Best examples of B2B strategies
B2B in the Future