Certificate of Business Management ppsx

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
Presented By
Lê Châu Tuấn MBA CEO
“Former Marketing Director
Unilever Vietnam”
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#7'#+
Production Era
Production Era
Sales Era
Sales Era
Marketing Era
Marketing Era
Relationship
Relationship
Marketing Era
Marketing Era
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89(
1. Cách tạo ra khách hàng
2. Cách trình bày ấn tượng

3. Nghệ thuật đàm phán
4. Cách làm khách hàng hài lòng
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#"#
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Buyer’s Steps
B
U
Y
E
R
S
E
L
L
E
R
Initiate
Educate
Validate
Justify
Close
Initial Interest

Education
Transfer Ownership
Rationalize
Decide
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Esteem
Esteem
Self Actualization
Self Actualization
Safety
Safety
Physiological
Physiological
Belongingness
Belongingness
Social/
Social/
.R
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Source: Hoffman et al 2003, Marketing: Best
Practices, 2e, Thomson, South-Western, Ohio,
USA
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