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Title
Pricing and profit in automotive corporate sales business : how to achieve profitable sales to corporate customers / von Sebastian Antonio Predica
AuthorPredica, Sebastian Antonio
CensorSihn, Wilfried
Published2012
Description104 Bl. : graph. Darst.
Institutional NoteWien, Techn. Univ., Master Thesis, 2012
LanguageEnglish
Document typeMaster Thesis
URNurn:nbn:at:at-ubtuw:1-102403 Persistent Identifier (URN)
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 The work is publicly available
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Pricing and profit in automotive corporate sales business [3.22 mb]
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Abstract (English)

One of the most challenging tasks in automotive sales is the part of Corporate business or Corporate sales, defined as a "Business to Business" action too, because involved senior sales peoples with strong skills in sales, marketing, financing, after sales and buy back. Even we are using a price strategy, a price positioning or a full mobility program, the final result which must be achieved is the signed contract with the customer with a profit from the seller and a long term partnership with customers. How big is the profit for the seller depending not only from margin, but also how a seller company define his business model and how continuous improvement in cost reduction and internal processes are developed. Corporate sales in automotive, beyond the strategies and negotiations, involves strong communications skills and a special relationship with the customer. Even that the corporate customers are buying more rational than emotional, to win the customer trust is one of the most important aspect to develop a long time business relationship. A business model for Corporate sales department is the first step in order to define the key elements which influence the profit in the year end. Key partnerships or key resources beyond with a cost structure could conduct to a better value proposition to a corporate customer and to make the difference from competitors.

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