Скачать или смотреть Business-to-Business (B2B) Sales Process in the Arts and Fashion Sector: A Case Study of Naelofar

This video presentation discusses the Business-to-Business (B2B) Sales Process in the Arts and Fashion Sector, with a specific focus on Naelofar, a leading Malaysian modest fashion brand.

Prepared for the course SMP22603 – Sales Management, this presentation analyses how Naelofar applies structured B2B sales strategies to engage corporate and institutional clients. The discussion covers key stages of the B2B sales process, including FAB analysis (Features, Advantages, Benefits), prospecting, qualifying prospects, sales planning, consultative sales approaches, presentation methods, handling objections, follow-up strategies, and strategic recommendations.

Through this case study, the presentation highlights the importance of relationship-based selling, value creation, and long-term partnerships in achieving sustainable growth within the arts and fashion industry.

📌 Course: SMP22603 Sales Management
📌 Case Study: Naelofar
📌 Class Group: 22C08
📌 Institution: University Malaysia Perlis (UniMAP)

This video is produced for academic purposes only.