Marketing Strategy Development to Increase Sales Volume in a B2B-company

Nowadays marketing activity is known to have a significant effect on company’s business. There is a great variety of approaches to applying marketing methods and instruments. They deserve special attention as they can guarantee company success on the market. Particular attention should be paid to marketing activities on the b2b-market, which has characteristic features. They also need to be considered when developing a strategy. The general purpose of this research is to develop recommendations for marketing strategy to increase sales volume in a b2b-company. In order to meet this aim it is necessary to attain the following objectives: - examine theoretical models of marketing strategy for b2b companies; - analyze and estimate the market capacity of dental services in Perm; - consider the company customers and their main needs; - classify customers according to their profitability; - collect and analyze the data required for finding the main customers’ needs; - create recommendations for improving the company marketing strategy. Segmentation of the existing clients made it possible to offer recommendations for each of them. It is expected that marketing strategy will increase sales by 30%.