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Research intended for journal publication and published in progress, in order to invite feedback from a technical audience.
The purpose of a white paper is to promote a certain product, service, technology or methodology, and to influence current and prospective customers' decisions. Many white papers are designed for B2B (business to business) marketing purposes, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer. The white paper is used to inform and persuade the other company that a certain offering (such as a product or technology) is superior for solving a particular business problem or addressing a certain challenge.
In relation to B2B marketing, there are three main types of white papers: backgrounders, which explain the technical features of a particular offering; numbered lists, which highlight tips or points regarding an offering; and problem/solution white papers, which introduce an improved solution to a common business or technical challenge.
While white papers are useful marketing tools, they differ from other marketing materials such as brochures. Where brochures and other materials might be flashy and include obvious sales pitches, a white paper is intended to provide persuasive and factual evidence that a particular offering is a superior method of approaching or solving a problem or challenge. In general, white papers are at least 2,500 words in length and are written in a more academic (and less flashy) style than other marketing materials.
White papers are also used for government purposes as a method of presenting government policies and legislation, and gauging public reaction.
Relationship selling emphasizes a win-win outcome and the accomplishment of mutual objectives that benefits both buyer and salesperson in the long term. Rather than focusing on a quick sale, relationship selling attempts to create a long-term, committed relationship based on trust, increased customer loyalty, and a continuation of the relationship between the salesperson and the customer.
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