b2b marketing - manu melwin joy

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B2B Marketing

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Page 1: B2B marketing - Manu Melwin Joy

B2B Marketing

Page 2: B2B marketing - Manu Melwin Joy

Prepared By Manu Melwin Joy

Assistant ProfessorSCMS School of Technology and Management

Kerala, India.Phone – 9744551114

Mail – [email protected]

Kindly restrict the use of slides for personal purpose. Please seek permission to reproduce the same in public forms and presentations.

Page 3: B2B marketing - Manu Melwin Joy

B2B Marketing

• Business to Business (B2B) is the

marketing of goods and services

by one business to another.

Industrial goods are those an

industry uses to produce an end

product from one or more raw

materials.

Page 4: B2B marketing - Manu Melwin Joy
Page 5: B2B marketing - Manu Melwin Joy

Examples

• An organization seeks

to split the work

between the two

firms based on an

evaluation of each

firm's capabilities.

Page 6: B2B marketing - Manu Melwin Joy
Page 7: B2B marketing - Manu Melwin Joy

Examples• A sales representative

makes an appointment with

an organization that

employs 22 people. He

demonstrates a

photocopier/fax/printer to

the office administrator.

Page 8: B2B marketing - Manu Melwin Joy
Page 9: B2B marketing - Manu Melwin Joy

Main Features

• Marketing is one-to-one

in nature. It is relatively

easy for the seller to

identify a prospective

customer and build a

face-to-face

relationship.

Page 10: B2B marketing - Manu Melwin Joy
Page 11: B2B marketing - Manu Melwin Joy

Main Features

• Highly professional and

trained people in buying

processes are involved.

In many cases, two or

three decision makers

must approve a

purchase plan.

Page 12: B2B marketing - Manu Melwin Joy
Page 13: B2B marketing - Manu Melwin Joy

Main Features

• Often the buying or

selling process is

complex, and includes

many stages.

Page 14: B2B marketing - Manu Melwin Joy
Page 15: B2B marketing - Manu Melwin Joy

Main Features• Selling activities involve

long processes of prospecting, qualifying, wooing, making representations, preparing tenders, developing strategies, and contract negotiations.

Page 16: B2B marketing - Manu Melwin Joy
Page 17: B2B marketing - Manu Melwin Joy