businesstobusinessmarketing ppt 120914091756 phpapp01
DESCRIPTION
B2B pptTRANSCRIPT
Group 10.
Introduction to B2B Market
Definition:-“Business Marketing is the practice of individuals, or organizations, including commercial businesses, governments and institutions, facilitating the sale of their products or services to other companies or organizations that in turn resell them, use them as components in products or services they offer, or use them to support their operations”
Areas of Difference B2B Market Consumer Market
Market Characteristics Geographically Concentrated Geographically Disbursed
Relatively Fewer Buyer Mass Market
Product Characteristic Technical Complex Standardize
Customized
Service Characteristic Service , timely Availability extremely Important
Somewhat Important
Buying Behavior Involvement of Various functional area from both the ends
Involvement of family members
Purchase Decisions are performance based and rational
Purchase decisions are mostly based on Physiological /social/psychological needs
Technical Expertise Relatively less technical expertise is required
Stable Interpersonal relationship Non- Personal relationship
Company Sales Force
Manufacturer
Representative Agency
Distribution Dealer
Customer CustomerCustomer