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B2B Sales of LCD

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Steps involved in selling LCD s to a hotel

Steps involved in selling LCD s to a hotel

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B2B Sales of LCD B2B Sales of LCD Presentation Transcript

  • I
    SELLING LCD TELEV ISION TO FIVE STAR HOTEL
    Neha - Sheenam – Jagmohan – Sompal - Deepa
  • Characteristics of B2B marketing
    Derived demand
    Complexity of buying process
    Buyer power
    Buyer-seller relationship
    Payment system
    b2B Marketing
  • How b2b is different?
  • The 5-star hotel need the LCD Television to give aesthetic look and with the updated technology.
    • Lobby
    • Reception
    • Coffee Bars
    • Security Rooms
    • Hotel Rooms
    Derived demand
  • Roles Include
    Participants in the Organizational Buying Process
    Unexpected
    Situational
    Factors
    Users
    Influencers
    Ethical
    Decision-Making Unit of a Buying Organization is Called Its Buying Center.
    Deciders
    Approvers
    Attitudes
    of
    Others
    Buyers
    Gatekeepers
  • Major Influences on Organizational Buyers
  • Organizational Buying Decisions
    Problem Recognition
    General Need Description
    Product Specification
    Supplier Research
    Proposal Solution
    Supplier Selection
    Order-Routine Specification
    Performance Review
  • Problem Recognition
    Problem recognition is when someone in a company recognizes a problem or need that can be met by acquiring a good or a service
    Problem recognition can occur because of internal and external stimuli
  • General Need Description
    General need description is when a company describes the general characteristics and quantity of a needed item
    What are some items that would be included in a general needs description for a training meeting?
  • Product Specification
    Product specification is when the buying organization decides on and specifies the best technical product characteristics for a needed item
    What are some items that would be included in a product specification description for a training meeting?
  • Supplier Search
    Supplier search is when a buyer tries to find the best vendor
    What are the best ways for buyers to identify suppliers?
  • Proposal Solution
    Proposal solution is when qualified suppliers are invited to submit proposals
    What are some important tools for writing and researching a proposal?
  • Supplier Selection
    Supplier selection is when a buyer receives proposals and selects a supplier or suppliers
    What are the six attributes that meeting planners consider when selecting a location
  • Order-Routine Specification
    Order-routine specification when a buyer writes the final order with the chosen supplier(s), listing the technical specifications, quantity needed, expected time of delivery, return policies, warranties, and so on
  • Performance Review
    Performance review is when a buyer rates its satisfaction with suppliers, deciding whether to continue, modify, or drop the relationship
  • Since the buyer are limited the LG shortlists a couple of 5-five star hotels to target .The buyers have the power to customise the product and negotiate for the better price .
    In the B2B market the buyer has the power to decide the product ( Derived Demand ) better service ( buyer seller relationship ).
    The influence the product , place and price for the seller to agree upon the purchase.
    Buyer power
  • Converting the 4P’s into the 6B’s
    Product Buyer need
    Price Buyer cost
    Promotion Buyer information & communication
    Place Buyer convenience
    - Buying process
    - Buyer management
    Buyer-seller relationship
    • Customized features for the security purpose television
    • Better price
    • Servicing at zero response time
    LG Offers to the hotel
  • Thank you
    JagmohanSompalNehaSheenamDeepa