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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

Published in: Business, Travel
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  • 1. I Neha - Sheenam – Jagmohan – Sompal - Deepa
  • 2. Characteristics of B2B marketing 1. Derived demand 2. Complexity of buying process 3. Buyer power 4. Buyer-seller relationship 5. Payment system B2B MARKETING
  • 3. HOW B2B IS DIFFERENT?
  • 4. 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
  • 5. Unexpected Situational Factors Attitudes of Others PARTICIPANTS IN THE ORGANIZATIONAL BUYING PROCESS Ethical Decision- Making Unit of a Buying Organization is Called Its Buying Center. Users Influencers Buyers Gatekeepers Roles Include Deciders Approvers
  • 6. MAJOR INFLUENCES ON ORGANIZATIONAL BUYERS
  • 7. ORGANIZATIONAL BUYING DECISIONS 1. Problem Recognition 2. General Need Description 3. Product Specification 4. Supplier Research 5. Proposal Solution 6. Supplier Selection 7. Order-Routine Specification 8. Performance Review
  • 8. 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
  • 9. 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?
  • 10. 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?
  • 11. SUPPLIER SEARCH Supplier search is when a buyer tries to find the best vendor What are the best ways for buyers to identify suppliers?
  • 12. PROPOSAL SOLUTION Proposal solution is when qualified suppliers are invited to submit proposals What are some important tools for writing and researching a proposal?
  • 13. 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
  • 14. 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
  • 15. PERFORMANCE REVIEW Performance review is when a buyer rates its satisfaction with suppliers, deciding whether to continue, modify, or drop the relationship
  • 16. 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
  • 17. 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
  • 18. • Customized features for the security purpose television • Better price • Servicing at zero response time LG OFFERS TO THE HOTEL
  • 19. THANK YOU Jagmohan Sompal Neha Sheenam Deepa

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