I
Neha - Sheenam – Jagmohan – Sompal - Deepa
Characteristics of B2B marketing
1. Derived demand
2. Complexity of buying process
3. Buyer power
4. Buyer-seller relation...
HOW B2B IS DIFFERENT?
The 5-star hotel need the LCD Television to give aesthetic look and with the
updated technology.
• Lobby
• Reception
• Cof...
Unexpected
Situational
Factors
Attitudes
of
Others
PARTICIPANTS IN THE ORGANIZATIONAL BUYING PROCESS
Ethical
Decision-
Mak...
MAJOR INFLUENCES ON
ORGANIZATIONAL BUYERS
ORGANIZATIONAL BUYING DECISIONS
1. Problem Recognition
2. General Need
Description
3. Product Specification
4. Supplier Re...
PROBLEM RECOGNITION
Problem recognition is when someone in a company
recognizes a problem or need that can be met by acqui...
GENERAL NEED DESCRIPTION
General need description is when a company describes the
general characteristics and quantity of ...
PRODUCT SPECIFICATION
Product specification is when the buying organization
decides on and specifies the best technical pr...
SUPPLIER SEARCH
Supplier search is when a buyer tries to find the best vendor
What are the best ways for buyers to identif...
PROPOSAL SOLUTION
Proposal solution is when qualified suppliers are invited to
submit proposals
What are some important to...
SUPPLIER SELECTION
Supplier selection is when a buyer receives proposals and
selects a supplier or suppliers
What are the ...
ORDER-ROUTINE SPECIFICATION
Order-routine specification
when a buyer writes the final
order with the chosen
supplier(s), l...
PERFORMANCE REVIEW
Performance review is when a buyer rates its satisfaction
with suppliers, deciding whether to continue,...
Since the buyer are limited the LG shortlists a couple of 5-five star hotels to
target .The buyers have the power to custo...
Converting the 4P’s into the 6B’s
Product Buyer need
Price Buyer cost
Promotion Buyer information & communication
Place Bu...
• Customized features for the security purpose television
• Better price
• Servicing at zero response time
LG OFFERS TO TH...
THANK YOU
Jagmohan Sompal Neha Sheenam Deepa
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B2B Sales of LCD

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Steps involved in selling LCD s to a hotel

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B2B Sales of LCD

  1. 1. I Neha - Sheenam – Jagmohan – Sompal - Deepa
  2. 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. 3. HOW B2B IS DIFFERENT?
  4. 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. 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. 6. MAJOR INFLUENCES ON ORGANIZATIONAL BUYERS
  7. 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. 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. 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. 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. 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. 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. 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. 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. 15. PERFORMANCE REVIEW Performance review is when a buyer rates its satisfaction with suppliers, deciding whether to continue, modify, or drop the relationship
  16. 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. 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. 18. • Customized features for the security purpose television • Better price • Servicing at zero response time LG OFFERS TO THE HOTEL
  19. 19. THANK YOU Jagmohan Sompal Neha Sheenam Deepa

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