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Give a basic idea of business to business marketing .

Give a basic idea of business to business marketing .

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  • 1. B2B Marketing
  • 2. What is B2B Marketing?
    • The management process responsible for the facilitation of exchange between producers of goods and services and their organisational customers.
    • B2B marketing and purchasing is a complex and risky business involving a number of different parties.
    • Organizational sales and purchases of goods and services to support production of other products, to facilitate daily company operations, or for resale.
  • 3. Flows within a B2B market
  • 4. Differences between B2B and Consumer Marketing
  • 5. Differences between B2B and Consumer Marketing…
  • 6. Differences between B2B and Consumer Marketing…
  • 7. B2B customers
    • Commercial enterprises - profit making organisations that produce and/or resell goods and services for a profit. Can be subdivided into users, original equipment manufacturers (OEMs), resellers.
    • Government bodies.
    • Institutions -largely non-profit making organisations, e.g. universities, churches, etc.
  • 8. Models of organisational buying decision making
  • 9. Decision problems in B2B purchasing decision making process
  • 10. Decision problems in B2B purchasing decision making process…
  • 11. Roles in the buying process
    • Purchasing - handle relationships with suppliers.
    • Production/operations - meeting targets for the end product in both quantity and quality terms.
    • Engineering - the specification and design.
    • R&D.
    • Finance - devolve budgets to appropriate managers.
    • Marketing - outputs of the production process.