B2 B Marketing
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B2 B Marketing

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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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    B2 B Marketing B2 B Marketing Presentation Transcript

    • B2B Marketing
    • 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.
    • Flows within a B2B market
    • Differences between B2B and Consumer Marketing
    • Differences between B2B and Consumer Marketing…
    • Differences between B2B and Consumer Marketing…
    • 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.
    • Models of organisational buying decision making
    • Decision problems in B2B purchasing decision making process
    • Decision problems in B2B purchasing decision making process…
    • 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.