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Understanding Industrial Sales and B2B Marketing

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Prashant Dwivedi
Prashant Dwivedi

This is a fantastic presentation on B2B .

Business
1 of 21
What is Industrial sales? B2 B Marketing Institutional sales Government
Salient Features ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Buying Situations ,[object Object],[object Object],[object Object]
Systems Buying Buying a total solution from one seller
Systems Contracting Single supply source supplies MRO (maintenance,repair.operators)
Buying Centres ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Major Influencers ,[object Object],[object Object],[object Object],[object Object],[object Object]
Environmental ,[object Object],[object Object]
Organisational ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Interpersonal ,[object Object]
Individual ,[object Object],[object Object],[object Object],[object Object],[object Object]
Cultural Factors Necessary to know the local culture. Business buyers buy to reduce operating costs or satisfy social or legal obligations
Buyer tactics ,[object Object],[object Object]
Procurement Orientation ,[object Object],[object Object],[object Object]
Buying Process ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
Routine order products ,[object Object],[object Object],[object Object],[object Object]
Procedural problem products ,[object Object],[object Object],[object Object]
Political problem products ,[object Object]
Multisourcing ,[object Object],[object Object],[object Object],[object Object]
Institutional Buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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