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BUSINESS MARKETING
Business Market vs
Consumer Market
Business Marketing:
Business Marketing refers to
the sale of either products or
service...
Consumer
Marketing: on the
other hand refers to
the transaction of
goods and services
between
organizations and
potential ...
Business marketers
contrast with Consumer
markets in 8 ways :
1. Fewer, Larger Buyers.
2. Close Supplier-customer
relation...
Fewer, Larger Buyers
Business market
normally deals with
FEWER and much
LARGER buyers than
the consumer.
EXAMPLE :
Industr...
Close Supplier-Customer
relationship
Because of smaller
customer base and the
importance and power of
larger customers, su...
Professional
Purchasing
Business goods are often
purchased by trained purchasing
agents, who must follow their
organisatio...
Multiple Buying
Influence
Business marketers
need to send well
trained sales
representatives and
sales team to deal
with t...
Multiple Sale Calls
In case of capital
equipment sale for
large projects,it may
take many attempts to
fund a project, and ...
Derived Demand
The demand for
business goods is
ultimately derived from
the demand for
consumer goods.
The business market...
Inelastic
Demand
The total demand for
many business goods
and services is inelastic
that is they are not
much affected by ...
Fluctuating Demand
The demand for business
goods and services tends to be
more volatile than the demand
for consumer goods...
RECAP
1. Business Market vs Consumer Market
2. Business marketers contrast with Consumer markets in
8 ways:
Fewer, Larger ...
THANK YOU
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Business marketing

Analyzing business markets.

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Business marketing

  1. 1. BUSINESS MARKETING
  2. 2. Business Market vs Consumer Market Business Marketing: Business Marketing refers to the sale of either products or services or both by one organization to other organizations that further resell the same or utilize to support
  3. 3. Consumer Marketing: on the other hand refers to the transaction of goods and services between organizations and potential customers. Business Market vs Consumer Market
  4. 4. Business marketers contrast with Consumer markets in 8 ways : 1. Fewer, Larger Buyers. 2. Close Supplier-customer relationship 3. Professional Purchasing 4. Multiple Buying Influence 5. Multiple Sales Calls 6. Derived Demand 7. Inelastic Demand
  5. 5. Fewer, Larger Buyers Business market normally deals with FEWER and much LARGER buyers than the consumer. EXAMPLE : Industries such as aircraft engines and defence weapons.
  6. 6. Close Supplier-Customer relationship Because of smaller customer base and the importance and power of larger customers, suppliers and frequently expected to customise their offering to individual business customer needs.
  7. 7. Professional Purchasing Business goods are often purchased by trained purchasing agents, who must follow their organisations purchasing policies, constraints, and requirements. Example : request for quotation, proposals, and purchase contacts.
  8. 8. Multiple Buying Influence Business marketers need to send well trained sales representatives and sales team to deal with the well trained buyers.
  9. 9. Multiple Sale Calls In case of capital equipment sale for large projects,it may take many attempts to fund a project, and the sales cycle-between quoting a job and delivering a product.
  10. 10. Derived Demand The demand for business goods is ultimately derived from the demand for consumer goods. The business marketer must closely monitor the buying patterns of ultimate consumers. Business marketer Consumer Market
  11. 11. Inelastic Demand The total demand for many business goods and services is inelastic that is they are not much affected by price changes.
  12. 12. Fluctuating Demand The demand for business goods and services tends to be more volatile than the demand for consumer goods and services. Acceleration effect: A given percentage rise in consumer demand can lead to a much larger percentage increase in
  13. 13. RECAP 1. Business Market vs Consumer Market 2. Business marketers contrast with Consumer markets in 8 ways: Fewer, Larger Buyers. Close Supplier-customer relationship Professional Purchasing Multiple Buying Influence Multiple Sales Calls Derived Demand Inelastic Demand Fluctuating Demand
  14. 14. THANK YOU

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