How videos can elevate your Google rankings and improve your EEAT - Benjamin ...
Industrial products
1.
2. Industrial Products:
By Dr. Sanjay K Yadav,
Asst. Professor, Marketing,
ICFAI UNIVERSITY, RAIPUR,
MOB-7000491914
• EMAIL- yadavsanjaykumar399@gmail.com
3. Industrial Products:
• Raw material Fabrication parts and material Installation
Accessories equipments Operating supplies Industrial
marketing Im consists of all activities : Involved in marketing
of products and services. To organization that use products and
services in the production of consumer or industrial goods.
And to facilitate the operation of their enterprises. IM is that
human activity directed towards satisfying wants and needs of
organizations through exchange process. -Philip kotler
4. CONSUMER AND INDUSTRIAL BUYING
BEHAVIOUR
• Consumer buyers are those who purchase items for their
personal consumption.
• . Industrial buyers are those who purchase items on behalf
of their business or organization . Businesses now spend
considerable sums trying to learn about what makes
“customers tick”. The questions they try to understand are: •
Who buys? • How do they buy? • When do they buy? •
Where do they buy? • Why do they buy?
5. CB
• Why Consumers Buy customers make
purchases in order to satisfy needs. Some of
these needs are basic and must be filled by
everyone on the planet (e.g., food, shelter)
while others are not required for basic survival
and vary depending on the person
6. • Types of Consumer Purchase Decisions: Minor
New Purchase – these purchases represent
something new to a consumer but in the
customer’s mind is not a very important
purchase in terms of need, money or other
reason (e.g., status within a group).
7. • Major New Purchase – these purchases are
the most difficult of all purchases because the
product being purchased is important to the
consumer but the consumer has little or no
previous experience making these decisions.
8. • Major Re-Purchase - these purchase decisions are also
important to the consumer but the consumer feels confident
in making these decisions since they have previous experience
purchasing the product.
9. ORGANISZATIONAL BUYING
• Organization buying as the decision making
process by which formal organizations
establish the need for the purchased products
and services and identify, evaluate, and
choose among alternative brands and
suppliers.
10. • Modified Rebuy: The modified rebuy is a
buying situation in which the buyer wants to
modify product specification, prices, delivery
requirements, or other terms
11. • Exchange process involves: - Product / Service exchange -
Information Exchange - Financial Exchange SYSTEMS BUYING
AND SELLING: Many business buyers prefer to buy a total
solution to their problem from one seller called system buying, this
practice originated with government purchases of major weapons
and communication systems. One variant of systems selling is
system contracting , where a single supplier provides the buyer with
his/her entire requirement of MRO (maintenance, repair, operating )
supplies. Participants in Buying process: Initiators: Those who
request that something be purchased. Users: Those who will use the
product or service. Influencers: People who influence the the buying
decision
12. • Deciders: People who decide on product requirements or on
suppliers. Approvers: People who authorize the action of
deciders or buyers. Buyers: People who have formal authority
to select the supplier and arrange and arrange the purchase
terms. Gatekeepers: People who have the power to prevent
sellers or information from reaching members of the buying
centers
13. STAGES IN BUYING PROCESS:
• Problem Recognition General need description and product specification
Supplier search Proposal solicitation Supplier selection Order routine
specification: Blanket contract or stockless purchase plan 7. Performance
review
