1. ACTIVITY #3
Prepare a three column table, describe the other business Market Characteristics and gives the example
of each.
Characteristics Description Example
Fluctuating demand
Derived Demand
Inelastic Demand
Professional Purchasing
Multiple Buying Influences
Multiple Sales Calls
Direct Purchasing
Reciprocity
Leasing
Define the Eight Buy phases of industrial Buying
1. Problem Recognition
2. General Need Description
3. Product Specification
4. Supplier Search
5. Proposal Solicitation
6. Supplier selection
7. Order-routine Specification
8. Performance review

2. CHAPTER 7
ANALYZING BUSINESS MARKETS AND BUYER BEHAVIOR
CHAPTER 8
DEALING WITH THE COMPETITION
CHAPTER 9
IDENTIFYINGMARKET SEGMENTS AND SELECTING TARGET MARKETS
CHAPTER 10
DEVELOPING, POSITIONING, AND DIFFERENTIATING PRODUCTS THROUGH THE LIFE CYCLE
CHAPTER 11
SETTING PRODUCT AND BRAND STRATEGY
CHAPTER 12
DESIGNING AND MANAGING SERVICES
CHAPTER 13
DESIGNING PRICING STRATEGIES AND PROGRAMS
CHAPTER 14
DESIGNING AND MANAGINGVALUE NETWORKS AND MARKETING CHANNELS
CHAPTER 15
MANAGING RETAILING, WHOLESALING, AND MARKET LOGISTICS
CHAPTER 16
DESIGNING AND MANAGING INTEGRATED MARKETING COMMUNICATIONS
ECO2
FISCAL POLICY
INVESTIGATORY PROJECT
IN GENERAL CHEMESTRY