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  • Introduction To Industrial Marketing

    Transféré par

    Maria Zakir
    9 vues4 pages
    Industrial marketing involves facilitating the sale of products and services to other businesses rather than individual consumers. There are key differences between business-to-business (B2B) and consumer markets. B2B markets have fewer but geographically concentrated buyers, more customized and technically complex products, and purchase decisions based on performance and rational factors. Service and timely availability are extremely important. Promotion emphasizes personal selling over mass media. Prices are negotiated through competitive bidding rather than fixed list prices.

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    Industrial marketing involves facilitating the sale of products and services to other businesses rather than individual consumers. There are key differences between business-to-business (B2B) and consumer markets. B2B markets have fewer but geographically concentrated buyers, more customized and technically complex products, and purchase decisions based on performance and rational factors. Service and timely availability are extremely important. Promotion emphasizes personal selling over mass media. Prices are negotiated through competitive bidding rather than fixed list prices.

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    9 vues4 pages

    Introduction To Industrial Marketing

    Transféré par

    Maria Zakir
    Industrial marketing involves facilitating the sale of products and services to other businesses rather than individual consumers. There are key differences between business-to-business (B2B) and consumer markets. B2B markets have fewer but geographically concentrated buyers, more customized and technically complex products, and purchase decisions based on performance and rational factors. Service and timely availability are extremely important. Promotion emphasizes personal selling over mass media. Prices are negotiated through competitive bidding rather than fixed list prices.

    Droits d'auteur :

    © All Rights Reserved
    Téléchargez comme PPT, PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    sur 4

    Introduction to Industrial

    Marketing

    Business to Business Marketing :-

    Industrial Marketing is the practice of individuals, or organizations, including


    commercial businesses, governments and institutions, facilitating the sale of their
    products or services to other companies or organizations that in turn resell them,
    use them as components in products or services they offer, or use them to support
    their operations

    Industrial Vs Consumer Marketing


    Areas of Difference

    B2B Market

    Consumer Market

    Market Characteristics

    Geographically Concentrated

    Geographically Disbursed

    Relatively Fewer Buyer

    Mass Market

    Technical Complex

    Standardize

    Product Characteristic

    Customized

    Service Characteristic

    Service , timely Availability


    extremely Important

    Somewhat Important

    Buying Behavior

    Involvement of Various functional


    area from both the ends

    Involvement of family members

    Purchase Decisions are performance


    based and rational

    Purchase decisions are mostly based


    on Physiological
    /social/psychological needs

    Technical Expertise

    Relatively less technical expertise is


    required

    Stable Interpersonal relationship

    Non- Personal relationship

    Industrial Vs Consumer Marketing


    Areas of Difference

    Industrial Market

    Consumer Market

    Channel Characteristic

    More Direct

    Indirect

    Fewer Intermediaries

    Multiple layer of Intermediaries

    Promotional Characteristic

    Emphasis on Personal Selling

    Emphasis on Mass Media


    (Advertising)

    Price Characteristic

    Competitive Bidding and Negotiated


    Prices

    List Price or MRP

    List Price for Standard Products

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