1. What is Industrial sales? B2 B Marketing Institutional sales Government 2. Salient Features Fewer buyers Large buyers Closer customer - supplier relationship Geographical…

1. Lecturer: Bahman MoghimiDoctor of Business AdministrationM.Sc. Of “Industrial Marketing & e-Commerce”Business Markets and Business Buyer BehaviorUniversity of…

1. Business Markets and Business Buyer Behavior Chapter 6 2. Learning Goals Define the business market and how it differs from consumer markets Identify the major factors…

LET’S START RESPECTING THE AUDIENCE 1.  Understand your audience 2.  Get to know the customer 3.  Listen! 4.  Develop a content plan THE STARTING POINT “Having…

1. HOW DO BUSINESS BUYERS MAKE THEIR DECISION 2. PROBLEM RECOGNITION GENERAL NEED DESCRIPTION SUPPLIER SEARCH PROPOSAL SOLICITATION SUPPLIER SELECTION ORDER ROUTINE SPECIFICATION…

1. How does business buyers makes their decisions? 2. Business buying decision process is divided into 8 stages known as buy phase Problem recognition General need desciption…

1. How does business buyers makes their decisions? 2. Business buying decision process is divided into 8 stages known as buy phase Problem recognition General need desciption…

1. ANALYSING BUSINESS MARKETS 2. How do buyers make their decision? 3. STAGES IN THE BUYING PROCESS 4. PROBLEM RECOGNITION IT CAN BE MET BY ACQUIRING A GOOD OR SERVICE 5.…

1. HOW Do Business Buyers MAKEDECISIONS ? 2. The Buy Phase The buying decision process is divided into 8 stages called BUYPHASES. 3. Product specification 4. Supplier search…

Slide 1 B2B Brand Management Philip Kotler Waldemar Pfoertsch Oct. 2006 Slide 2 Slide 3 Slide 4 Slide 5 Establishing a B2B Brand Establishing brands in a B2B environment…