Industrial Product Sales

Industrial Product Sales

1. The industrial market

   • Differences between consumer and industrial market
     • Fewer clients.
     • More direct relationship
     • Technical purchasing process
     • Longer negotiation
     • Less variation in price
     • Special advertising
     • Tecnhical assistance
   • Types of industries
     • Heavy
       • Basics
         • Iron and steel industry
         • Metallurgy
         • Base chemistry
         • Petrochemistry
         • Cement plant
       • Capital goods
         • Mechanics & Construction goods
     • Light or consumer goods
       • Automotive
       • Light chemistry
       • Electronics
       • Textile
       • Food
   • Industrial customer
     • Types
       • Agricultural companies and cooperatives
       • Industries
       • Resellers
       • Public administrations
       • Service companies
     • Caractheristics
       • Technical knowledge
       • Collective purchase equipment
       • Well define
   • People involved in the purchasing process
     • INITIATORS (People who sense the need to buy a product).
     • DECISION MAKERS (Determine the choice of products).
     • INFLUENTIAL (Technical).
     • BUYERS (Purchasing agents).
     • GATEKEEPERS. Control the flow of information in the purchasing department.
     • USERS (Use the purchased product).
   • Stages in the purchase process.
     • Recognition of the problem
     • Establishing product specifications
     • Product search or alternative suppliers
     • Evaluation of alternatives
     • The order
     • Evaluation of satisfaction with the product, service or supplier.
   • Information sourcers
     • Primary
       • Internal: sellers administration staff production staff
       • External Industrial customer behavior studies Industrial Customer Survey Survey industry expert
     • Secondary
       • Internal:Reports already prepared in the company: marketing, production, quality, ...
       • External: sector reports published in sector associations INE publications websites of companies in the sector

2. Industrial products: The market to which an industrial product is headed may be the final market or another.

   • Classification
     • •Materials and incorporated sets. They are the property acquired by a manufacturer to produce other goods. Example: raw material and incorporable assemblies or components forming part of the product.
     • •Capital goods. They are used by companies to manufacture or process their products.
     • •Supplies. They are not part of the finished product. Example: maintenance and repair products
     • •Services. The demand and companies' use for normal development of their activity. Example: maintenance and repair services
   • Characteristics
     • Impact of price
     • Rational purchase, not sentimental
     • Techinal order
     • Influence on production
     • Assessment service
     • More technical information
     • Sales support system
   • Product life cycle
     • Release or introduction
     • Increase.
     • Maturity
     • Slope
   • Labeling

3. Industrial seller

4. Sales spitch structure