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MKTG 317 - Chapter 6
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- 1Business MarketsAll organizations that purchase goods and services to use in the creation of their own goods and services
- 2Business MarketingThe process of matching and combining capabilities of the supplier with the desired outcomes of the supplier
- 34 Businesses in a B2B MarketProducers
Resellers
Governments
Not-for-profits - 46 Roles of the B2B Buying CentreInitiator
User
Gatekeeper
Influencer
Decider Buyer - 5Explain the Roles and Responsibilities of the B2B Buying Centre
- 64 Steps to success in B2B1. Identify customers; know them in as much detail as possible
2. Differentiate customers by their needs and value to the company
3. Interact with customers; find ways to improve the interaction
4. Customize some aspect of the products you offer each customer - 7What are the 3 Buying SituationsStraight Rebuy
Modified Rebuy
Straight Rebuy - 8Straight RebuyRecurring purchase, customer reorders a product that satisfies a need
- 9Modified RebuyPurchaser looking to re-evaluate situation
- 10New Task BuyFirst time, unique purchase that requires effort
- 11Draw Business Buying Behavior
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- Descripción
- Fichas sobre MKTG 317 - Chapter 6, creado por shannieannon4 el 19/10/2014.
- Creado por
- shannieannon4
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