Industrial marketing - Manu Melwin Joy
-
Upload
manumelwin -
Category
Education
-
view
16 -
download
0
Transcript of Industrial marketing - Manu Melwin Joy
![Page 1: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/1.jpg)
Industrial Marketing
![Page 2: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/2.jpg)
Prepared By Manu Melwin Joy
Assistant ProfessorSCMS School of Technology and Management
Kerala, India.Phone – 9744551114
Mail – [email protected]
Kindly restrict the use of slides for personal purpose. Please seek permission to reproduce the same in public forms and presentations.
![Page 3: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/3.jpg)
Industrial Marketing
• Industrial marketing (B2B) is the
marketing of goods and services
by one business to another.
Industrial goods are those an
industry uses to produce an end
product from one or more raw
materials.
![Page 4: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/4.jpg)
![Page 5: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/5.jpg)
Examples
• An organization seeks
to split the work
between the two
firms based on an
evaluation of each
firm's capabilities.
![Page 6: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/6.jpg)
![Page 7: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/7.jpg)
Examples• A sales representative
makes an appointment with
an organization that
employs 22 people. He
demonstrates a
photocopier/fax/printer to
the office administrator.
![Page 8: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/8.jpg)
![Page 9: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/9.jpg)
Main Features
• Marketing is one-to-one
in nature. It is relatively
easy for the seller to
identify a prospective
customer and build a
face-to-face
relationship.
![Page 10: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/10.jpg)
![Page 11: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/11.jpg)
Main Features
• Highly professional and
trained people in buying
processes are involved.
In many cases, two or
three decision makers
must approve a
purchase plan.
![Page 12: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/12.jpg)
![Page 13: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/13.jpg)
Main Features
• Often the buying or
selling process is
complex, and includes
many stages.
![Page 14: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/14.jpg)
![Page 15: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/15.jpg)
Main Features• Selling activities involve
long processes of prospecting, qualifying, wooing, making representations, preparing tenders, developing strategies, and contract negotiations.
![Page 16: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/16.jpg)
![Page 17: Industrial marketing - Manu Melwin Joy](https://reader035.fdocuments.in/reader035/viewer/2022062503/58f9ac261a28ab8e5b8b4625/html5/thumbnails/17.jpg)