Data

Copy and paste the text below. It is read-only. Select All

Business Marketing is the marketing of goods and services to companies govt and nGO for use in the creation of their stuff Organizational buyers can be divided into 3 markets 1. industrial - 21% banks, factories, reprocesses things to sell 2. reseller - wholesalers and retailers participate in B2B markets 3. government markets - buys 300 billions of goods NAICS industry classification system: supply-oriented industry classificiation system that uses a six digit coded system NAPCS North American Product Classification System: demand based; classifies goods by how they are used. derived demand demand for business products and services is driven by, or derived from, demand for consumer products and services ex: paper factory depends on demand on pizza. for their pizza boxes organizational buying criteria the objective attributes of the supplier's products and services and the capabilities of the supplier itself - price - ability to meet quality - delivery - techical capability - warranties - claim policies ISO 9000 standard registration and certification of a manufacturer's quality management reverse marketing the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers reciprocity two organizations agree to buy each others' products and services supply partnership a relationship that exists when a buyer and its supplier adopt mutual ybeneficial for lowering costs make-buy decision an evaluation of whether components and assemblies will be purchased from outside suppliers or built by the company itself Firms selling to organizations must do this to increase chances understand the organization's needs, get on the right bidders' list, find the right people in the buying centre, provide value to the organizational buyer