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BUSINESS MARKETS
What are BUSINESS MARKETS?
http://blog.speedysigns.co.nz/wp-content/uploads/2011/11/Business-Market.jpg
BUSINESS MARKET consists of all the organisat...
CONSUMER MARKET BUSINESS MARKET
Automobile industry,
watch manufacturers,
fast moving consumer
goods
Transportation,
commu...
FEWER, LARGER BUYERS:
Business markets have far fewer, but much larger
buyers than consumer markets.
http://freelancefolde...
CLOSE SUPPLIER-CUSTOMER RELATIONSHIP:
Smaller Customer base, hence suppliers are expected to customize
the offerings accor...
PROFESSIONAL PURCHASING:
In the business market, the purchases are often made by trained
purchasing officials. Purchasing ...
MULTIPLE BUYING INFLUENCES:
More people influence business buying decisions.
Business marketers need to send well trained ...
MULTIPLE SALES CALLS:
Large sale cycles (often measured in years) for large projects.
Average industrial sale takes four s...
DERIVED DEMAND:
Demand for Business goods ulimately depends on the consumer
goods demand. Business marketer needs to close...
INELASTIC DEMAND:
The total demand for many business goods and services is inelastic,
ie. not much affected by price chang...
FLUCTUATING DEMAND:
The demand is extremely fluctuating. eg: A 10 percent rise in
demand of the consumer goods could lead ...
GEOGRAPHICALLY CONCENTRATED BUYERS:
Business marketers need to closely monitor regional shifts of
certain industries. Sell...
DIRECT PURCHASING:
Business buyers often buy directly from the manufacturers rather
than through intermediaries. eg: mainf...
1. FEWER, LARGER BUYERS
2. CLOSE SUPPLIER-CUSTOMER RELATIONSHIP
3. PROFESSIONAL PURCHASING
4. MULTIPLE BUYING INFLUENCES
5...
DISCLAIMER:
“These slides were created by Shine Ali, MEC Cochin, during a
marketing internship by Prof. Sameer Mathur, IIM...
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What is the business market, and how does it differ from the consumer market

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Explains the difference between Business market and the Consumer market.

Publié dans : Marketing
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What is the business market, and how does it differ from the consumer market

  1. 1. BUSINESS MARKETS What are BUSINESS MARKETS?
  2. 2. http://blog.speedysigns.co.nz/wp-content/uploads/2011/11/Business-Market.jpg BUSINESS MARKET consists of all the organisations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others.
  3. 3. CONSUMER MARKET BUSINESS MARKET Automobile industry, watch manufacturers, fast moving consumer goods Transportation, communication, public utilities, banking, finance etc. VS 10DIFFERENCES http://nekrize.lv/wp-content/uploads/2013/03/small-business-competition1.jpg
  4. 4. FEWER, LARGER BUYERS: Business markets have far fewer, but much larger buyers than consumer markets. http://freelancefolder.com/wp-content/uploads/2404544591_ebb0f0aa2b_z.jpg
  5. 5. CLOSE SUPPLIER-CUSTOMER RELATIONSHIP: Smaller Customer base, hence suppliers are expected to customize the offerings according to the buyers. A give and take relationship is preferred.
  6. 6. PROFESSIONAL PURCHASING: In the business market, the purchases are often made by trained purchasing officials. Purchasing policies, constraints, requirements etc are to be followed.
  7. 7. MULTIPLE BUYING INFLUENCES: More people influence business buying decisions. Business marketers need to send well trained sales representatives and sales teams to deal with well trained buyers.
  8. 8. MULTIPLE SALES CALLS: Large sale cycles (often measured in years) for large projects. Average industrial sale takes four sales calls to close.
  9. 9. DERIVED DEMAND: Demand for Business goods ulimately depends on the consumer goods demand. Business marketer needs to closely monitor the associated consumer market to determine the most appropriate investment etc.
  10. 10. INELASTIC DEMAND: The total demand for many business goods and services is inelastic, ie. not much affected by price changes.
  11. 11. FLUCTUATING DEMAND: The demand is extremely fluctuating. eg: A 10 percent rise in demand of the consumer goods could lead to a 200 percent rise in the demand for business goods, whereas a fall could lead to overall collapse of the business market. (the acceleration effect)
  12. 12. GEOGRAPHICALLY CONCENTRATED BUYERS: Business marketers need to closely monitor regional shifts of certain industries. Selling costs are reduced with the geographical concentration of the producers.
  13. 13. DIRECT PURCHASING: Business buyers often buy directly from the manufacturers rather than through intermediaries. eg: mainframes, aircrafts etc.
  14. 14. 1. FEWER, LARGER BUYERS 2. CLOSE SUPPLIER-CUSTOMER RELATIONSHIP 3. PROFESSIONAL PURCHASING 4. MULTIPLE BUYING INFLUENCES 5. MULTIPLE SALES CALLS 6. DERIVED DEMAND 7. INELASTIC DEMAND 8. FLUCTUATING DEMAND 9. GEOGRAPHICALLY CONCENTRATED BUYERS 10. DIRECT PURCHASING RECAP
  15. 15. DISCLAIMER: “These slides were created by Shine Ali, MEC Cochin, during a marketing internship by Prof. Sameer Mathur, IIM Lucknow (See www.IIMinternship.com)”

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