Author: Icfai Business School
Introduction
Sources of Glossary
I. Session 1-2 : Business to Business
1. Market Characteristics
2. Geographical Concentration
3. Competitive Nature
4. Product Characteristics
5. Buyer Behaviour
6. Channel Characteristics
7. Promotional Characteristics
8. Price Characteristics
II. Classifying business products and markets
III. Case Study
IV. Session 3-4
9. Demand Issues
V. Session 5-6
10. Organisation Buying Behaviour
11. Types Of Industrial Customers
12. Commercial Enterprises
13. Industrial Distributors and Dealers
14. Original Equipment Manufacturers (OEMs)
15. Users
16. Government Customers
17. Institutions
VI. Cooperative Societies
VII. Marketing Implicationsfor Different Customer and Product Types
VIII. Case Study
IX. Session 7-8 : Buying Center
X. Session 9-10: Market Intelligence
XI. Session 11 : Concept of Industrial Marketing Research
18. Scope of Industrial Marketing Research
19. Following also helps in our understanding:
20. Secondary Research in Business Markets
21. The client agency relationship in business markets
XII. Session: 21 - 22
22. Communication
23. Sales Promotion
24. Publicity and Pubic Relations
25. Direct Marketing
26. Summary
XIII. Session: 23-24 Managing Distribution
27. Managing Distribution
XIV. Sessions: 25-27
28. Marketing of services to industrial markets
XV. Sessions: 28-30
29. Recent Developments in Industrial Marketing
30. Types of marketing control
31. Five major challenges of traditional SCM that e SCM addresses
Glossary
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