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What is business market and how
does it differ from consumer
market
Business market consists of all the organisation
that acquire goods and services used in the
production of other products ...
Some major
industries making
up business market
How does business market differ from
consumer market ?
Fewer and larger
buyers in
comparison to
consumer market
1
Close supplier-customer
relationship
Because of smaller customer
base and power of large
customers, suppliers are
expected...
Professional purchasing
Purchasing is done by trained
purchasing agents who follow
their organizations policies
,constrain...
Multiple buying
influences
More people influence
business buying decisions.
Business marketers need to
send well trained s...
Multiple sales call
For large projects it may
take many attempts and
large sales cycle
5
Derived and
inelastic demand
Demand of business
goods is derived from
demand for
consumer goods. Not
affected much by pric...
Fluctuating demand
A Given percentage increase
in consumer demand can lead
to a much larger percentage
increase in the dem...
Geographically
concentrated buyers
Geographical
concentration of
producers helps to
reduce selling cost
8
Direct purchasing
Business buyers often buy
directly from manufacturers
rather than through
intermediaries as in case of
c...
Summary
Professional
purchasing
Multiple
buying
influence
Multiple
calling
Close supplier-
customer
relationship
Direct
pu...
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What is business market how does it differ from consumer market

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analysing business market

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What is business market how does it differ from consumer market

  1. 1. What is business market and how does it differ from consumer market
  2. 2. Business market consists of all the organisation that acquire goods and services used in the production of other products or services that are sold, rented or supplied to others.
  3. 3. Some major industries making up business market
  4. 4. How does business market differ from consumer market ?
  5. 5. Fewer and larger buyers in comparison to consumer market 1
  6. 6. Close supplier-customer relationship Because of smaller customer base and power of large customers, suppliers are expected to customize their offerings to individual customer needs 2
  7. 7. Professional purchasing Purchasing is done by trained purchasing agents who follow their organizations policies ,constraints and requirements. Must provide greater technical data and advantages over competitors product. 3
  8. 8. Multiple buying influences More people influence business buying decisions. Business marketers need to send well trained sales representatives to deal with well trained buyers. 4
  9. 9. Multiple sales call For large projects it may take many attempts and large sales cycle 5
  10. 10. Derived and inelastic demand Demand of business goods is derived from demand for consumer goods. Not affected much by price changes 6
  11. 11. Fluctuating demand A Given percentage increase in consumer demand can lead to a much larger percentage increase in the demand for plant and equipment necessary to produce additional output. 7
  12. 12. Geographically concentrated buyers Geographical concentration of producers helps to reduce selling cost 8
  13. 13. Direct purchasing Business buyers often buy directly from manufacturers rather than through intermediaries as in case of consumers 9
  14. 14. Summary Professional purchasing Multiple buying influence Multiple calling Close supplier- customer relationship Direct purchasing Fluctuating demand Fewer larger buyers Geographically concentrated buyers

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