Business-To-Business Marketing
Course Name:
Business-To-Business Marketing (MBA822)
Programme:
Category:
Credits (L-T-P):
Content:
Fundamental of Business Markets. - Organisational Buying Process. - Org. Buyer Behavior - Differences Between Consumer Marketing and Industrial Marketing - Classification of Industrial Products - Nature of Demand - Industrial Marketing System- Models - Buying Situation -Buying Centre Concept. Demand Estimation -Industrial Marketing Segmentation. Managing Industrial Products -Strategies Involved PLC Concepts and Industrial Products. Pricing Strategies - Competitive Bidding - Negotiation. Distribution Channels - Influencing Factor. Industrial Marketing Communications - Industrial Marketing Research - Differences between Consumer Marketing Research and Industrial Marketing Research. Marketing Strategy Formation - Key Account Selling.