NATURE OF B2B
MARKETING
UNIT I
B2B MARKETING – DEFINITION AND
MEANING
B2B MARKETING
SECTORS OF THE B2B MARKET
MEANING OF B2C MARKETING
B2C MARKETING - IMPORTANCE
DIFFERENCE BETWEEN B2B
AND B2C MARKETING
SIZE OF MARKETS
SALES PROCESS
SALES COST
PURCHASE DECISION
PURCHASING PROCESS
DEMAND FOR INDUSTRIAL GOODS
• It is necessary to understand the nature of demand for industrial
goods
• And
• The factors influencing the demand for industrial goods
• Because
• The demand for business goods has some distinctive features visà-vis that for consumer goods
TYPES OF DEMAND
• Direct Demand
• –When a product is bought for the final consumption of the
consumer (and not for any business purpose), it is direct demand
• Derived Demand
• –When the product is derived from the demand for some other
product, it is known as derived demand
CHAIN FOR DERIVED DEMAND
Demand for Garments
Demand for Cloth
Demand for Yarn
Demand for Cotton