CHAPTER 7 B2B AND THE B2B WEBSITE 7.1 INTRODUCTION
Description: CHAPTER 7 B2B AND THE B2B WEBSITE 7.1 INTRODUCTION If a business isnt a retailer, it sells its products to another business B2B. B2B marketing can be divided into four general categories Services Products that can be purchased in the
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slide1. CHAPTER 7
B2B AND THE B2B WEBSITE<br>
slide2. 7.1 INTRODUCTION If a business isn’t a retailer, it sells its products to another business [B2B].
B2B marketing can be divided into four general categories
Services
Products that can be purchased in the same fashion as B2C
Products that are made to order that are used in the manufacture or provision of other products which might be repeat purchased, but not sold from stock
Raw materials to be used in manufacture or processing<br>
slide3. 7.2 B2B BUYER BEHAVIOUR In B2B marketing;
The method of both the decision-making process and the actual purchase differs from B2C, and
The range of products varies dramatically
B2B buying practices
Lead generation
Key decisions<br>
slide4. 7.3 B2B WEBSITE DEVELOPMENT B2B buying process
Problem recognition
Develop specifications for required product/service
Search for products
Evaluate products and suppliers
Make purchase
After sales service
Key decisions
Promoting lead generation on the website<br>
slide5. 7.4 THE B2B E-COMMERCE WEBSITE Used for what are essentially consumable goods rather than commercial products and are of relatively low value.
Purchases can be click-and collected, but in a B2B environment delivery included is a standard term of reference.
Account-based facility for purchases is common.
Key decisions<br>
slide6. 7.5 B2B E-MARKETPLACES Although the term has crossed into the B2C environment, its origins are more commonly associated with B2B trading in a variety of industry-specific markets.
An element of the procurement process, but marketers must be aware of the e-marketplace’s function so that they can make best use of them in the promotion and distribution of their products.
Often, restricted to membership of an industry community.
Online auctions and tendering
Key decisions<br>
B2B AND THE B2B WEBSITE<br>
slide2. 7.1 INTRODUCTION If a business isn’t a retailer, it sells its products to another business [B2B].
B2B marketing can be divided into four general categories
Services
Products that can be purchased in the same fashion as B2C
Products that are made to order that are used in the manufacture or provision of other products which might be repeat purchased, but not sold from stock
Raw materials to be used in manufacture or processing<br>
slide3. 7.2 B2B BUYER BEHAVIOUR In B2B marketing;
The method of both the decision-making process and the actual purchase differs from B2C, and
The range of products varies dramatically
B2B buying practices
Lead generation
Key decisions<br>
slide4. 7.3 B2B WEBSITE DEVELOPMENT B2B buying process
Problem recognition
Develop specifications for required product/service
Search for products
Evaluate products and suppliers
Make purchase
After sales service
Key decisions
Promoting lead generation on the website<br>
slide5. 7.4 THE B2B E-COMMERCE WEBSITE Used for what are essentially consumable goods rather than commercial products and are of relatively low value.
Purchases can be click-and collected, but in a B2B environment delivery included is a standard term of reference.
Account-based facility for purchases is common.
Key decisions<br>
slide6. 7.5 B2B E-MARKETPLACES Although the term has crossed into the B2C environment, its origins are more commonly associated with B2B trading in a variety of industry-specific markets.
An element of the procurement process, but marketers must be aware of the e-marketplace’s function so that they can make best use of them in the promotion and distribution of their products.
Often, restricted to membership of an industry community.
Online auctions and tendering
Key decisions<br>