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Industrial Marketing
Industrial marketing or business-to-business marketing is the marketing of goods and services by one business to another. Industrial goods are those an industry uses to produce an end product from one or more raw material. The term ''industrial marketing'' has largely been replaced by the term ''business-to-business marketing'' (''B2B''). Origins and usage Historically, the marketing discipline made a distinction between industrial marketing and consumer goods marketing. Recognising the importance of knowing who was responsible for industrial buying decisions, John Frederick wrote in 1934: During the 1980s, businesses shifted from industrial marketing to business marketing, although in 1989 Daniel McQuiston was still able to claim that the primary marketing objective remained "virtually the same" as it had been in 1934.McQuiston, D. H.Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior ''Journal of Marketing'', Vol. 53, April 1989, p. 66, acces ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Marketing
Marketing is the act of acquiring, satisfying and retaining customers. It is one of the primary components of Business administration, business management and commerce. Marketing is usually conducted by the seller, typically a retailer or manufacturer. Products can be marketed to other businesses (B2B Marketing, B2B) or directly to consumers (B2C). Sometimes tasks are contracted to dedicated marketing firms, like a Media agency, media, market research, or advertising agency. Sometimes, a trade association or government agency (such as the Agricultural Marketing Service) advertises on behalf of an entire industry or locality, often a specific type of food (e.g. Got Milk?), food from a specific area, or a city or region as a tourism destination. Market orientations are philosophies concerning the factors that should go into market planning. The marketing mix, which outlines the specifics of the product and how it will be sold, including the channels that will be used to adverti ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Personal Selling
Personal selling occurs when a sales representative meets with a potential client for the purpose of transacting a Sales, sale. Many sales representatives rely on a sequential sales process that typically includes nine steps. Some sales representatives develop scripts for all or part of the sales process. The sales process can be used in face-to-face encounters and in telemarketing. Definition Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". The term may also be used to describe a situation where a company uses a sales force as one of the main ways it communicates with customers. Brief history The earliest forms of exchange involved bartering systems. However, the advent of coinage enabled exchange to occur more ef ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Business-to-business
Business-to-business (B2B or, in some countries, BtoB) refers to trade and commercial activity where a business sees other businesses as its customer base. This typically occurs when: * A business sources materials for its production process for output (e.g., a food manufacturer purchasing salt), i.e. providing raw material to the other company that will produce output. * A business needs the services of another for operational reasons (e.g., a food manufacturer employing an accountancy firm to audit their finances). * A business re-sells goods and services produced by others (e.g., a retailer buying the end product from the food manufacturer). Business-to-business activity is thought to allow business segmentation. B2B is often contrasted with business-to-consumer (B2C) trade. Organization Successful B2B operations depend upon sales personnel understanding the purchasing behaviour and outlook of the types of business they wish to work with. B2B involves specific challenges a ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Marketing
Marketing is the act of acquiring, satisfying and retaining customers. It is one of the primary components of Business administration, business management and commerce. Marketing is usually conducted by the seller, typically a retailer or manufacturer. Products can be marketed to other businesses (B2B Marketing, B2B) or directly to consumers (B2C). Sometimes tasks are contracted to dedicated marketing firms, like a Media agency, media, market research, or advertising agency. Sometimes, a trade association or government agency (such as the Agricultural Marketing Service) advertises on behalf of an entire industry or locality, often a specific type of food (e.g. Got Milk?), food from a specific area, or a city or region as a tourism destination. Market orientations are philosophies concerning the factors that should go into market planning. The marketing mix, which outlines the specifics of the product and how it will be sold, including the channels that will be used to adverti ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Hit Rate
Hit rate is a metric or measure of business performance traditionally associated with sales Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred .... It is defined as the number of sales of a product divided by the number of customers who go online, planned call, or visit a company to find out about the product. Sales can be measured either as the sum of dollars pursued or the number of deals pursued. Accurate calculation requires clear definition of when a sales opportunity is firm enough to be included in the metric, as well as firm disposition of the opportunity (i.e. the deal has reached a point where it is considered won, lost or abandoned). The hit rate may be measured for the whole sales force or by sales region, sales person or product group. It may be used to benchmark the diff ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Business-to-government
Business-to-government (B2G),Market Business NewsWhat is B2G or business-to-government? Definition and examples accessed 31 August 2020 also known as business-to-public-administration (B2PA) or business-to-public-sector (B2PS) refers to trade between the business sector as a supplier and a government body as a customer playing a major impact in public procurement. Business-to-government also includes the segment of business-to-business (B2B) marketing known as ''public sector marketing'' — a form of business-to-business-to-government (B2B2G) phenomenon, which encompasses marketing products and services to various government levels—local, state/provincial, and national—through integrated marketing communications techniques such as strategic public relations, branding, marketing communications, advertising, and web-based communications. B2G is a fundamental market, alongside Business-to-Consumer (B2C) and Business-to-Business (B2B). It is a relevant marketing and sales area ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Business Marketing
Business marketing is a marketing practice of individuals or organizations (including commercial businesses, governments, and institutions). It allows them to sell products or services to other companies or organizations, who either resell them, use them in their products or services, or use them to support their work. The field of marketing can be broken down into many sections such as business-to-business (B2B) marketing, business-to-consumer (B2C) marketing, and business-to-developer (B2D) marketing. However, business marketing is typically associated with the business-to-business sector. Origins The practice of a purveyor of goods trading with another may be as old as commerce itself. In relation to marketing today, its history is more recent. Michael Morris, Leyland Pitt, and Earl Dwight Honeycutt say that for several years business marketing took "a back seat" to consumer marketing.Morris, Michael H., Pitt, Leyland F., and Honeycutt, Earl Dwight (2001), ''Business- ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Dot-com Bubble
The dot-com bubble (or dot-com boom) was a stock market bubble that ballooned during the late-1990s and peaked on Friday, March 10, 2000. This period of market growth coincided with the widespread adoption of the World Wide Web and the Internet, resulting in a dispensation of available venture capital and the rapid growth of valuations in new dot-com Startup company, startups. Between 1995 and its peak in March 2000, investments in the NASDAQ composite stock market index rose by 80%, only to fall 78% from its peak by October 2002, giving up all its gains during the bubble. During the dot-com crash, many online shopping companies, notably Pets.com, Webvan, and Boo.com, as well as several communication companies, such as Worldcom, NorthPoint Communications, and Global Crossing, failed and shut down. Others, like Lastminute.com, MP3.com and PeopleSound were bought out. Larger companies like Amazon (company), Amazon and Cisco Systems lost large portions of their market capitalizati ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Sales Lead
In marketing, lead generation () is the process of creating consumer interest or inquiry into the products or services of a business. A lead is the contact information and, in some cases, demographic information of a customer who is interested in a specific product or service. Leads may come from various sources or activities, for example, digitally via the Internet, through personal referrals, through telephone calls either by the company or telemarketers, through advertisements, and events. Lead generation is often paired with lead management to move leads through the purchase funnel. This combination of activities is referred to as pipeline marketing, which is often broken into a marketing and a sales pipeline. Lead scoring Lead scoring involves a quantitative method of assigning a numerical score to a lead. This helps the company determine whether a contact is valid for their pipeline and allows them to prioritize leads and allocate resources accordingly. The intr ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Hit Rate
Hit rate is a metric or measure of business performance traditionally associated with sales Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred .... It is defined as the number of sales of a product divided by the number of customers who go online, planned call, or visit a company to find out about the product. Sales can be measured either as the sum of dollars pursued or the number of deals pursued. Accurate calculation requires clear definition of when a sales opportunity is firm enough to be included in the metric, as well as firm disposition of the opportunity (i.e. the deal has reached a point where it is considered won, lost or abandoned). The hit rate may be measured for the whole sales force or by sales region, sales person or product group. It may be used to benchmark the diff ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Sales Tunnel
Sales process engineering is the systematic design of sales processes done in order to make sales more effective and efficient.. It can be applied in functions including sales, marketing, and customer service. History As early as 1900–1915, advocates of scientific management, such as Frederick Winslow Taylor and Harlow Stafford Person, recognized that their ideas could be applied not only to manual labour and skilled trades but also to management, professions, and sales. Person promoted an early form of sales process engineering. At the time, postwar senses of the terms ''sales process engineering'' and ''sales engineering'' did not yet exist; Person called his efforts "sales engineering".. Corporations the 1920s through 1960s sought to apply analysis and synthesis to improve business functions. After the publication of the paper " If Japan Can... Why Can't We?", the 1980s and 1990s saw the emergence of a variety of approaches, such as business process reengineering, Total Qu ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
World War
A world war is an international War, conflict that involves most or all of the world's major powers. Conventionally, the term is reserved for two major international conflicts that occurred during the first half of the 20th century, World War I (1914–1918) and World War II (1939–1945), although some historians have also characterized other global conflicts as world wars, such as the Nine Years' War, the War of the Spanish Succession, the Seven Years' War, the French Revolutionary and Napoleonic Wars, the Cold War, and the War on terror. Etymology The ''Oxford English Dictionary'' had cited the first known usage in the English language to a Scotland, Scottish newspaper, ''The People's Journal'', in 1848: "A war among the great powers is now necessarily a world-war." The term "world war" is used by Karl Marx and his associate, Friedrich Engels, in a series of articles published around 1850 called ''The Class Struggles in France''. Rasmus B. Anderson in 1889 described an episode ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
