Marketing: B2B Buying Process (2/9)
Stage 1: Need Recognition - answersame as B2C
can be generated
internally
externally
-ex: own selves, suppliers, salespeople, competitors,
Stage 2: Product Specialization - answer
B2B-
B2C- - answerB2B- more money spent
B2c- more transactions
major categories of B2B:
1)maufactures and service providers - answer, make/deliver create for another
company, ex automotive, chevy, GM, buy raw materials, compenets/parts, manufacture
their own goods
maufactures - answer- making/creating servies for another company
-manufacture OWN goods! purchase goods to develop then sell to others
most profitable resale buis. in US - answercandy
Manufactures ------> Reseller------> Retailer ------> - answerfew retailers that will buy
huge truck loads DIRECTLY from manufactures
ex. Walgreens buys candy from resellers
Reseller: middle man
3) Institutions
4) Government - answer3) Institutions --schools, museums, religions, organizations
4) Government -largest part of B2b
ex: city gov, state, fed,
Stage 1: Need Recognition - answersame as B2C
can be generated
internally
externally
-ex: own selves, suppliers, salespeople, competitors,
Stage 2: Product Specialization - answer
B2B-
B2C- - answerB2B- more money spent
B2c- more transactions
major categories of B2B:
1)maufactures and service providers - answer, make/deliver create for another
company, ex automotive, chevy, GM, buy raw materials, compenets/parts, manufacture
their own goods
maufactures - answer- making/creating servies for another company
-manufacture OWN goods! purchase goods to develop then sell to others
most profitable resale buis. in US - answercandy
Manufactures ------> Reseller------> Retailer ------> - answerfew retailers that will buy
huge truck loads DIRECTLY from manufactures
ex. Walgreens buys candy from resellers
Reseller: middle man
3) Institutions
4) Government - answer3) Institutions --schools, museums, religions, organizations
4) Government -largest part of B2b
ex: city gov, state, fed,
