Chapter 7 Analyzing Business Markets
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Chapter 7 : Analyzing Business Markets
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Transcript of Chapter 7 Analyzing Business Markets
Chapter 7 : Analyzing Business Markets
Characteristics of Business Markets
Fewer, larger buyers
Close supplier-customer relationships
Professional purchasing
Multiple sales calls
Many buying influences
Derived demand Inelastic demandFluctuating demand
Geographically concentrated buyers
Direct purchasing
Sales Strategies
Small Sellers
Large Sellers
Key Buying Influencers
Multilevel In-depth Selling
Methods of e-Procurement
Websites organized using vertical hubs
Direct extranet links to major suppliers
Buying alliances
Company buying sites
Websites organized using functional hubs
Order Routine Specifications
Stockless Purchase Plans
Vendor Managed Inventory
Continuous Replenishment