Week-1 Gr2.HarshitVerma.PGFB2017
We started the course by discussing who can be a consumer ?. So for every company or industry the consumers are different for example in case of PVR the consumer can be viewers, advertisers or producers and while in the case of Maruti the consumers can be dealers, travel agencies or corporates. As we move down the line we understand the need for B2B marketing, it helps institutions in getting best rate and generate profitability for both the businesses. We also discussed the concept of values, it is based upon two things which are listed below:
1. Why do people look for you
2. Why do people prefer you over others.
Then we discussed a case for a analytical company which had conducted a research over the diesel consumption in the telecom company, through this we understanded the concept of organizational buying and various hierarchy of interest group. An organizational buying group mainly look upon three things and they are as follows: 1. Who are they 2. What they seek 3. What marketer can do ?
There are various interest group involved in an organizational buying like Actual user, Technical evaluators, Commercial & Purchase, Profit center head, Top management and last but not least Gate keepers and fixers. All these groups have their own kind of interest while buying or purchasing goods from a business or company.
Then we discussed about the three buying situations and they are
1. Straight Rebuy
2. Modified Rebuy
3. New Purchase
We also discussed the steps or the process of procuring the material and which method will be more costly from the buying company end and what is the reason behind that.
Apart from this we have discussed about just in time inventory management system under which a company orders raw material just in time when they receive the order. So in this the supplier has to take care of inventory and not the manufacturing company. Also both the party should have good relation between them so that this technique can work out in perfect manner.