abhishreshthaa
Abhijeet S
What is Industrial sales ?
Salient Features
Systems Buying
Buying a total solution from one seller
Systems Contracting
Single supply source supplies
MRO (maintenance,repair.operators)
Buying Centres
Initiators
Users
Influencers
Deciders
Approvers
Buyers
Gatekeepers
- B2 B Marketing
- Institutional sales
- Government
Salient Features
- Large buyers
- Closer customer - supplier relationship
- Geographical concentration of buyers
- Derived demand
- Inelastic demand
- Fluctuating demand
- Professional purchasing
- Several buying influences
- Multiple sales calls
- Direct purchasing
- Reciprocity
- Leasing
- Buying Situations
- Routine items
- new specifications
- new items
Systems Buying
Buying a total solution from one seller
Systems Contracting
Single supply source supplies
MRO (maintenance,repair.operators)
Buying Centres
Initiators
Users
Influencers
Deciders
Approvers
Buyers
Gatekeepers