Products & Services
Comes only in certain configurations and is available in anticipation of orders
Proprietary
It starts with "Problem Recognition”
Buying Process
A group of customers with some common characteristics which is relevant in explaining or predicting their behavior
Market Segment
Getting your product from the manufacturing plant to the customer's business is also called this
Distribution Channel
How the planning project presentation order was determined
Donuts
Buyer buys company’s capability to do certain task (i.e., maintenance, technical service or management consulting)
Industrial Services
Problem recognition could be inspired externally or this
Internally
Restaurants, Theatres, and Amusement Parks are all examples of this B2B business segment/channel
Commercial
Inbound sales, outbound sales, telemarketing, and online marketing are all part of channel
Direct Channel/Direct Sales
This is the most recent platinum-level industry partner
DOCUmation
The combination of one or more goods and one or more services that together offer more customer benefits than if the goods and services were available separately
Hybrid Offering
When a B2B customer or distributor issues an RFP (Request for Proposal) for the supply of a product, this is also called
A Pull Strategy
The degree to which information on particular buyer characteristics exists or can be obtained is called this
Measurability
In B2B, a manufacturer's agent is considered this type of channel
Indirect
This guest speaker dressed almost identical to Dr. Yaghi
Mr. Zack Mahan
New avenues of growth, New ways to differentiate, and Higher customer loyalty are also known as this
Solution Marketing
When a problem or need is different from previous experiences, the buying situation is called this
New Task/Buy
High schools, junior colleges, and universities are all examples of this B2B segment.
Institutional
Manufacturer representatives and industrial distributors are both examples of this
Indirect B2B Channels
This classmate would have made a great PSPer.
Zackary Lord
The four types of B2B products are Industrial Services, Proprietary and this
Custom-Built and Custom-Deisigned
When a company is having a change in leadership or structure, the buying situation is impacted by this force
Organizational Transformation
Identifying potential market, evaluating availability of markets, targeting a market, and penetrating a market are all this
Reasons for market segmentation
The four pricing strategies in B2B are Total Customer Solutions and this
Low Price Guarantee, Monitizing Innovation, and Lock-In
This special guest was the keynote speaker at the Industry Partners' Day and spoke about their entrepreneurial journey to success
Mr. Gary Walston
A value proposition captures the set of benefits that a company offers, with the focus being this
Advancing the performance of a customer’s organization/business