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 guest worked for Medtronic marketing
Ed Lindsey
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 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
Measurability
The map that identifies resources and who does what in the B2B selling process
Multi-channel integration map
This guest wore blue to both industry partners day and final planning project presentation day
Kym Philhart
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
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 PSPer brought props to both planning project presentations
Emmanouilla Hadjikiriakos
Reliability, Responsiveness, Assurance, Empathy, and Tangibles are all know as this
Dimensions of Service Quality
When a company is having a change in leadership or structure
Organizational Transformation
Identify potential market, availability of markets, target market, and to penetrate a market are all this
Reasons for market segmentation
The channel design process begins with this
Defining customer segments
This guest spoke to PSPers on the first meeting of the two cohorts
Dr. Charles Blankson, Marketing Department Chair