Intro to B2B Business

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B2B Business:

B2B Business Before we get to B2B Marketing and Sales What is… GGU Mkt 120 Dave Iuppa W2 T1 P1

B2B Business:

B2B Business Business is the exchange of goods and services for something of value – usually money. GGU Mkt 120 Dave Iuppa W2 T1 P1

B2B Business:

B2B Business Business is the exchange of goods and services for something of value – usually money. B2B Business implies that the Customer and the Supplier are both businesses. GGU Mkt 120 Dave Iuppa W2 T1 P1

PowerPoint Presentation:

GGU Mkt 120 Dave Iuppa W2 T1 P1 C B/C B B B B B B D B

B2B Business:

B2B Business Business is the exchange of goods and services for something of value – usually money. B2B Business implies that the Customer and the Supplier are both businesses. Life in the B2B World is more complex than life in the B2C World. GGU Mkt 120 Dave Iuppa W2 T1 P1

PowerPoint Presentation:

GGU Mkt 120 Dave Iuppa W2 T1 P1 Economic Buyer EB’s Assistant Decision Makers Influencers Recommenders Others

PowerPoint Presentation:

GGU Mkt 120 Dave Iuppa W2 T1 P1 The Economic Buyer – the person who can sign the check The only one who can say “Yes.” The Personal Assistant – a very important person. Treat them like the Economic Buyer. Decision Makers – expert, trusted advisor, very loyal, can only say “No.” Influencers – process people, can only say “No.” Recommenders – rank and file, can only say “No.” Staff – purchasing professionals, etc. Business Customer Roles

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GGU Mkt 120 Dave Iuppa W2 T1 P1 In Business Everyone Wears 2 Hats Personal: Professional / Fiduciary:

PowerPoint Presentation:

GGU Mkt 120 Dave Iuppa W2 T1 P1 In Business Everyone Wears 2 Hats Personal: Professional / Fiduciary: But always seek to satisfy four basic needs: Variety – Stability – Significance -- Connection

B2B Business:

B2B Business Business is the exchange of goods and services for something of value – usually money. B2B Business implies that the Customer and the Supplier are both businesses. Life in the B2B World is more complex than life in the B2C World. Success in B2B is all about long term relationships, GGU Mkt 120 Dave Iuppa W2 T1 P1

PowerPoint Presentation:

GGU Mkt 120 Dave Iuppa W2 T1 P1 Economic Buyer EB’s Assistant Decision Makers Influencers Recommenders Others You

B2B Business:

B2B Business Business is the exchange of goods and services for something of value – usually money. B2B Business implies that the Customer and the Supplier are both businesses. Life in the B2B World is more complex than life in the B2C World. Success in B2B is all about long term relationships, GGU Mkt 120 Dave Iuppa W2 T1 P1