KMBNMK03 B2B and Services Marketing

14 Sep 20215 Oct 2021

Unit 1 {Book}
Fundamentals of B2B marketing		VIEW	VIEW
Consumer market vs Business market			VIEW
Classification of Business products & Customer’s products			VIEW
Elements of B2B offering			VIEW
**B2B Marketing mix			VIEW
Strategic tools for managing product offerings			VIEW
Organizational Buying Behavior:			VIEW
Organizational buying process, buying situations, buying grid, Buying center			VIEW
Buyer Seller relationships: Types			VIEW
Managing relationships with Suppliers, Customers and Distributor			VIEW
CRM process	VIEW	VIEW	VIEW
Strategic Alliances			VIEW

Unit 2 {Book}
Market communication	VIEW	VIEW
Brand expression		VIEW
Communication mix	VIEW	VIEW
Customer acquisition process		VIEW
Relationship communication	VIEW	VIEW
Sales responsibilities		VIEW
The Relationship communication process		VIEW
Call preparation		VIEW
Selling to low-priority and High-priority customers		VIEW
Value Selling and Consequences		VIEW
Order fulfilment-relationship building		VIEW
Marketing Distribution: Distinctive nature		VIEW
Channel Design		VIEW
Managing and Administering channel members	VIEW	VIEW
Direct & Indirect channels		VIEW
Supply chain and Logistics management		VIEW

Unit 3 {Book}
Pricing & Negotiation:		VIEW
Pricing basics and objectives	VIEW	VIEW
Price models and skills, Pricing tactics, Negotiated pricing		VIEW
Price setting in B2B markets		VIEW
3 C’s of pricing cost, Customer and competition pricing strategy		VIEW
Price positioning		VIEW
Roles of sales force in pricing		VIEW
Bid pricing		VIEW
Internet auctions		VIEW
Ethical aspects of B2B pricing		VIEW
Managing the personal selling function:		VIEW
Personal selling	VIEW	VIEW
Industrial Sales force management		VIEW
Sales force selection		VIEW
Sales Training		VIEW
Sales Control and evaluation		VIEW

Unit 4 {Book}
Service Design:		VIEW
Services vis-à-vis goods		VIEW
Customer Expectations and Perceptions of Services		VIEW
Gaps Model of Service Quality	VIEW	VIEW
Service innovation & Design		VIEW
Customer Defined Service Standards		VIEW
Physical Evidence		VIEW

Unit 5 Delivering, Pricing and Managing Service Promise {Book}
Delivering Services: Role of Employees and Customers in service delivery	VIEW
Demand and Capacity Management	VIEW
Managing Service Promise:
Pricing of Services, Pricing Considerations and Strategies	VIEW
Role of Advertising	VIEW
Personal Selling	VIEW
Sales Promotion	VIEW
Publicity and Public Relations	VIEW
Service Performance:	VIEW
Evaluating Success of Service Offering	VIEW
Complaint handling	VIEW
Recovery management	VIEW
Service Guarantees	VIEW

Read More: https://theintactone.com/2019/12/10/kmbmk04-marketing-of-services/

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