hi

1. Business to Business (B2B) Presented By LOKESH GUPTA RAKESH SONAR MANISH PANDEY VIKASH SHARMA BAIJNATH MANDAL ADITYA MAHAKULKAR Balaji Institute Of Telecom Management (BITM) Pune

3. Flows within a B2B market

8. Business Categories Government Markets Reseller Markets Federal, state, and local Wholesalers and retailers Institutional Markets Hospitals (profit and nonprofit), educational and religious institutions, and trade associations. Business Firms Manufacturers of tangible goods and firms that provide services such as health care, entertainment, and transportation

9. The Buying Process Recognize problem or opportunity Determine desired product characteristics and quantity Describe desired product specifications Make purchases and evaluate performance Evaluate and select suppliers Locate and qualify suppliers

10. Stage 1: Anticipate a Problem/Need/Opportunity and a General Solution • Example: Desktops cannot be used anywhere the user want. Stage 2: Determine the Characteristics and Quantity of a Needed Good or Service • Example: Offering a Laptop system that are mobile. Can use any where the user want. Stage 3: Describe Characteristics and the Quantity of a Needed Good or Service • Example: Firms need the laptops that fulfill the requirement of the customer. also anticipate the quantity of that product.

11. Stage 4: Search for and Qualify Potential Sources • Choice of supplier may be fairly straightforward or very complex. Stage 5: Acquire and Analyze Proposals • May involve competitive bidding, especially if the buyer is the government or a public agency. Stage 6: Evaluate Proposals and Select Suppliers • Buyers choose proposal best suited to their needs. • Final choice may involve trade-offs between feature such as price, reliability, quality, and order accuracy.

12. Stage 7: Select an Order Routine • Buyer and vendor work out best way to process future purchases. Stage 8: Obtain Feedback and Evaluate Performance • Buyers measure vendors’ performance. • Larger firms are more likely to use formal evaluation procedures. • Some firms rely on outside organizations to gather quality feedback and summarize results.

13. THE BUYING CENTER CONCEPT