its a presentation on B2B/INDUSTRIAL MARKETING. MADE IT FOR CLASS PRESENTATION ..DID'NT GIVE IT IN CLASS COZ OF TIME CONSTRAIN...BUT I THINK ITS QUITE COMPREHENSIVE..ADD A PERT EXAMPLE TO IT TO MAKE IT COMPLETE AS PER MY PROFFESSOR WHO STRESSES ON QUANTITATIVE REPRESENTATION OF EVRYTHING.

7. Shapiro and Bonoma (1995) suggest that industrial markets can be meaningfully segmented using the following criteria: 1. Demographics 2. Operating variables 3. Purchasing approaches 4. Situational factors 5. Personal characteristics

11. The buygrid model (Robinson et al 1967) Buyclasses Buyphase New task Modified re-buy Straight re-buy Need identification X X X Determine requirement X Specify requirement X Search for possible sources X Source evaluation X Select source X X X Establish order routine X X Evaluate performance feedback X X X

14. Sheth’s model of organisational buying

22. Applying assignment method Considering their yearly sales as 21, taking Rs 1000 as one unit,dividing individual sales unit to calculate sales by each saleman TERRITORY salesman 1 2 3 4 Sales proportion A 42 35 28 21 7 B 30 25 20 15 5 C 30 25 20 15 5 D 24 20 16 12 4 SALES(Rs ‘000) 6 5 4 3

23. 1 2 3 4 A 0 3 6 9 B 0 1 2 3 C 0 1 2 3 D 0 0 0 0 1 2 3 4 A 0 3 6 9 B 0 1 2 3 C 0 1 2 3 D 0 0 0 0

25. 1 2 3 4 A 0 2 5 8 B 0 0 1 2 C 0 0 1 2 D 1 0 0 0

26. Assignment set 2 Assignment set 1 Salesman Territory Sales(Rs) A 1 42 B 2 20 C 3 25 D 4 12 Total 99 Salesman Territory Sales(Rs) A 1 42 B 2 25 C 3 20 D 4 12 D Total 99

27.  Thank you !! 