Business marketing pdf lecture notes & ebook download for mba students


Expert User
Feb 22, 2015
Student of
Hi Fellow MBA students

I am sharing with you the ebook & lecture notes of the subject Business marketing. The attached PDF file will help you in your studies for Business marketing and help you clearing your semester/trimester exams with ease.

The attached ebook/notes contain the following topics:

Basics of Industrial Marketing
Introduction to Industrial Marketing; Industrial versus Consumer Marketing; Industrial Marketing Landscape; Economics of Industrial Demand; Classification of Industrial Customers.

Buying Behaviour
Unique Characteristics of Organizational Procurement; Purchasing in Government Units; Industrial Buying Behaviour in Indian context; Conceptualization of Buying Behaviour; Stages in Buying.

Inputs to Industrial Marketing
Uncertainty Management in Industrial Marketing; Purchasing Agents in Industrial Buying; Negotiation in Industrial Marketing.

Strategic Planning
Process of Strategic Planning; Macro and Micro Variables Used to Segment Industrial Marketing; Industrial Marketing Strategy in India; Managing the Development of strategic planning & McKinsey 7-s Framework.

Strategy Implementation
Understanding Strategy Formulation and Strategy Implementation; Industrial Marketing Strategy Components; Industrial Marketing Strategy in India; Industrial Marketing Research for New Product Development.

Channel Optimization
Channel Participants; Channel Functions and Dual Channels; Choosing the Right Distributor; Distribution and Manufacturers representatives

Logistics and Marketing Control
Purchasing Practices of Industrial Customers in Indian Context; Marketing Logistics: Physical Distribution and Customer Services; Marketing Control.

Sales Force Planning
Development of Industrial Sales Force; Motivation of Sales Force; Effective Use of Sales Compensation.

Price: A Crucial Element in Product Strategy; The nature of Derived Demand; Industrial Product Pricing in India; Segregation of New Product Cost; Pricing in Industrial Marketing.


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