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INDUSTRIAL MARKETING






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Installations

These are manufactured industrial products which form the fixed assets for a business organizational. They are long-lived and unit price is usually high.

Click to read - Installations

Wire products-an Indian example

Wire products are manufactured goods that go into the production of various other products produced by several engineering industries.

Click to read - Wire products-an Indian example

Manufactured materials and Parts

In addition to the raw materials a manufacturer may require manufactured articles which form part of his product.

Click to read - Manufactured materials and Parts

Distribution Control

The industry is straitjacketed at several points, both in production and in marketing. Control over production, distribution and price of pig-iron and steel has been exercised on the basis of the recommendations of the Tariff Commission.

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Marketing of Iron ore and Steel-An Indian example

Among the minerals, iron-ore holds the key position. It is converted into steel which is considered as an essentially homogeneous product. But in reality, it is highly complex and produced in an enormous variety of shapes and to very different specifications.

Click to read - Marketing of Iron ore and Steel-An Indian example

Raw materials

Raw materials form the fore of industrial production. They are processed into other forms of products useful for consumption. For example, cotton passes through different processes before it is made into cloth.

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Classification of industrial products

Like the consumer product, the industrial products also offer a vast variety in nature and kind. The following classification would amply prove this fact:

Click to read - Classification of industrial products

Salesmanship

Salesman is a key man in any organization and if thoroughly trained and encouraged will present the desired company image and, in some cases, may be a source of future management potential. The salesmen engaged industrial products are often named as “Sales Engineers'.

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Sales Promotion Methods

Various sales promotional methods applicable to consumer marketing are not applicable in the arena of industrial marketing.

Click to read - Sales Promotion Methods

Advertising of promotion

Advertising in industrial market is only supplementary in nature and, in fact, is a “door-opener” for the salesman. It makes the prospect acquainted with the company and provides some prior knowledge of the product to be sold.

Click to read - Advertising of promotion

Promotion of marketing mix of industrial products

In the case of mass distributed consumer goods, advertising performs a large apart of the sales job. But in the case of industrial goods it is the personal selling that carries the main burden of persuading customers to buy.

Click to read - Promotion of marketing mix of industrial products

Pricing Policies of marketing mix of industrial products

Generally price levels of industrial goods are more stable than those of consumer goods. However, it may also very depending on the types of industrial goods.

Click to read - Pricing Policies of marketing mix of industrial products

Product planning of marketing mix of industrial products

Product planning is equally important in the case of industrial products also. This is emphasized here, because there is a wrong notion that planning is not essential in industrial products.

Click to read - Product planning of marketing mix of industrial products

Marketing mix of industrial products

Marketing mix involves four elements: Product planning, Pricing, Physical Distribution and Promotion.

Click to read - Marketing mix of industrial products

Short Distributive Channels of industrial products

The chain of distribution is usually short. This is because

Click to read - Short Distributive Channels of industrial products

Leasing Instead of Buying of industrial products

A newer development found industrial marketing is the leasing arrangements provided by the seller instead of straight selling.

Click to read - Leasing Instead of Buying of industrial products

Awareness of Marketing Process of industrial products

The buyers in industrial mare kt have a full knowledge of what they are buying. They are also aware of alternative sources of supply and competing products and prices.

Click to read - Awareness of Marketing Process of industrial products

Rational Buying Motive of industrial products

Emotional buying is more conspicuous in consumer market and is almost absent in industrial market. The industrial buyer emphasizes on the objectives aspects to a greater degree than the average consumer.

Click to read - Rational Buying Motive of industrial products

Supplier's Reputation of industrial products

Supplier's reliability and reputation is another important criterion found in the industrial market. It is usual to get articles from a well known supplier than from a new firm.

Click to read - Supplier's Reputation of industrial products

Price-quality-service-mix of industrial products

The industrial products must have the “price-quality-service mix”. This is highly necessary as the buyers need the article at a minimum price possible with an assurance of quality.

Click to read - Price-quality-service-mix of industrial products

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