Class Notes for 24205 at University of Technology Sydney

B2B Marketing Significance of B2B marketing in global economy Business Marketing = selecting & managing customer relationships Bs Market Management = Understand, create, deliver value to customers - Regar...

Relationships and Networks Significance of relationship marketing Success is based on how you manage internal/external relationships Network thinking = Importance of rich relationships to co-develop new p...

Market Sensing Overview Market driven firms = Ability to sense events/trends ahead of comp Marketing sensing = Process of generating knowledge about the market that individuals in the firm use to inf...

Managing B2B Products Innovation Product Types of Innovation New MarketIndustry = extraordinary ideas, based on unarticulated needs (E.g. 3M products Post it Notes) Changing basis of competition = Break through research...

Managing B2B Services Ways of classifying business services Productrelated = Support (Delivery, installation, maintenance) Usually third party e.g. China Blue Star Cleaning (advises companies on how to treat dangerous chem...

Integrated B2B Marketing Communications Identify appropriate B2B marketing communication strategies, including the IMC approach IMC = planning, executing & monitoring brand messages that create customer relat...

B2B Strategy and Planning Overview Strategy is fundamental must be updated on a regular basis Its a dynamic pursuit as competitors and technology can impact business Marketing Strategy = Process of stud...

What is consultative selling? Why is it an important skill for the business marketer to have? Consultative selling is ideal for business selling as it focuses on understanding customer needs and finding solutions. It has a...

Discuss the challenges faced by business marketers in gaining and retaining existing customers. Gaining new customers focuses on finding, qualifying and delivering value initially to new demand opportunities. Differentiat...

Sustaining Distributor Partnerships Overview Distributor partnership Mutual recognitionunderstanding: Firm success depends on each other Channel management is an interactive process, trust is important Emerging Trends Dev...

Gaining and Retaining Customers Building growth from five revenue sources Important to know where growth comes from (e.g. cross selling) Base Retention: Current customer base Gross share gain: Take business from your com...

Business Channel Management Business Channel Management Set of marketing and distribution arrangements Should fulfil requirements of targeted market segmentscustomers Why do vendors use partners Lower cost of sales Cus...

Lecture 1 - The Significance of B2B Marketing B2B marketing trends Customer experience balance providing customer focused techniques across all touch points and focus on what customers value Executive...

Lecture 2 - Organisational buying behaviour Understanding purchasing orientation Purchasing = the process of acquiring resources and capabilities for the firm from outside providers Purchasing orientat...

TM permacharts S a le s&L e a s e so fG o o d s General Considerations Un...

permacharts TM S e c u r e dT r a n s a c t io n s Scope ...

permacharts MT FINANCIAL STATEMENTS • Financial statements are documents that are BALANCE SHEET (B/S) STATEMENT OF RETAINED EARNINGS (SRE) ...

Advance your knowledge with our advanced Accounting II! This companion Guide to Accounting I develops the reader’s understanding of balance sheets before moving into an effective summary of how assets are treated for accou...

Specialized Accounting quick reference information in one handy place! This Guide provides specialized reference material that flows naturally from the contents of its companion Guides Accounting I and Accounting II. The t...

l e a r n • r e f e r e n c e • r e v i e w permacharts TM Stocks & Bonds WHAT IS A STOCK? WHAT IS A BOND? ...

l e a r n • r e f e r e n c e • r e v i e w permacharts TM Mutual Funds WHAT IS A MUTUAL FUND? PURCHASING & REDEE...

Marketing Planning 2 Marketing Planning 3 permacharts TM ...

Communication Success 2 Communication Success 3 permacharts TM ...

Introductory Marketing 2 Introductory Marketing 3 permacharts TM ...

Administrative law directly influences the life of every American citizen. All local, state and federal agencies operate pursuant to general Administrative law principles. An understanding of all administrative law functio...

The systematic study of individual and group behavior within organizational structures is outlined in this coordinated Guide. Theories of leadership and individual behavior are related to the foundations of group behavior ...

Business law, sometimes referred to as corporate-commercial law, is a system of governance and regulations in connection with the creation, existence and dissolution of businesses. Today, Canadian businesses are governed b...

The complex aspects of Management are made clearer in this Guide. This powerful Guide provides comprehensive assistance to anyone who desires a deeper appreciation of basic Management principles. The fundamentals of organi...

Corporations are explained with clarity and precision in this informative Guide! This guide helps to remove some of the confusion that popularly exists concerning the purpose, the extent, and the legal effect of different ...

An easy to follow summary of every key marketing principle. The ability to effectively match a product or service to a need requires a well rounded understanding of the selling, public relations, and advertising that makes...

l e a r n • r e f e r e n c e • r e v i e w permacharts TM CContracts WHAT IS A CONTRACT? STATUTE OF FRAUDS ...