BU352 Chapter Notes - Chapter 5: Carbon Footprint, Denim, Medical Device
Document Summary
Bu352 chapter 5: business to business marketing. Resellers: marketing intermediaries that resell manufactured products without significantly altering their form, hospitals, prisons, schools. In most countries the government is one of the largest purchasers of goods and services. Information about government buying can be obtained from the merx: merx makes it possible for businesses of any size to have easy and affordable access to billions of dollars in contracting opportunities. Pharmaceutical manufacturers rely primarily on sales representatives to promote their drugs to doctors. Stage 1: need recognition: the buying organization recognizes, through their internal or external sources, that it has an unfilled need. Stage 3: rfp process: request for proposals (rfp): a common process through which buying organizations invite alternative suppliers to bid on supplying their required components. Portals can provide tremendous cost savings because they eliminate periodic negotiations and routine paperwork, and they offer the means to form a supply chain that can respond quickly to the buyer"s needs.
