Module 05 Business Buying Behaviour and Strategy
Introduction to the Module
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Introduction to B2B Markets
What is B2B Market? B2B refers to the transactions that occur between businesses rather than betw...
Business vs Consumer Markets
The differences between B2B (Business-to-Business) and B2C (Business-to-Consumer) are crucial for...
Value Proposition in Business Markets
In the business market, value propositions are critical in establishing why a customer should pur...
Segmentation in Business Markets
Segmentation, targeting, and positioning (STP) are foundational concepts in marketing. While the ...
Buying Benefits and Strategies
Four Types of Benefits in B2B Business 1. Tangible Financial Benefits Definition: Values that t...
Purchase Process in Business Markets
In B2B markets, the purchase and sales processes differ significantly from B2C. The complexities ...
Types of Buyers
Types of B2B Customers 1. Commodity Buyers Characteristics: Commodity buyers focus solely on t...
Case Study Mediquip
Background: MediQuip A subsidiary of Universal, a French conglomerate. Product lines: CT scanne...
Practice Assessment
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Triumph Achieved
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