Chap: 6 analyzing Business Market
The Business Market versus Consumer Market: The business market consists of all organization that acquires goods and services used in the production of other production of other products or services that are sold reacted or supplied to others.
Business marketers contrast sharply with consumer markets in some ways, where are:
Fewer, larger buyers: The business marketer normally deals with for fewer much larger buyers than the consumer’s marketer does. Particularly in such theaters as aircraft engines, and defense weapons.
Close supplier, customer relationship: Because of the smaller customer base and the importance and the power of the larger customer suppliers are frequently expected to customer their offering to individual business customer needs.
Professional purchasing: Business goods are often purchased by trained purchasing agent, professional buyer spend their canners learning how to buy better.
Multiple buying influences: Buying comities consisting of technical carpets and even senior management are common in purchase of major goods.

Multiple sales calls:

Buying situation: the business buyer faces many decisions in making a purchase. Three types of Business Buying Situations are- 1) Straight rebury: In a straight rebury, the purchasing department re-orders suppliers such as office supplies and bulk chemical on a routine basis and chooses from suppliers on as approved list. 2) Modified rebury: The buyer in a modified rebury wants to change product specification, prices, delivery requirement, or other terms. This usually requires additional participates on both sides.
3) New task: A new task purchase buys a product or services for the first time. The greater the cost and risk, the greater their information gathering, the longer the time to a decisions.

Buying Center: All those individuals and grapes who