Department of Business Administration

Business to Business Marketing

Assignment # 3
Summer 2020

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SUR UNIVERSTY COLLEGE

Business Administration Department

Summer Semester 2020

BUSINESS TO BUSINESS MARKETING

Summer Course’s Assignment

 Submitted by:
Student Name: …………………………………………………….…………………………….
Student Number: ………………………………………………………………………………….
Submitted to: Dr. Mohammed Fayal Al-Raimi
Question # 1
Find the differences between Business to Customer and Business to Business, using the
following matrix as a guide in organizing your answer.
Business to Customer
Type of Customer B2C can pretty much coordinate
for anyone who can use their
elements or services, not really the
buyer[ CITATION B2B18 \l
1033 ]. For example, a child who
sees a PlayStation promotional
offer can convince their mother or
father to get them. In fact, even so,
it is crucial for B2C to promote
awareness among the head of the
family unit.
(10 Marks)
Business to Business
B2B advertisers follow the
main bosses of the association.
They don't have to worry
about everyone in the
organization or even the end
customer. For example, it
makes no difference whether
the programming or clinical
tool will be used by many
doctors and care groups.
Number of Buyers They have more buyers than of the They have less buyer than the
B2B B2C

Product type They mostly deal in every type of They deal specifically in a
product in which industry they single item of the specific
belong. industry.
Buyer-seller In B2C company have a direct In B2B company haven’t
relationship relationship with the consumer and directly relation with the
they try to beastly accommodate consumer but instead of that
them, the other retailer.
Promotional type In B2C commercials, the consumer B2B advertising is all about
is most likely interested in the logic. Advertisers reread the
emotional grand scheme of things. stories of leaders on the
When B2C advertisers create their element / department, its
accounts, they should be informed strengths and how it will
of the benefits and discretion of the support the
department or article in plain association[ CITATION
language[ CITATION B2B18 \l B2B18 \l 1033 ]. There are
1033 ]. Besides, it's not a long and few feelings about zero with
exhausting story. this procedure.

Question # 2 (10 Marks)

The ability to develop successful new products is necessary for a company to develop over the
long term, however it is found that one in three new products will fail.
Find 5 reasons why do some products fail?
1. To get another item to gain the starting qualifications and then the repetitive
actions in progress, he has to bring something new to the mall. Potential
customers need catalytic strength, for example, additional benefits or a variety of
types to be convinced of trying to buy another item. Without any real goal of
distinction, the new article will probably fail.
2. Most retailers are really happy with their existing marketing mix and must be
convinced that the new item is of interest to them and their customers.
3. For all intents and purposes, all written elements of progress and sound
transmission greatly. In any case, during the progression phase when the last
structure selections in the element and their evolution are already made, this may
 not enter the design in an orderly manner. The end product is a poorly organized
or poor-quality item[ CITATION Why17 \l 1033 ].
4. The production of new items will depend on the desire of existing buyers to
change their current purchases or to enter the market where there are a large
number of customers for the first time, the brand remaining unstable.
5. Most of the new items require a reasonable level of limited promotional support
to increase brand awareness and access to personalization channels and retailers.
Another factor explaining why new items fail is a limited budget or a miserable
launch.

Question # 3 (5 Marks)

Define Customer Relationship Management (CRM) and (only) list CRM Elements?

Customer relationship Management is a method for managing the cooperation of an organization

with existing and potential customers. CRM is the combination of practices, strategies and
technologies that companies use to manage and analyze customer interactions with current and
potential customers. It uses data analysis about customers' history with a company to improve
business relationships with customers, with the goal of improving customer service relationships
and assisting in customer retention and driving sales growth. Here are the elements of CRM.

Customer Selection

The “80/20” rule, for most firms, 80 percent of profit comes from 20 percent of customers.

Customer Acquisition

Company acquire new customers by promoting company’s product and service leadership.

Customer Retention

Retaining customers is far most cost effective than recruiting new ones. Company enhance the

relationship by encouraging excellence in cross-selling and up-selling, thereby deepening and

broadening the relationship.

Customer Extension

Retention focuses on service adaptability delivering not what the market wants but what

customers want.

References
B2B and B2C. (2018). Retrieved from https://www.digitalauthority.me/resources/6-main-

differences-between-b2b-and-b2c-marketing/

CRM. (2018). Retrieved from https://www.engagebay.com/blog/crm-implementation/

Why product fails. (2017). Retrieved from https://www.marketingstudyguide.com/new-products-

fail/