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Power integrations case study Contents Part 1 4 1.Analyze the buying process used by different segments of business customers. 4 2.Discuss the key factors that will affect the buying process and decisions for a business customer 4 3. How do customers evaluate suppliers on their ability to meet criteria and the buying process requirements?
Identify and discuss the marketing and distribution channels used to communicate and deliver value to their business customers 8 8.What is the industrial network developed by the company to support their business customers? 9 Part 4 9 9.Describe the marketing strategy used by the suppliers to reach the different segment of customers 9 10.How does the company segment their business customers and create value for each segment? 10 11.Describe each segment and the relevant relationship type and communication activities for each segment. 10 Part 5 11 12.Describe the types of relationships that can be developed with business customers and identify the key communication strategies that are relevant to each relationship approach 11 13.Describe the sales management approach used by the company to build relationship 12 14.Analyse the channel and sales management the company uses to deliver services and value 12 Part 6 13 15.How business customer does perceive cost, benefits and price in evaluating a product/services offer from a supplier? 13 Part 7 14 17.Discuss how the company uses the business marketing mix to create a competitive advantage and deliver value 14 Reference 16 Part 1 1. Analyze the buying process used by different segments of business customers. ...
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