Industrial Marketing Management

Classification of Industrial Products

Industries are related to the raising, producing, processing or manufacturing of  products.  The industrial products can be classified into following:

Major  Equipment’s   This category includes large machines or other tools whose net purchase price are so great that expenditures for them are changed to capital account and not the current account. Major equipment is of two types:

  1. Multipurpose or standard machines which can be used by a no. of different industries or by many firms in the same industry.
  2. Single purpose machines are designed to perform one particular operation and no other.

Since the net price of major equipment is sometimes very high, its purchase may involve financial problem for the buyer.… Read the rest

Abey Francis

Managing the Industrial Sales Force

Sales force management is one of the important task for industrial  marketing managers where they take great care in selecting the right  personnel who can help them to increase their sales. They also give their  sales team proper product training, supervise their performance,  frequently motivate them by offering compensations, and at the same  time control the expenses incurred.

There are various steps that are involved in the industrial sales force  management.

1. Selection of Sales Personnel

Personal selling starts with selecting the salesperson who acts as the  representative of an organization. They help to create an image and  reputation of the company apart from increasing the sales by offering  various products and services to the industrial buyers.… Read the rest

Abey Francis

The Importance of Marketing Communication

Those who practice advertising, branding, direct marketing, marketing, packaging, promotion, publicity, sponsorship, public relations, sales, sales promotion and online marketing are termed marketing communicators.

The communication process is sender-encoding-transmission device-decoding-receiver, which is part of any advertising or marketing program. Encoding the message is the second step in communication process, which takes a creative idea and transforms it into attention-getting advertisements designed for various media such as television, radio, magazines, and others. Massages travel to audiences through various transmission devices.

The third stage of the marketing communication process occurs when a channel or medium delivers the message. Decoding occurs when the message reaches one or more of the receiver’s senses.… Read the rest

Abey Francis