ORGANISATIONAL BUYER HOUSEHOLD BUYER.

Business markets have several characteristics that contrast sharply with the consumer markets.

Fewer Buyers:
The business marketer generally deals with the fewer buyers that the consumer marketer does. For example, an automotive tyre manufacturer, MRF, is interested to get orders form the leading car manufacturers.

Large Buyers:
A few large buyers do most of the purchasing such as defense weapons.

Concentration of buyers:
Organizational buyers are generally concentrated in the same geographical area.

Close Relationship: Because of smaller consumer base and the importance and power of the larger customers, suppliers, are frequently expected to customize their offerings

Derived demand:
The demand for industrial goods is derived from the demand of the consumer goods. Hence the business marketer must understand the buying patterns of final consumers.

In elastic Demand:
Generally the demand for many business goods is inelastic. For example, tyre producers are not going to buy so much rubber if the price of rubber falls.

Acceleration effect:

The demand for business goods tends to be more fluctuating than the demand for consumer goods.

Buying Motives: Organizational consumer’s motive are more rational that psychological. Many of the buying instruments (e.g. calling for quotations and purchase contract) are not found in consumer buying.

Buying Influences:
Purchase committees consulting of senior managers and technical personal are common in purchase of business goods and services.

Multiple Sales calls. :
AS more people are involved in the selling process, It takes multiple sales calls to get purchase orders.

Direct Marketing:

Normally organizational buyers buy directly from manufacturers rather than through intermediaries.  

Interview Tips for You

Interview Tips for You

Sit still in your seat; avoid fidgeting and slouching.

  
Respond to questions and back up your statements about yourself with specific examples whenever possible.

  
Ask for clarification if you don't understand a question.

  
Be thorough in your responses, while being concise in your wording.

  
Be honest and be yourself — your best professional self. Dishonesty gets discovered and is grounds for withdrawing job offers and for firing. You want a good match between yourself and your employer. If you get hired by acting like someone other than yourself, you and your employer will both be unhappy.

  
Treat the interview seriously and as though you are truly interested in the employer and the opportunity presented.

  
Exhibit a positive attitude. The interviewer is evaluating you as a potential co-worker. Behave like someone you would want to work with.

  
Have intelligent questions prepared to ask the interviewer. Having done your research about the employer in advance, ask questions which you did not find answered in your research.

  
Evaluate the interviewer and the organization s/he represents. An interview is a two-way street. Conduct yourself cordially and respectfully, while thinking critically about the way you are treated and the values and priorities of the organization.

  
Do expect to be treated appropriately. If you believe you were treated inappropriately or asked questions that were inappropriate or made you uncomfortable, discuss this with a Career Services advisor or the director.

  
Make sure you understand the employer's next step in the hiring process; know when and from whom you should expect to hear next. Know what action you are expected to take next, if any.

  
When the interviewer concludes the interview, offer a firm handshake and make eye contact. Depart gracefully.

  
After the interview, make notes right away so you don't forget critical details.

  
Just say thank-you to your interviewer promptly.