International And Business-to-Business Marketing Essay

2683 Words11 Pages
International And Business-to-Business Marketing Business markets are "markets for products and services, local to international, bought by businesses, government bodies, and institutions, for incorporation, for consumption, for use, or for resale."[1] In business marketing, the customers are organisations, (businesses, governments, and institutions). An organisation is a group of people pursuing a common aim through co-ordinated activities, organisations are characterised by structure, activity and goals.[2] The search for improved quality and superior performance has spawned a significant shift in the purchasing practices. To develop profitable relationships with organisational customers,…show more content…
BT's specifications are precise therefore more emphasis would be placed on personal selling, guided by long term-relationship. For example, BT's revenue from CRM-related business was £778 million at the end of the last financial year. This equates to approximately 25% of BT's addressable CRM market in the UK. BT estimates annual revenue of more than £2 billion from CRM by 2005. Supply chain management is a strategic technique that links the manufacturers operations with those of all its suppliers and its key intermediaries and customers. The approach is endorsed by BT and Siebel, both companies seeks to integrate the relationships and operations of both immediate, first tier suppliers, and those several tiers back in the supply chain, in order to assist second, third, and fourth-tier suppliers in meeting requirements like quality, delivery, and the timely exchange of information. They also solicit ideas from key suppliers and involve them directly in the new product development process. By managing supply chain costs and linking supplier capabilities to new product development, the purchasing function is advancing corporate performance in many organisations. BT's partnerships with other leading companies that form an 'ecosystem' include
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