E-Commerce Strategies F

or Business Markets

Presented By:
Reetam Ghosh (M1721)
Tuhin Borgohoain (M1733)
Ujjwal Rao (M1734)
Yogesh Kumar (M1739)
Crafting an E-Comme
rce
• Customers and Markets
• Aligning activities
• Provide better service
• Sales channel more effective

• Competitive Threats
• Gain attention and price advantage

• People and Infrastructure

• management teams and technical staff have the skills to run an Internet
business
• Cost to train people and financial structure for managing internet business risk.

• Sources and Operations

• Lower operation cost.
B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |
2019/3/15 2
6th Trimester
 Specific Objectiv
es
1. Target a specific market or group of customers.
2. Build recognition of the company name and brands.
3. Convey a cutting-edge image.
4. Conduct market research.
5. Interact with existing customers and cultivate new ones.
6. Provide real-time information on products, services, and company finances to
customers and supply chain partners.
7. Sell products and services.
8. Sell in a more efficient manner.
9. Advertise in a new medium.
10. Generate leads for the sales force.
11. Provide a medium for customer service.
12. Build strong relationships with customers.
B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |
2019/3/15 3
6th Trimester
nternet Strategy Implementa
ion
The Internet ‘Products’
 Successful website design
 Internet Catalogues
 Reverse Auction

B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |

2019/3/15 4
6th Trimester
 Channel Consideration With Intern
et Marketing
1. Channel Efficiencies

2. Effect on Current Intermediaries

3. Disintermediation

B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |

2019/3/15 5
6th Trimester
Internet- An Alternate Channel
Digital Channel Advantages

• The contact can be customised to the buyers’ need

• The internet provides wide range of referral sources
such as web pages, Search-Engines, Newsgroups,
Chartrooms and E-Mail
• The internet is always Open for Business

B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |

2019/3/15 6
6th Trimester
Effect of Internet on Pricing
The Advantage of Internet on Pricing Strategy

• Making Information Widely Available

• Reducing the Difficulty of Purchasing
• Marketing & Distribution
• Allows Buyers and Sellers to find and Transact
Business with one another

B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |

2019/3/15 7
6th Trimester
 The Internet and Custo
mer Communication
• Meet the Customers Requirements
• The Role of Sales Forces
• Promotion

B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |

2019/3/15 8
6th Trimester
 Thank You…

B2B Marketing | Dr. Saroj Kr Mishra | Gr 4 |

2019/3/15 9
6th Trimester