Organisational/B2B Marketing The Marketing Association Of Australia And New Zealand

Hi my name is Bill and I found I had enough of the irregular time at uni and the administrative nonsense that seemed more important than helping me to learn. So I have been trying the MAANZ course.

Bill
Sydney

I would like to thank MAANZ for their outstanding learning resources. Your online courses have helped me refresh my skills, learn new skills and formalise skills that I have learnt "on the job". The MXpress courses provide people with an affordable and flexible means for pursuing further study. The course material is of an exceptional standard. I found it interesting to read, useful and relevant. I would also like to thank MAANZ for their support and exemplary customer service.

Darren Tollemache
Kingsford

Excellent and truly useful notes on marketing planning. Very good value!

Bianca Young
Perth

A Regional Association with a Global Perspective

» Education, Training and Development » Marketing Courses - MXpress » MXpress Courses by Subject » Organisational/B2B Marketing


Trade Discounts	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 11 Pages of Reference Notes highlighting the following: cash Discounts; Analysis Of Turnover And Profits; Price Cutting; The Price Cut Trap; Competitive Reactions; Unevaluated Discounts Lead To Price List Traps; Collecting Accounts; Avoid Unwanted Price Cuts; Unplanned Discounts Come From Profits

Introduction to Organisational (B2B) Marketing	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 30 Pages of Reference Notes highlighting the following: Why Study Organisational Marketing? Defining Organisational Marketing; Distinctions Between Business and Consumer Markets; Customer Needs as the Drawing Force; The Organisational Marketing Mix; Questions Facing the Organisational Marketing Manager; The Size of the Organisational Market; Marketing Misconceptions; Customer Environment; Competitive Environment; Legal/Regulatory Environment; Economic Environment; The Nature of Demand; Buyer Behaviour; Communication Processes; Organisational interaction; The Derived Demand Nature of Organisational Products; Functional Product Competition; Classifying Organisational/Industrial Products; Services; Market Distinctions;

Buying and Selling in Organisational Markets	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 40 Pages of Reference Notes highlighting the following: Dimensions of Organisational Buying; Buyer-Seller Interactions; Dyadic Exchange Model; The Changing Directions of Buyer-Seller Relationships; The Make-or-Buy Decision; Why Do Firms Source Internally? Internal Sourcing and the Product Life Cycle; Sourcing Externally? The Organisational Buying Process; Buying Locations; Purchasing Agreements; Intercompany Transfers; Corporate Buy Agreements; Blanket Orders; Consigned Stock; Stockless Purchasing; Electronic Purchasing Systems; Purchasing Procedure; Reciprocal Relationships; Intermediary Buying Practices; Product Line Offering; Prices, Terms and Conditions; Distribution Policies; Buying Situations Analysed; New Task; Straight Rebuy; Modified Rebuy; Buying Influentials and the Purchasing Task; Methods Of Vendor Analysis; Reaching the Computer-Assisted Buyer; Capabilities of the Supplier; Evaluating Supplier Performance; How Buyers Rate Salespersons: Likes and Dislikes; How Organisational Buyers Evaluate Potential Suppliers; Marketing Strategy Considerations; Purchasing Methods; Competitive Bidding; Negotiated Contracts; Influencing the Purchase Decision Process; Influencing Routine Purchases; Influencing Non routine Purchases; Bidding Strategy; Influencing Negotiated Contracts; Buying Motivations of Organisational Buyers; Emotional Motives; Perceived Risk; Problem Solving and Customer Business Plans; Understanding Budgetary Impacts on Decision Making; Government Purchasing

Introduction to eBusiness Models	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 35 Pages of Reference Notes highlighting the following: eCommerce; Business Models; Overview of eBusiness Models; eBusiness and Markets; The Impact of eB; Defining electronic Business; eBusiness as a Marketing Model - to Create and Deliver Value Offers; Marketing Communication; Categories of eBusiness; eBusiness Changes to Traditional Business; Pure Versus Partial eB Models; Traditional Organisation v eB Organisation Models; Competitive Factors Supporting eBusiness; The Limitations and Barriers of eB; Rethinking Strategic Business Models, Processes and Relationships; Transforming Organisations; Success Models in eBusiness; Technical and Organisational Aspects;

Introduction to Organisational Marketing	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture notes plus 33 Pages of Reference Notes Why Study Organisational Marketing?; Defining Organisational Marketing; What Is Organisational Marketing?; Distinctions Between Business and Consumer Markets; Customer Needs as the Drawing Force; The Organisational Marketing Mix; Why Study Organisational Marketing?; Questions Facing the Organisational Marketing Manager; The Size of the Organisational Market; Marketing Misconceptions; Growth Markets; External Environment of Organisational Firms; Customer Environment; Competitive Environment; Legal/Regulatory Environment; Economic Environment; Distinctive Aspects of Organisational Marketing; Product Characteristics; The Nature of Demand; Buyer Behaviour; Communication Processes; Organisational interaction:; Inter functional interaction:; Organisational marketing Is an Interactive Process; Top management interaction:; Organisational Market Traits; Outputs and Inputs; The Derived Demand Nature of Organisational Products; Industry Demand is Inelastic; Industry Demand: A Reverse Elasticity; Company Demand Is Elastic; Functional Product Competition; Classifying Organisational/Industrial Products; Raw Materials; Processed Materials; Supplies; Components; Equipment; Systems; Services; Organisational Markets Are Different; Market Distinctions; Basis for Differentiating Business from Consumer Markets; Heterogeneity of Market Segments.; Geographic Concentration.; Concentration of Buying Power.; Production Distinctions; Technical Complexity.; Product Development Process.; Organisational Distinctions; Purchasing Motives.; A More Complex Purchasing Process.; Organisational Interaction.;

Organisational Buyers	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture notes plus 22 Pages of Reference Notes Introduction; Organisational Buying Behaviour; Role Specialisation; Formulised Processes; Increased Decision Accountability; Complexity Of Requirements -; Elements Distinguishing Organisation and Non-Organisation Buying Contexts; Organisational markets; Consumer Markets; Distinctions Between Business and Consumer Markets; Organisational interaction; Inter functional interaction; Organisational marketing Is an Interactive Process; Top management interaction; Types of Buying Organisations; Origins of demand; Firmagraphics; Purpose of buying; Inputs into value-creating activities; Resellers; Organisational Market Traits; The value adding chain; Outputs and Inputs; The Derived Demand in the Nature of Organisational Products; The Organisational Buying Process; Stage : Anticipation or Recognition of a Problem (Need); Stage . Determination of the Characteristics of the Item and the Quantity Needed; Stage . Description of the Characteristics of the Item and the Quantity Needed; Stage . Search for and Qualification of Potential Sources; Stage . Acquisition and Analysis of Proposals; Stage . Evaluation of Proposals and Selection of Suppliers; Stage . Selection of an Order Routine; Stage . Performance Feedback and Evaluation; Buy classes; Buying Situations; New Task; The Direction of Marketing Effort.; Straight Rebuy; The Direction of Marketing Effort; Modified Rebuy; The Direction of Marketing Effort; The Work of the Organisational Purchasing Department or Buyer; Organisational Buying Centres; Buying Roles; Purchasing Methods; Routine Purchasing Methods; Purchase Orders; Automatic Reorders; Release Against Blanket Orders; Competitive Bidding; Request for quotation; Submission of bids; Evaluation of proposals and awarding of contract; Negotiated Contracts; Organisational Motives for Buying:; Emotional-oriented motives; . Habit, complacency, inertia.; . Fear of decision.; . Security -; . Laziness.; The gambling instinct; Fear of being left behind.; Organisation Decision Making; Organisations with specialist buyers; Hierarchies of decision making; Formalised versus Less formalised buying; Changes in larger organisations that affect decision-making; Organisations without specialist buyers;

Organisational Market Research	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture notes plus 25 Pages of Reference Notes Organisational Marketing Intelligence; Intelligence Systems Model; Organisational Intelligence Needs; Intelligence Facilitators and Sources; Role of Intermediaries.; Intelligence Activities; Benefits of an Intelligence System; Role of Marketing Research; Marketing Research Aids in Operational Planning; Where Are Research Activities Performed?; Marketing Research Responsibilities; The Marketing Research Process; Step : Problem Statement; Step : Hypothesis Definition; Step : Research Design and Data Collection; Data Sources.; Data Collection and Methodology.; Sample Design.; Physical Collection of Data.; Step : Data Analysis and Interpretation; Step : Compare Data with Hypotheses; Step : Prepare and Submit Research Report; Secondary Intelligence Scources; Appendix Practical Aspects of Market Research; Groups likely to be interviewed; Industry Structure; List of contacts; Allowance for refusals; Grouping by geographical location; Personalised approach; Method of approach and arranging interview; Initial telephone approach; Psychological effects; Bypassing Barriers; Clinching the Interview; Respondent's Payment; Coping With a Refusal; The Schedule; Timing Logistics; Coping With Problems; Questionnaire; Unstructured interviewing and conducting the interview; Assessing value of interview; Subsequent Interviews; Controlling the Pace; Understanding and Clarification of Responses; General Chat; Sensitive Questions; Keeping the Door Open; Need to Write Up Quickly; Analysis/tabulation sheets; Telephone Research; Telephone Interviewing as a Follow-Up; Postal questionnaires; When to use postal questionnaires; Covering letter; Maximisation of Rate of Returns; Follow-up;

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