CHAPTER 4

1. Business Marketing: is a marketing practice of individuals or organizations

(including commercial businesses, governments and institutions). It allows them

to sell products or services to other companies or organizations that resell them,

use them in their products or services or use them to support their operations.

Business marketing is also known as industrial marketing or business-to-business

(B2B) marketing. Despite sharing dynamics of organizational marketing with

marketing to governments,[clarification needed] business-to-government

marketing is different.

2. I think that the fire alarm system is what the US government might need.

According to the research, I found sources sought for radio fire alarm transmitter.

Their description stated “The Naval Facilities Engineering Command, Pacific

(NAVFAC Pacific) is performing a market research to determine if other potential

sources of supply can provide for a transmitter that has the same requirements as a

Monaco radio fire alarm transmitter. The requirements for a radio fire alarm

transmitter are: 1. Equipment shall be tested and listed by a Nationally

Recognized Testing Laboratory (NRTL). 2. Equipment shall be compatible with

existing radio fire alarm equipment on Base. Existing equipment on Base is a

Monaco D-21 radio fire alarm system comprised of one Monaco radio fire alarm

receiver. A Monaco D-500 radio fire alarm system serves as a back up to the

Monaco D-21 radio fire alarm system. 3. Equipment shall utilize narrowband

radio communication meeting the requirements of National Telecommunications

and Information Administration (NTIA)…”

3. The North American Industry Classification System (NAICS, pronounced Nakes)

was developed under the direction and guidance of the Office of Management and

Budget (OMB) as the standard for use by Federal statistical agencies in

classifying business establishments for the collection, tabulation, presentation,

and analysis of statistical data describing the U.S. economy. NAICS is frequently

used for various administrative, regulatory, contracting, taxation, and other non-

statistical purposes.

4. Sysco provide whatever foodservice business needs. And Sysco is not sell directly

to consumers.

5. ISM is represent for institute for supply management. ISM helps its members with

ethical dilemmas by identify the key ethical issues facing the profession of

purchasing and supply chain management today, and determine the extent to

which those working in the profession tend to find various factors to be helpful or

to present challenges to their efforts to act ethically in the conduct of their work.

6. a. Characteristics of Business Markets: Sales in the Business market far exceed

sales in consumer markets.

Business markets differ from consumer markets in many ways: marketing

structure and demand, nature if the buying unit, types of decisions and the

decision process.

b. Major types of buying situations:

Straight rebuy: Reordering without modification

Modified rebuy: Requires modification to prior purchase

New task: First-time purchase

c. E-procurement is growing rapidly. E-procurement offers many benefits: access

to new suppliers, lower purchasing costs, quicker order processing and delivery.

d. Government Markets: more than 82,000 buying units in the U.S., require

suppliers to submit bids and often give job to lowest bidder, favour domestic

suppliers, much “red tape” can exist.