CORE CONCEPTS OF MANAGEMENT
MARKETING MANAGEMENT
FINANCIAL MANAGEMENT
HUMAN RESOURCES MANAGEMENT
OPERATIONS & PRODUCTION MANAGEMENT

Business to Business Marketing
The size of the industrial market is three times that of the consumer market, yet marketing wizards shy away from it. Prof. P N Thirunarayana of IIMB illustrates the conventional processes of industrial marketing and the changing scenario. Competition is becoming more intense and global. Customer expectation, born out of easier access to information, is becoming more quality and service oriented. Computer technologies, discontinuities, shorter product life cycles and surplus capacities are redefi ning markets and buying processes. This is an area where the distinction between R&D, Marketing and Manufacturing is getting blurred (also see OP/PM13, OP/PM14 and OP/PM15). Mindsets are changing. How do you challenge the realistic? This lesson will change minds which have not yet changed.
MM/PM6

24 Mins

24 Mins

55 Pages
Equivalent classroom time: 8hrs