B2B Segmentation markets

What is the difference between Marketing and Sales?

• There are no differences between Marketing and Sales.

• While Selling focuses on getting the product in demand quickly, Marketing works long-term to build relationships with customers.

• Marketing is concerned with a greater number of transactions and sales work around segmentation strategies.

What are some challenges of B2B Marketplaces?

• B2B buyers are more rational, they are more complex, and they are more long-term.

• B2B marketplaces drive more innovation and work less for long-term relationships.

• In B2B markets the target audiences are larger than those of the B2C market.

What is considered to be the first step in a B2B segmentation process?

• A Priori and Post Hoc Market Research

• A strategic and referenced Point of Sale.

• A complete and updated Database.

Regarding statistics and segmentation, which of the following statements is true?

• Factor analysis and cluster analysis are statistical techniques that make it possible to determine which groups of attributes fit best together for strategic segmentation.

• Statistics is not necessary for segmentation processes, since it is not an important requirement to generate or find target groups.

• The most effective and most complex statistics is the one that takes demographic data from the groups of respondents.

Segmentation should be the first step in Marketing. Which questions are pertinent to achieve it?

• Do the B2B segments present positioning processes?; Are consumers properly classified?; Are there defined focus strategies for each market?

• Are the resources available to the segment appropriate?; Are the audiences that make up the target audiences homogeneous or heterogeneous?; Is the B2B market above the B2C?

• Are the segments large enough?; Are the segments significantly different?; Do the companies clearly fall into any of the segments?