The Essentials of B2B Marketing BLI Consulting & Training

Course details

Business-to-Business (B2B) electronic commerce is currently taking up the majority of the commercial use of the Internet, representing about 84% of E-Commerce turnover in the European Union. Companies are primarily motivated to use the Internet by the prospect of improved efficiency.

To varying degrees, each B2B E-Market model can complement and extend traditional Enterprise Resource Planning (ERP) capabilities; however, private exchanges will enable the deepest integration between a company and its trading partners.

Course Objectives:

By the end of this course, participants will be able to:

  • Understand how e-commerce affects B2B marketing and adapt processes to reflect this influence
  • Use e-markets to sell and buy in B2B situations
  • Integrate traditional markets and e-markets in order to be use resources effectively

Course Outline:

B2B Concepts & Related Issues With B2B

  • B2B E-Commerce overview
  • Key business drivers for B2B
  • Types of B2B Marketing
  • Basic types of B2B E-Marketplaces
  • Public E-Marketplace versus private E-Marketplace
  • Types of transactions in B2B
  • Supply Chain Relationships in B2B
  • Benefits & Limitation of B2B

B2B Electronic Exchanges

Sell Side Versus Buy Side (E-procurement) in B2B

  • One-To-Many: sell side E-Marketplaces in B2B
  • One-To-Many: sell side E-Marketplaces in B2B architecture
  • Sell side models and activities
  • Using intermediaries in the sell side
  • One-From-Many: buy side E-Marketplace in B2B (E-Procurement)
  • E-Procurement methods in B2B
  • Reverse auctions: buy side process/steps

B2B Networks & Supply Chain:

  • Company centered (private) networks
  • Industry wide (vertical) networks
  • Trans-Industry and global networks

How several exchanges work in one supply chain

About BLI Consulting & Training

We_They was founded in 1988 with the aim of providing first class training and consulting services, enabling our clients to improve and sustain a valuable competitive advantage, hence, making a positive contribution towards their success. Working closely with national and multi-national companies, we offer global experience coupled with practical, local expertise.  

We aim to deliver innovative yet practical business solutions, from concept formation to implementation and evaluation. BLI’s depth of service and global reach translates into seasoned knowledge for tailoring our services to our clients’ specific needs. 

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