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Demand in B2B markets that originates from consumer demand for final products.

Context Example: The demand for machine tools is derived from the demand for consumer cars produced using those machines.

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Something unusual, unexpected, or not typical in a given context. In B2B sales, it might describe customer needs, buying behavior, or market events that don’t follow the usual pattern.

Context Example: The client’s request for a fully customized pricing model was out of the ordinary compared to standard B2B contracts.

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Giving something to someone with the expectation of getting something in return.

Context Example: The supplier gave the client a discount as a sign of reciprocity, hoping for more orders in the future.

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A clear statement of the benefits a company promises to deliver to the customer.

Context Example: The supplier’s value proposition focused on reducing energy costs by 20% through advanced automation.

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A reason or element that helps explain why something happens.

Context Example: Customer loyalty was an important explanatory factor for the company’s high repeat sales in the B2B market.

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Large, expensive machines or tools a company buys to produce goods or services.

Context Example: The factory invested in new capital equipment to increase production efficiency.

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Products that are made the same way for all customers, without customization.

Context Example: The company sells standardized products like office chairs that are identical for every client.

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A Bill of Materials is a detailed list of all raw materials, components, assemblies, and parts required to manufacture a product, along with the quantities of each. It serves as a blueprint for production in B2B industries.

Context Example: The engineering team created a Bill of Materials (BOM) for the new device, specifying every electronic component needed for assembly.

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Software that helps companies manage and organize important business processes like sales, production, finance, and supply chain.

Context Example: The company implemented an ERP system to streamline its order processing and improve coordination between sales and production

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A market structure in which a small number of large suppliers dominate the industry, limiting competition.

Context Example: The global telecom equipment market operates as an oligopoly, with only a few major firms controlling most of the supply.

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A person who controls the flow of information and access to decision-makers in the buying process.

Context Example: The secretary acted as a gatekeeper by filtering sales calls before they reached the procurement manager.

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B2B products and services are frequently tailored to the specific needs of the customer.

Context Example: The supplier customized the software to integrate with the client’s existing ERP system.

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An OEM is a company that produces components, parts, or entire products that are purchased by another business and then resold under that company’s own brand name. OEMs are common in industries like automotive, electronics, and technology.

Context Example: The car company sourced braking systems from an Original Equipment Manufacturer (OEM) and installed them in its latest vehicle models.

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A digital representation of a building’s physical and functional characteristics, often used in architecture, engineering, and construction.

Context Example: Using Revit or ArchiCAD to create a BIM model that shows not only walls and windows but also materials, costs, and maintenance data