Technical Sales and Bidding - Glossary by Ly Tran https://padlet.com/hlytran1984/gt7r0vubdtxodfio en-us 2025-09-15 18:26:16 UTC 2025-09-15 18:47:02 UTC hello@padlet.com https://padlet.net/icons/png/1f4d4.png B2B (Business-to-Business) hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586018565 Transactions between companies.

Ex: Avant Tecno buys steel components from suppliers – a B2B transaction.

]]> 2025-09-15 18:29:38 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586018565 B2C (Business-to-Consumer) hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586020236 Transactions where businesses sell directly to consumers.

Ex: A student buying shoes from a sports store is a B2C transaction.

]]> 2025-09-15 18:30:48 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586020236 Customer Value hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586021215 Benefits customers gain compared to costs. Ex: Fuel-saving machines create customer value by reducing costs.

]]> 2025-09-15 18:31:31 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586021215 Customer Perceived Value hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586024606 Difference between total value and total cost.

Ex: Machine saves €90,000, costs €15,000 → perceived value €75,000.

]]> 2025-09-15 18:33:59 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586024606 Total Customer Value hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586025838 Sum of all benefits a product provides.

Ex: Automated packing machine’s value equals labor costs it replaces.

]]> 2025-09-15 18:34:57 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586025838 Derived Demand hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586027049 Demand depends on customer’s own sales. Ex: If tractor sales fall, demand for fuel tanks also falls.

]]> 2025-09-15 18:35:49 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586027049 Oligopolistic Competition hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586028576 Market dominated by few sellers.

Ex: Only few companies make farm tractors → oligopoly.

]]> 2025-09-15 18:36:57 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586028576 Price Elasticity hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586029448 How demand reacts to price changes.

Ex: Bolt prices rising won’t reduce car makers’ demand (inelastic).

]]> 2025-09-15 18:37:38 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586029448 Buying Center / Buying Influences hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586030597 Group of professionals involved in purchase. Ex: Purchasing, finance, and production managers join decision-making.

]]> 2025-09-15 18:38:35 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586030597 Demonstrations (Demos) hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586031651 Showing product functions to customers.

Ex: Kemppi shows welding machine software in a demo.

]]> 2025-09-15 18:39:26 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586031651 Segmentation hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586036473 Dividing market into groups with similar needs.

Ex: HoseCut targets manufacturers with advanced IT systems.

]]> 2025-09-15 18:42:52 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586036473 Rational Buying Motives hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586037409 Decisions based on business logic.

Ex: Company buys a welding robot because ROI is 8 months.

]]> 2025-09-15 18:43:31 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586037409 Positioning hlytran1984 https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586041426 How a product is perceived vs. competitors. Ex: HoseCut positions its machines as high-quality, easy-to-use.

]]> 2025-09-15 18:46:23 UTC https://padlet.com/hlytran1984/gt7r0vubdtxodfio/wish/3586041426