Chapter 3 provides a detailed exami

Chapter 3 provides a detailed examination of consumer and organisational buyer behaviour.
In particular, their differences are considered in terms of how each purchasing situation
calls for an entirely different sales approach. Consumer buying behaviour is then considered
in more detail. The key area of marketing to buying organisations is then examined in
terms of important factors that affect this process, including buy class and product type.
Developments in purchasing practice, especially centralised purchasing and ‘just-in-time’ or
lean manufacturing, and how these have affected the seller/purchaser relationship are
then examined. The notions of ‘reverse marketing’ and ‘relationship marketing’ have sprung
out of these developments and these are described in terms of their influence on the practice
of selling.
Sales settings are examined from a macro point-of-view in Chapter 4 and environmental
and managerial forces acting upon sales are discussed, including issues such as rising consumer
and organisational buyer expectations and the expanding negotiating power of major
buyers. Technological forces linked to IT are discussed as are new managerial techniques
that have developed largely as a result of these developments. The bulk of the remainder of
Chapter 4 is concerned with sales channels and their selection, appraisal and characteristics.
It analyses categories of industrial, commercial and public authority selling, and how these
differ from selling to consumers, along with issues such as concentration of markets, the
complexity of purchasing decisions, long-term relationships and reciprocal trading. Selling for
resale is considered, including a separate discussion on franchising, and this is followed by the
selling of services. Sales promotions to consumers and trade customers are then analysed,
and the respective effectiveness of exhibitions and public relations in supporting sales activities
is discussed.

Hasil (Bahasa Indonesia) 1:

Chapter 3 provides a detailed examination of consumer and organisational buyer behaviour.In particular, their differences are considered in terms of how each purchasing situationcalls for an entirely different sales approach. Consumer buying behaviour is then consideredin more detail. The key area of marketing to buying organisations is then examined interms of important factors that affect this process, including buy class and product type.Developments in purchasing practice, especially centralised purchasing and ‘just-in-time’ orlean manufacturing, and how these have affected the seller/purchaser relationship arethen examined. The notions of ‘reverse marketing’ and ‘relationship marketing’ have sprungout of these developments and these are described in terms of their influence on the practiceof selling.Sales settings are examined from a macro point-of-view in Chapter 4 and environmentaland managerial forces acting upon sales are discussed, including issues such as rising consumerand organisational buyer expectations and the expanding negotiating power of majorbuyers. Technological forces linked to IT are discussed as are new managerial techniquesthat have developed largely as a result of these developments. The bulk of the remainder ofChapter 4 is concerned with sales channels and their selection, appraisal and characteristics.It analyses categories of industrial, commercial and public authority selling, and how theseberbeda dari menjual ke konsumen, serta isu-isu seperti konsentrasi pasar,kompleksitas pembelian keputusan, hubungan jangka panjang dan timbal balik perdagangan. MenjualResale dianggap, termasuk pembahasan terpisah mengenai waralaba, dan ini diikuti olehmenjual layanan. Promosi penjualan untuk konsumen dan pelanggan perdagangan kemudian dianalisis,dan masing-masing efektivitas pameran dan hubungan masyarakat dalam mendukung kegiatan penjualandibahas.

Hasil (Bahasa Indonesia) 2:

Bab 3 memberikan pemeriksaan rinci dari konsumen dan perilaku pembeli organisasi.
Secara khusus, perbedaan mereka dianggap dalam hal bagaimana setiap situasi pembelian
panggilan untuk pendekatan penjualan yang sama sekali berbeda. Perilaku pembelian konsumen kemudian dianggap
lebih terinci. Daerah kunci dari pemasaran untuk organisasi membeli kemudian diperiksa di
segi faktor penting yang mempengaruhi proses ini, termasuk kelas buy dan jenis produk.
Perkembangan membeli prakteknya, pembelian terutama terpusat dan 'just-in-time' atau
lean manufacturing, dan bagaimana ini telah mempengaruhi penjual / hubungan pembeli yang
kemudian diperiksa. Pengertian tentang 'pemasaran terbalik' dan 'hubungan pemasaran' bermunculan
dari perkembangan ini dan ini dijelaskan dalam hal pengaruh mereka pada praktek
penjualan.
Pengaturan Penjualan diperiksa dari point-of-view makro dalam Bab 4 dan lingkungan
dan pasukan manajerial yang bekerja pada penjualan dibahas, termasuk isu-isu seperti kenaikan konsumen
dan harapan pembeli organisasi dan kekuatan negosiasi memperluas utama
pembeli. Pasukan teknologi terkait dengan IT dibahas sebagai teknik manajerial baru
yang telah dikembangkan terutama sebagai akibat dari perkembangan ini. Sebagian besar sisa
Bab 4 prihatin dengan saluran penjualan dan pilihan mereka, penilaian dan karakteristik.
Ini menganalisis kategori industri, komersial dan publik menjual otoritas, dan bagaimana ini
berbeda dari menjual kepada konsumen, bersama dengan isu-isu seperti konsentrasi pasar , yang
kompleksitas keputusan pembelian, hubungan jangka panjang dan perdagangan timbal balik. Jual untuk
dijual kembali dianggap, termasuk diskusi terpisah pada waralaba, dan ini diikuti oleh
penjualan jasa. Penjualan promosi kepada konsumen dan pelanggan perdagangan kemudian dianalisis,
dan efektivitas masing-masing pameran dan hubungan masyarakat dalam kegiatan penjualan mendukung
dibahas.