Purchasing Pratices of Industrial Customers

The industrial marketers market industrial goods or services to different type of customers—commercial enterprises, governmental customers, and institusioanal customers. For effective marketing of industrial products, it is important to know the purchasing practices generally adopted by the various types of industrial customers.

1.      Purchasing in commercial enterprises

The purchasing depend upon the nature of business and the size of the commercial enterprises as well as the volume, variety, and technical complexity of the products purchased.

2.      Purchasing in Government units

As mentioned earlier, the government units are the largest purchasers of industrial goods and services.

3.      Institutional Purchasing

Institutional buyers are either the government or the private organisations. If it government hospital or college, it normally the follows the government purchase procedures.