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SIMS June 2013
Perspective
2015 and Beyond
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AgendaIntroduction to Industrial/Engg environment
Types of companies and players
Typical usiness development process
Types of roles you can c!oose
"ay a!ead#
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OverviewIndustrial mar$eting/usiness mar$eting is to mar$et
t!e
products and services to usiness organi%ations&
manufacturing companies' government underta$ings'private sector
organi%ations' educational institutions'!ospitals' distriutors' and
dealers
Typical e(amples&
) company manufacturing and mar$eting precision steeltues to
icycle manufacturer
) company giving tec!nical advice and service for
installation of *ater purification plant to
c!emicalsmanufacturing company
) comple( system for automation of t!e entiremanufacturing plant
to companies
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What are sold / bought
+lant ,onstructionIndustrial E-uipments
Manufacturing .inesSystems IntegrationServices
+roductEngineering Services,ivil Engineering
Services
)utomotiveEngineeringServices
+lantautomation /
monitoringSystems
Tec!nical,onsultancy forperations
Efficiencies
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!o what is the di""erenceMar$eting is onetoone in nature
ig!ly professional and trained people in uying processes
areinvolved
In many cases' more t!an one decision ma$ers must approve
apurc!ase plan
ften t!e uying or selling process is comple(' and includesmany
stages for e(ample' re-uest for proposal' re-uest fortender'
selection process' a*arding of tender' contractnegotiations' and
signing of final contract
Selling activities involve long processes of prospecting'
-ualifying' *ooing' ma$ing representations' preparing
tenders'developing strategies' and contract negotiations
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Who are the Players
End User /BrandOwner
In!ouseEngineeri
ng Team
Engineering
+rocuremen
t,onstruction
Systems
Integration
E-uipments/
Instruments Engineering,onsultants
/,ontractors
Engineering
Services
eavyE-uipments
EngineeringServices
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BuyingCenter
Buyer
Decider
Influencer
User
Initiator
Gatekeeper
Buying #enter
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Searc! 4ualify )ssess+ropos
e,lose
E(ecute
5ro*a/c
Business $evelop%ent #ycle
Suspect Prospect Qualified ead Custo!er
.ead 5eneration Sales ,losure )ccount 6evelopment
Mar$eting Management Sales Management )ccount Management
7esearc! ,ampaigns ,alls
,ollaterals 8roc!ures ,alls
Identification
of decisionma$ers
Meetings 9eeds
Identifications Solution
proposals 7:I response
6emonstrations
Ma$econtracts Secure +
:orm teams E(ecute and
monitor
:arming
9e* pro;ects En!anced
engagements
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&ypes o" roles
"arketing !anage!ent,ampaigns' randing' communications' si%ing'
segmentation' positioning#
Product !anage!ent
+roduct en!ancements' ne* release' tec!nical solutions#
Pre#sales / sales support
+roposals' pricing' estimations' vendors list
Sales !anage!ent
:ront facing' closing' targets setting#
Contract specialists
.egal' payment terms' liaility#
Deli$ery / Operations !anage!entE(ecution' trac$ing' pro;ect
controls' c!ange management#
%ccount !anage!ent
:arming' relations en!ancing' collections#
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#areer 'nduction
Sales SupportMar$eting
)ccountManagemen
tSupport
)ccountManagement
+roductManagement
+roductManagement
5eneralManagement
+ro;ects ,ontrol
+ro;ectManagement
ffice
+ro;ectManagement
+rogramManagement
perationsManagement
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Personality &raits (e)uired
+rolem solver
7elations uilder
Self motivation
Et!ics
+ositive attitude
8uilding Sports Mentality
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(oad Ahead at !'*!
Every su;ect is important
7eading outside t!e academic oo$s
+articipate and +articipate
6evelop a !oy
8e good sports' at least one
8uild good net*or$s
8uild your support system
8uild your crediility
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All the best "or a bright career
