{"id":351,"date":"2015-08-31T22:46:34","date_gmt":"2015-08-31T22:46:34","guid":{"rendered":"https:\/\/courses.candelalearning.com\/waymakerintromarketing1xmaster\/?post_type=chapter&p=351"},"modified":"2024-05-15T15:39:37","modified_gmt":"2024-05-15T15:39:37","slug":"outcome-competitive-bidding","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/waymakerintromarketingxmasterfall2016\/chapter\/outcome-competitive-bidding\/","title":{"raw":"Outcome: Competitive Bidding","rendered":"Outcome: Competitive Bidding"},"content":{"raw":"

What you'll learn to do: explain the use of competitive bidding for B2B pricing<\/h2>\r\nGenerally in business-to-consumer sales there is a standard\u00a0price structure for all customers. That doesn't necessarily mean that every customer will\u00a0pay exactly the same price. The company may\u00a0provide discounts\u2014such as \"loyalty\" discounts, for instance\u2014to a\u00a0particular\u00a0group of customers, but overall, the pricing is fairly uniform.\r\n\r\nThis is not at all the case in business-to-business marketing. In B2B marketing, most vendors\u00a0will expect to give deep discounts to large customers who generate significant revenue. They also expect to tailor the solution to the customer to a much greater extent. This may include\u00a0making adjustments to the levels of service, response time for issues, payment terms, and other aspects of the solution. The B2B marketing requires solutions that are more customized\u00a0to the\u00a0individual\u00a0buyer, and the pricing is no exception.\r\n\r\nThe specific things you\u2019ll learn in this section include:\r\n