» Agri-food  
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  » Industrial manufacturing and handling equipment  
  » Metals and materials  
  » Plastics  
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The notion of industrial marketing is often new for people, or not very well known. In addition, certain business leaders do not make the distinction between an industrial clientele and one of mass consumption.

An industrial clientele (we are not only referring to manufacturers here in this text) must be approached differently, be it for market research or other activities linked with commercialization, as well as for customer service, etc.

This industrial clientele has certain specific features that set it apart from the mass consumption clientele :

  The total number of clients;
  The limited number of clients and of potential clients ;
  A clientele that is different and is comprised :
  . professionals;
  . retailers;
  . distributors;
  . manufacturers.
  The complexity of the products and services;
  Needs that are more thought through.

Many different criteria are taken into consideration during a procurement process and in business relationships in general when organizations are involved.
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