Nynas Bitumen Marketing Sales for Salesforce -myassignmenthelp

Question: Discuss about theNynas Bitumen Marketing Sales for Salesforce Management. Answer: Nynas is a company located in the United Kingdom (UK) that deals with the refining and supply of crude oil products such as oil, tar, and bitumen. Notably, Nynas produces bitumen, an ingredient of Macadams and Asphalts, in different qualities depending on the needs of the customers. These qualities may be premium, regular or extra and depend on the type of customers available. Some are consumer-based requiring regular bitumen while others are business-based requiring extra and premium bitumen. Example of business to business customers are road construction companies that tarmac new roads or builders that construct waterproof mews. Consumer-based customers include a consumer that buys bitumen to assist in fixation of a damaged apartment pavement. Characteristics of business-based customers include more quality products, prolonged decision making, more transactions, and recurring sales. Business such as road and airport constructors require high-quality bitumen that will provide a long -lasting effect. In addition, since purchase involves different departments, decisions may take a long time before implementation (Rauyruen and Miller, 2007, 23). Since a company buys products in bulk, more money is involved in transactions and buy bitumen from a trusted seller regularly. For a consumer-customer trade, few transactions occur since buying involves limited products. The customers do not specify the quality of products hence allows them to use regular bitumen. Only a few people are involved in decision making, which makes the purchase faster. In most cases, most customers buy products on a one-time basis from the sellers. Nynas Company has different types of business markets for their bitumen product. Producer market involves customers that buy products in large scale from Nynas and use these products to constructs new infrastructure. For instance, a road company may purchase tonnes of bitumen to apply in the tarmacking of a new highway in a country. The other type of market involves resellers. These are customers that buy products in large scale and later sell to small-scale customers in smaller amounts. For instance, some customers intending to purchase bitumen for roofing their houses, fixing apartments pavements, and strengthening tiles do not require to visit the Nynas headquarters to obtain the product. They can just buy from the retailers but at a slightly higher price than that in the store. Since both producers and resellers purchase products in bulk, they require developing a buying process for efficiency in the transaction (Som, Ciryle, Pavoine, and Chailleux, 2016, p.368). The first step i n the buying process involves identification of the problem that needs the purchase such as poor roads, new markets, and increased demand of bitumen by consumers. Afterward, the buyers formulate a list that contains the general requirements of the products such as the quantities, cost, time of delivery, and location of the distribution. The buyer then searches for the appropriate seller such as Nynas Company, based on the quality, price, and efficiency of the delivery (Johnston and Marshall, 2016, p.43). Before developing the final list, the buyers review the supplier intended to evaluate the company. If they realize that the reviews of the company are excellent, they proceed to the final step of preparing the list. This list contains all the necessary instructions for the purchase. Some business customers of Nynas bitumen include road construction and house construction. Different business situations exist for various businesses (Johnston and Marshall, 2016, 58). The first situation involves a scenario in which a company buys bitumen from Nynas for the first time. For instance, newly-formed road Construction Company may decide to purchase bitumen for the first time. Such a company does not have prior knowledge regarding bitumen suppliers or their current price tags on the bitumen sales. Thus, the decision making in this situation can be complicated since they have to involve both experts from both sides. Managers, engineers, and financial experts decide on the best delivery systems, cost of purchase, dates of these supplies hence requires more planning time. The other situation involves modified rebuy company in which a company decides to buy from the company due to an abrupt change of events. For instance, an engineer may detect a crack on the road at night an d may require immediate supply of bitumen to fill up the road before the morning hours. In such a case, the decision process will be fast and may not involve stringent measures as compared to a new company. Finally, there is straight rebuy situation in which a company buys from Nynas over an extended period. For example, a road construction company can purchase bitumen from Nynas, in a recurring sequence due to their high-quality product. Such a company does not require undergoing numerous decisions before purchase because the buyers have specification that they use during every transaction. Bibliography Johnston, M.W., and Marshall, G.W., 2016.Salesforce management: Leadership, innovation, technology. Routledge. Rauyruen, P. and Miller, K.E., 2007. Relationship quality as a predictor of B2B customer loyalty.Journal of business research,60(1), pp.21-31. Som, Saannibe Ciryle, Alexandre Pavoine, and Emmanuel Chailleux. "Evaluation of the potential use of waste sunflower and rapeseed oils-modified natural bitumen as binders for asphalt pavement design."International Journal of Pavement Research and Technology9, no. 5 (2016): 368.