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Careers after B.E./B.Tech - Higher Education Opportunities |
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| Careers & Specialisations - Industrial
Marketing |
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Aspiring engineers
generally see themselves engaged in research & development
work or making direct contribution on shop floors in
planning the production
and quality of the products.
Industrial products are manufactured & sold for the industrial use as one
engineering firm sells products to another engineering organization. These industrial
products consist highly technical specifications & needs a marketing person
who is well versed with the technology involved in. This ultimately demands for
engineering graduate to fill in the position instead of any other background.
Industrial marketing is different from other forms of marketing in more than
one way. Industrial products are generally of high value in terms of cost and
their application. It requires a great deal of commitment on the part of seller
to fulfill the needs of customer. Industrial products are also sold with long-term
commitments with contracts being entered into for longer periods. Customers of
industrial products desire products or services to be made available with exact
requirements. Customization is also the important aspect of these products, as
the seller representative has to put himself in the buyer's shoes and understand
the precise requirement. To attain the successful customization the person involved
needs greater degree of knowledge of technologies and consequential alternatives.
Marketing executives of industrial product shoulders a greater responsibility
of key person standing in between R & D, production and logistics dept of
his own company and sourcing, R & D and production department of buying company.
Excellent communication skills not only in the terms of speaking but also other
direct, indirect ways to have a positive dialogue and discussion at all the platforms
available is the pre-requisite for this post. A marketer of industrial products
must know A to Z of products he is selling and should also carry sufficient knowledge
of competitor's products. He should also get to know the purchasing procedure
and set up of the buyers company in quick time. The chances of wasting time because
of not knowing the proper approach could spell disaster for marketing person.
Smart and innovative persons are seen making good inroads in this field as they
handle any adverse situation and turn it in their favor.
Industrial Products : Industrial products
are generally categorized into
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Made
to order or customized items/assemblies/parts/machine
tools as per the designs and drawing supplied by
the
buyer.
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Consumable
items like lubricants /tools/ fasteners /
seals / safety items / belts / grinding wheels
/ welding electrodes & accessories / packaging material etc.
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Standard
items like drives switches / hydraulic-pneumatic cylinders.
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Capital
items like compressors / generators / transformers
/ machine tools, automation
systems, cranes, material handling equipments,
etc.
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Engg.
services like project management, project consultancy,
software's, technology based products, recruitment
agencies etc.
Skills required to
become successful in industrial marketing :
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Sound & basic knowledge
of technology behind the products.
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Complete
understanding of the products & their
applications.
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Good
comm. skill to convince the buyers.
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Patience
to understand the requirement of the buyer.
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Empathy
to know customer's real requirements.
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Innovativeness
to standardize the
customer's requirements.
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Assertive
nature to project the
plus points of the products.
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Quick
grasping quality to
understand
what customer wants
to say.
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Knowledge
of commercial aspect behind
buying and selling.
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Knowledge
of contract making and legalities involved
in.
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Attitude
to explore other avenues of business with
existing customers.
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Persistent
nature for continuing follow
up till the deal is finalized.
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Social
skills to maintain
good
relationship
with
customers.
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Ability
to meet the targets
in specific
time.
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Eagerness
to travel.
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Ethical
behavior.
Industrial marketing is
attracting engineers who love to interact with the
people, who love to travel and who
want
to excel and out do themselves. Marketing is such a
competitive field where success brings lot of rewards
in monetary
terms and promotions as well. Your personal attributes
can push
you to the highest levels in the organization.
Payment : Entry level: -Rs.1.80-2.40 Per Annum. Afterwards
your monetary gain largely depends upon your performance
as incentives are linked with the sell.
Featured Institute:
Suryadatta Group of Institutes
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