Articles

Here is a list of useful articles written by various employees at B2B International. If you would like any further information on any of these areas please contact us.

It's The Quality That Counts the importance of price and quality

How To Avoid Competing On Price differentiating undifferentiated markets

The Industrial Interview how to carry out interviews by phone or visit

Market Research And Sales Managers the importance of information in managing a sales team

Nursing the Chairman's Baby using market research to test innovations

Assessing A Sales Area's Potential six methods of arriving at logical sales targets

Making Your Ads Work Harder how market research can improve the effectiveness of advertising

Postal Surveys In Industrial Marketing Research when to use postal surveys and what affects the response rate

The Questionnaire In Postal Research how to design self completion questionnaires

Research As An Aid To Optimum Pricing how research can show if a product is under or over priced

Image Research In Industrial Marketing how to carry out image surveys

The When And How Of Using Distributors what sometimes goes wrong between distributors' principals and how relations could improve

Profiling The Competition how to collect data on competitors by legal and easy means

How To Choose An Industrial Sample what size to make the sample

Focus Groups when, where and how to set up and run them

The Art Of The Brief what the client should provide or the researcher extract

The Significance Of Market Size what it means and how to assess it

The Changing World Of Industrial Distribution the use of distributors as an alternative to direct selling

Sharpening The Distributor Network how to identify weaknesses in the distributor network and what to do about them

Good And Bad In Questionnaire Design common pitfalls in questionnaire design and how to avoid them