Read the following about United Parcel Service of America (UPS) before completin

Question

Read the following about United Parcel Service of America (UPS) before completing this assignment.

Few brands are more familiar these days than UPS. Everyone pictures “brown” when they hear the name, or even the truck rumbling on their streets. What most don’t recognize is that most of UPS’s revenues come from business customers, not residential consumers. Its business is much more than shipping packages from business to business, or businesses to homes. UPS’s core business is known as logistics; it is a $54 billion company that provides a broad range of global logistics solutions. The company even brags in a tagline that “We love logistics.” What that means to its business customers, is that UPS becomes a logistics partner, helping them to shape and sharpen their entire logistics strategy and operations, cutting costs and serving customers better. To grow this business, UPS had to persuade its business customers that it absolutely wanted to be their partner and that they wanted to understand the experience each company tries to create for its customers. Without that level of commitment, UPS cannot provide value to its business customers. Business customer buying decisions are made within the framework of a strategic, problem-solving partnership.

The UPS story is perfect for highlighting the unique characteristics of business markets and the differences between consumer buying behavior and business buying behavior. It also demonstrates that marketing to business customers requires a deep understanding of customer needs and customer-driven marketing strategies that create superior customer value. To succeed in its business-to-business markets, UPS must build day in, day out, year in, and year out customer partnerships based on superior products, close collaboration, and trust.

Visit the UPS website (Links to an external site.)Links to an external site. to explore what UPS offer to business customers. Scroll to the UPS Solutions tab along the top. Start with “Explore” and then go to “Industries” to learn about what services UPS provide in various industries. Look for information on each that underscores the basic promise that UPS must deliver on each day: to create partnerships with business customers to help them move their goods more efficiently and reliably. Working in business markets is much more complex than in consumer markets, and closing a single sale may take years of advance work.

Directions

Answer the questions below on UPS’s efforts to build relationships with B-to-B customers to handle their logistics and the impact on customer relationships. Your paper is expected to show research into the issues with clearly documented links to in-class and outside readings. The paper must be consistently formatted in APA style, APA in-text citations, and references included. As a general guideline, the body of your paper, meaning your answers to the three questions below, is to be 3 to 4 pages (front page, possible table of contents, references, and possible appendix excluding). You might like to include separate chapter titles for each question. Please ensure that you cover all of the elements of the assignment and demonstrate your understanding of the given topic. Don't forget to synthesize, analyze, and evaluate related ideas and issues. Short quotations from the UPS website can be used when appropriately indicated in the text and in-text cited according to the APA style, but you are not to submit a paper with the majority of its content copy-pasted from the UPS website.

Save your assignment using a naming convention that includes your first and last name and the activity number (or description). Do not add punctuation or special characters. Submit it by the posted due date.

This assignment will be submitted through Turnitin, a plagiarism detection service.

Questions

The questions to be addressed in sufficient detail in your written submission are:

What are UPS’s business customers looking for when committing to work with UPS?

How do UPS’ marketing and sales to business customers differ from working with its residential consumers?

How does the UPS story relate to the major concepts of Kotler & Armstrong Chapter 6 on business buyer behavior?

Save and submit your assignment using a naming convention that includes your first and last name and the activity number (or description). Do not add punctuation or special characters. Submit it by the posted due date.

Explanation / Answer

1) UPS has only an unrivalled item, they need a confided in accomplice that conveys on its guarantees. Business clients must have the capacity to depend on UPS as a key accomplice they can rely on to enable the organization to tackle its issues and win new clients of its own. As this case illustrates, UPS giving coordination’s can mean it even gets into the PC repair business. Business clients are searching for unwavering quality and unfaltering quality with their work and conveyances. Having a better item over say FedEx is extraordinary for UPS than showcase against however if their unwavering quality and essentials are not secured, as a business I would ran with another transportation benefit.

2)Selling and promoting in either part require a profound comprehension of client needs and client driven advertising methodologies that make prevalent client esteem. Be that as it may, in business markets, as opposed to pitching to vast quantities of little purchasers.

Ups needs to take a gander at their business clients distinctively to viably execute a showcasing system. While UPS must keep on serving its private buyers, its business organizations incorporate many dollars of coordination’s administrations. The UPS corporate profile clarifies this by posting the advantages of a business organization to incorporate innovation empowered activities, a worldwide system, and giving "profoundly adaptable inventory network control and perceivability" (Investors.UPS.com, n.d.).

3. Kotler and Armstrong recorded a domain of pertinent boosts to business purchasing practices. These incorporate item, value, put, advancement, financial, mechanical, political, social, and focused upgrades (2017). The UPS story and showcasing methodology for business clients straightforwardly lines up with numerous if not these boosts. With respect to, value, place, and advancement, Kotler and Armstrong clarified "What number business purchasers like to purchase a total answer for an issue from a solitary merchant instead of purchasing separate items and administrations from a few providers and assembling them" (2017). UPS offers a wide arrangement of administrations that can be effectively coordinated together to frame a solitary arrangement. This is additionally how UPS exploits the monetary interests of their business clients. By offering numerous if not all administrations a business would require, UPS mitigates the requirement for organizations to buy from various sellers.

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