Analyzing business markets - Participants in the business buying process
4 important questions on Analyzing business markets - Participants in the business buying process
What are the 7 roles in the purchase decision process?
- Initiators
- Users
- Influencers
- Deciders
- Approvers
- Buyers
- Gatekeepers: people who have the power to prevent sellers or information from reaching members of the buying center. E.g. receptionists, purchasing agents or telephone operators.
What are the different buying styles?
- Keep it simple
- Own expert
- Want the best
- Want everything done
What are the guidelines for selling to small businesses?
- Don't lump small and midsize businesses together
- Keep it simple
- Use the internet
- Don't forget about direct contact
- Provide support after the sale
- Do your homework
- Higher grades + faster learning
- Never study anything twice
- 100% sure, 100% understanding
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What do small and large sellers focus on?
- Small sellers concentrate on reaching the key buying influencer.
- Large sellers focus on multilevel in-depth selling to reach as many participants as possible.
The question on the page originate from the summary of the following study material:
- A unique study and practice tool
- Never study anything twice again
- Get the grades you hope for
- 100% sure, 100% understanding
