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Worksheetsbusiness
Total questions: 15
Worksheet time: 5mins
What is Buying center ?
All the individual and units that play a role in the purchase decision-making process
Members of the buying organization who will actually use the purchased product or service
People in a organization's buying center who make an actual purchase
People in a organization's buying center who control the flow of informaton to others
What is Users ?
All the individual and units that play a role in the purchase decision-making process
People in a organization's buying center who make an actual purchase
Members of the buying organization who will actually use the purchased product or service
People in a organization's buying center who control the flow of informaton to others
Are not participants in the business buying process ?
Users
Influencers
Buyers
Straight rebuy
What is Straight rebuy
A business buying situation in which the buyer routinely reorders something with out modification
A business buying situation in which the buyer purchase a product or service for the first time
People in a organization's buying center who make an actual purchase
People in a organization's buying center who control the flow of informaton to others
What is Buyers ?
All the individual and units that play a role in the purchase decision-making process
People in a organization's buying center who make an actual purchase
Members of the buying organization who will actually use the purchased product or service
People in a organization's buying center who control the flow of informaton to others
What is major influences on business buyer behavior ?
Individual
User
Buyer
Influences
What is the most important factor in Environmental?
Politics
Objectives
Authority
Education
What is the most important factor in Organizational ?
Politics
Objectives
Authority
Education
What is Gatekeepers ?
All the individual and units that play a role in the purchase decision-making process
Members of the buying organization who will actually use the purchased product or service
People in a organization's buying center who make an actual purchase
People in a organization's buying center who control the flow of informaton to others
Interpersonal not included ?
Expertise
Authority
Dynamics
Age
Environmental not included ?
The economy
Authority
Technology
Competition
General need description ?
The stage in the business buying process in which a buyer describes the general characteristics and quantity of a need item
The stage in the business buying process in which the buyer invites qualified suppliers to submit proposals
The stage in the business buying process in which the buyer reviews proposals and selects a supplier or suppliers
The stage in the business buying process in which the buyers tries to find the best vendors
Age/education ; Job postion
Which one belongs to?
environmental
Organizational
Interpersonal
Individual
What is New task ?
A business buying situation in which the buyer routinely reorders something with out modification
A business buying situation in which the buyer purchase a product or service for the first time
People in a organization's buying center who make an actual purchase
People in a organization's buying center who control the flow of informaton to others
Buying a packed solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.
Straight rebuy
Modified rebuy
New task
Systems selling
