Purchasing process
What are the four steps of the purchasing process?
1. Recognition of needs
2. evaluation of options
3. purchase decision
4. implementation and Evaluation
all of the people formally or informally involved in the purchasing decision. What is this the definition of?
Buying Center
What are the three buying situations?
Straight Rebuy, Modified rebuy New buy.
What are the 5 general stages of growing relationships?
(1) awareness, (2) exploration, (3) expansion, (4) commitment, and (5) dissolution.
What does the seller do when a need is recognized?
Offers a solution to solve the problem
What are the three purchasing roles?
1. Economic Buyer
2. User Buyer
3. Technical Buying Influence
A consumer goes to the grocery store to purchase a loaf of wheat bread, This is the same loaf of wheat bread that they always buy, what buying situation is this?
Straight rebuy
Recognition that a supplier may be able to satisfy an important need. Which stage is this describing?
Awareness
In what step does a business spin significant time and money?
Evaluation of options.
What is an advocate?
In a complex selling situation involving multiple buying influences, it has been suggested that salespeople need to develop a special relationship with a buying influence
UofAz Campus Recreation placed an order for 5 MacBooks with 1Tb of storage. This year they placed another order from Apple for 5 MacBooks with 500gb storage. This is an example of?
Modified Rebuy
What are the three relationship binders
creating values, meeting expectations, building trust
What is the percentage range of product costs for an original equipment manufacturer?
30-80%
Name 2 ways an advocate wins.
right answers:
personal, professional, recognition, negative
A customer walks into Ackerley Advertising who has never been there before. They are looking to purchase an advertising package for their new business. This an example of?
New Buy Question
the perception that the rewards exceed the costs associated with establishing and/or expanding a relationship. Which relationship binder is this describing?
creating value
What directly affects an organization’s operations, costs, and overall performance?
Purchasing decision.
What is the definition of purchasing role?
set of issues or concerns that a member of the buying center will consider when deciding whether to approve or recommend either a purchase or a specific supplier
What is the most complex purchasing situation?
New buy
What is a relationship binder?
drive parties, whether individuals or organiza- tions, to progress to a fully committed relationship.