PARTICIPANTS IN THE BUSINESS BUYING

PROCESS

BUYING CENTER

CONSISTS OF ALL THE INDIVIUAL/ORGANIZATION THAT

PARTICIPATE IN THE BUYING PROCESS

Buying center

influences

Financial staff focusses of

economics of the purchase

Production people want

ease of access and reliability

Engineers want to

maximize efficiency

Buyer types

OWN EXPERT

WANT EVERYTHING

DONE

KEEP IT SIMPLE

WANT THE BEST

Initiators :who request something

to be purchased

Users: who use the product

Influencers: they influence the buying

decision, through evaluation

Deciders: decide on product

requirements

Approvers: authorize proposed

action

Buyers: people with formal authority to

buy the product

Gatekeepers: people with power to stop information

fro reaching the decision makers

DOS AND DON’TS :BIG SALES TO SMALL BUSINESSES

SMALL BUSINESSES : THOSE WITH LESS THAN 500 EMPLOYEES

DON’T LUMP SMALL AND MIDSIZE BUSINESS TOGETHER

DON’T FORGET ABOUT DIRECT CONTACT

PROVIDE SUPPORT AFTER SALE

KEEP IT SIMPLE

USE THE INTERNET:GO ONLINE

BUYING CENTER

BUYING INFLUENCES PEOPLE INVOLVED

SMALL BUSINESS DO’S AND DON’TS

SUMMARY

THANK YOU

BY YATIN ARORAB.TECH STUDENT DELHI TECHNOLOGICAL UNIVERSITY