Participants in the business buying process

1. PARTICIPANTS IN THE
BUSINESS BUYING PROCESS

2. BUYING CENTER
CONSISTS OF ALL THE
INDIVIUAL/ORGANIZATION THAT
PARTICIPATE IN THE BUYING PROCESS

3. 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

4. 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

5. DOS AND DON’TS :BIG SALES
TO SMALL BUSINESSES
SMALL BUSINESSES : THOSE WITH
LESS THAN 500 EMPLOYEES

6. 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

7. BUYING CENTER
BUYING INFLUENCES PEOPLE INVOLVED
SMALL BUSINESS DO’S AND
DON’TS
SUMMARY

8. THANK YOU
BY
YATIN ARORA
B.TECH STUDENT
DELHI TECHNOLOGICAL
UNIVERSITY