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Submitted By herbosaH98
Words 265
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3 Understanding Buyers
Outcomes
1. Categories primary types of buyers
2. Discuss the distinguishing characteristics of business markets
3. List the different steps in business to business buying process
4. Discuss the different buyer needs
5. Describe how buyers educate and alternative sales offerings by using the multi-attribute model of evaluation
6. Explain the two-factor model that buyers use to educate the performance of buyers of sales offerings and develop satisfaction
7. Explain the different types of purchasing decisions
8. Describe the four communication styles and how sales people must adapt and flex their own styles to maximize communication
9. Explain the concept of buying terms and specify the different member roles
10. Identify current development of purchasing

Vocabulary
Consumer Market
Business Market
Derived demand
Acceleration principle
Derived states
Actual states
Needs gap
Situation needs
Functional need
Social needs
Psychological needs
Knowledge needs
Request for proposals
Multi-attribute models
Competitive depositioning
Two factor model of evaluation
Function attributes
Must have attributes
Psychological attributes
Delighter attributes
Straight relay decision
Electronic data interchange
New task decision
Modified relay decision
Assertiveness
Responsiveness
Amiables
Expenssives
Drives
Analyticals
Buying teams
Initiators
Influences
Users
Deciders
Purchasers
Gatekeepers
Supply chain management
Target price

Types of buyers
Consumer Market - a market in which consumers purchase goods and services for their use of consumption
Business Market - a market compose of firms institution and government who acquired goods and services to use as inputs into their own manufacturing process, for use in their day-to-day operations, or for resale to their own customers

Distinguishing Characteristic

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