'Buying situation' presentation slideshows

Organizational Strategies & The Sales Function

637 views • 38 slides

Chapter 6

Chapter 6. Appointments and Planning the Presentation. Customer-Focused Sales Dialogue. Customer-Focused Sales Dialogue. Sales dialogue occurs over time and includes sales calls and other forms of buyer-seller communication. Sales Calls. Need Discovery. Sales Presentations.

433 views • 24 slides

Chapter 6

Chapter 6. Appointments and Planning the Presentation. Customer-Focused Sales Dialogue. Customer-Focused Sales Dialogue. Sales dialogue occurs over time and includes sales calls and other forms of buyer-seller communication. Sales Calls. Need Discovery. Sales Presentations.

412 views • 22 slides

B2B MKTG

Vitale and Giglierano. B2B MKTG. 2002 Edition. Chapter 3 Organizational Buying and Buyer Behavior. Prepared by John T. Drea, Western Illinois University. Need Recognition. Information Search. Evaluation of Alternatives. Purchase Decision. Postpurchase Behavior.

421 views • 21 slides

Purchasing

Purchasing. THE OBJECTIVES OF PURCHASING. PROVIDE APPROPRIATE LEVELS OF SUPPLY + THE APPROPRIATE LEVEL OF QUALITY + THE LOWEST TOTAL COST. WHAT COMPANIES REALLY PAY FOR OWNERSHIP. Cost of ownership goes beyond the price paid for a product TOTAL COST OF OWNERSHIP = PRODUCT PRICE

459 views • 21 slides

B2B MKTG

Vitale and Giglierano. B2B MKTG. 2002 Edition. Chapter 3 Organizational Buying and Buyer Behavior. Prepared by John T. Drea, Western Illinois University. Need Recognition. Information Search. Evaluation of Alternatives. Purchase Decision. Postpurchase Behavior.

226 views • 21 slides

Factors Influencing Business-to-Business Purchasing

Factors Influencing Business-to-Business Purchasing. WHAT COMPANIES REALLY PAY FOR OWNERSHIP. Cost of ownership goes beyond the price paid for a product TOTAL COST OF OWNERSHIP = PRODUCT PRICE + DELIVERY + INSTALLATION + MAINTENANCE / REPAIR + POWER COSTS + SUPPLY COSTS

330 views • 18 slides

K-Bob Case Goals

K-Bob Case Goals. Introduce students to the concept of customer value and customer value drivers Provide practice for conducting internal value assessment Understand link between customer value drivers and key business processes that impact value delivery. The Business Context.

229 views • 15 slides

Understanding Buyers

Understanding Buyers. Module Three. 1. ________________. 2. ________________. Categories of Buyers. Firms Institutions Governments Non-Profit Organizations. Distinguishing Characteristics of Business Markets. _______________ Demand _______________ Demand

257 views • 14 slides