EBMS recap. How does a customer buy? What are the blockades? What must sales do?. Action to be taken by sales -1- Hand idea (that immediately makes him consider buying) -2- Strengthen the need (the mother list of all he might wish to have)
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How does a customer buy?What are the blockades?What must sales do?
-1- Againabout pricing. ( check in phase 2 ! )
-2- After sale service ( should have been coverred in pahse 2 and 3 )
-3- OtherSupplierget’sanother chance ( check in 3 , what is the playing field )
-4- Management comesintonegotiotion ( check in Phase 2 : DMU ? )
-5- More discount after the deal ( make a clear deal )
-6- Changingstandardsafter order ( beclearaboutpossibilitiesandconsequences )
-7- Inflation off commodity ( beclear in Phase 3 )
-8- Change of quantity ( beclear in phase 2 and 3 )
-9- Need more time todecide , ( cretaeurgencyand bonus forquickdecision )
-10- Policy change ( nastyone, cannot control sowhathappened )