This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: ii. Past performance iii. Capacity iv. ISO 9000. Quality standard - v. Iso 14000 Environmental certification. Has to do with the manufacturing of the product. 4. Buying center 151-153 a. Roles i. Users, influencers, buyers, gatekeepers (read) b. Buy classes fig 6-3 153 i. Straight rebuy – a corp needs paperclips, they look at historical records, they know how many they now need per month, year, day, etc. They then can forecast their demand for future purchases. So paperclips would be a straight rebuy because you already know your forecast so you wont be researching your next paperclip purchse ii. Modified rebuy – buying same thing but in a different configuration. Buying bigger paper clips. Something small has changed im not gunna rebuy right away iii. New buy – buying something you have never bought before. Corporations buy in large dollar amounts. So if you are a sales person this is the optimal time to be there....
View Full Document
- Fall '08
- Marketing, Business-to-business, Fewer potential buyers, come required resources, bigger paper clips