AGEC331_2.10.09 - AGEC331 2.10.09 1. 2. 3. 4. 5. Buying...

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AGEC331 2.10.09 Buying Situations The Buying Decision Process 1. Need Recognition 2. Information Search 3. Weigh Alternative 4. Choose 5. Post Purchase Everyting product and service has a distinct Buying Cycle Buying Cycles are steps a customer moves through as they buy, use, and rebuy a product or service Sell with the cycle and you’ll increase chances of success The Buying and Selling Cycle If you are selling to a business, you must organize your selling cycle around their business needs The selling cycle must be adjusted so customers are fully aware of the benefits of the products and services you sell Types of Buying Decisions There are three basic types of business to business buying situations A new Task requires an extensive problem solving process A modified rebuy still requires some problem solving but usually more limited A straight rebuy may require only a routine communication New Task Buying
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This note was uploaded on 04/09/2011 for the course AGEC 425 taught by Professor Miller,w during the Spring '08 term at Purdue University-West Lafayette.

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AGEC331_2.10.09 - AGEC331 2.10.09 1. 2. 3. 4. 5. Buying...

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