Examining The Actions Of The Buying Process
So, we have examined the key steps of the buying process. But, within each step, how much discretion remains in the hands of the manager-buyer? Is the buying process a flexible blueprint or a rigid rulebook? The Fortune 1000 buying process we have highlighted is highly prescriptive, something that is increasingly common. It clearly mandates what […]
A Step-By-Step Progression Through The Buying Process
Each progressive step brings the purchase one step closer to reality, with the commitment being made gradually over many months. Thus, the purchase decision is not simply a matter of one big YES or NO decision. Rather it is the culmination of a series of YES or NO decisions at each stage of the buying […]
Buying Process: The Seller In The Middle
So far you are probably thinking this buying process is all about the buyer as there has been no mention of the seller yet. Well, now that we have looked at the conception and the conclusion of the Six Step Buying Process, and before we start to examine all the detail that is involved, let […]
The STEPS Of The Buying Process
In our Fortune 1000 example managers must follow six key steps to gain purchasing approval. These logical and self-explanatory steps, ranging from Initial Requirements Capture to Launch and Review are shown below. The 6 Steps of the Buying Process These steps can take place over anything from three months to two years, and are likely […]
Buying Process – A Summary Of The Implications
Organizations are making slower and, in many cases, fewer buying decisions. But these decisions are being more carefully made, with greater consideration and planning than ever before. It seems inevitable that all this will lead to better buying decisions or at least decisions that reflect more closely organizational priorities and objectives. However, it also means […]
Buying Is Starting Earlier And Finishing Later
Most salespeople know that sales cycles are much longer than they used to be. But, if sales cycles are long, then buying cycles are even longer. As the Fortune 1000 buying process shows today’s buying decisions start earlier and finish later. The Conception Of The Purchase The genesis of the purchase is Step 1, the […]
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