Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 15

Assume you work for a division of 3M that makes medical monitoring systems. How would the purchasing decision process differ in the following situations Which situation is a new task A modified rebuy A straight rebuy How likely is the buyer to get other people in the organization involved Which types of people are likely to get involved in each decision Which situation is likely to produce the slowest decision