Section outline

  • OBJECTIVES:

    Under this topic there are three main objectives:

    1)    To know the general phases organizational buyers transit as they make purchases.

    2)    Appreciate the different purchase roles in an organization.

    3)    Know how to manage long term relationships.

     T     LEARNER OUTCOMES

    1)    The learner should be able to identify the buying phase an industrial buyer is in.

    2)    Determine which role and individual player is most important in the purchase process

    3)    Apply in practice measures to create and sustain excellent long term relations with clients.