Choose an industrial product and try to guess the buying center for customers of that product. What is the customer behavior for a typical member in each group, expressed in terms of the basic customer behavior questions (Why? How? etc.)?

Suppose you are hired as a salesperson for a company that sells the product in question. How do you find out who occupies each buying role in the center?

How do you use the above information to do your job?

Answer rating: 100% (QA)

One industrial product could be industrial robots The buying center for customers of this product may include Initiator This could be an engineer or p... View the full answer