Overview

The purchasing process may be as simple as selecting an item near the checkout counter. It may be as complicated as creating a detailed "bid specification" that states a customer product need and requirement list and making this "bid" public for numerous companies to respond to.

• Choose a company that you are not familiar with. Research the company and identify important information about the company that a salesperson must consider when planning a sales call to that company. How might the needs and interests differ among persons that may be a part of the purchasing process?
• Explain the role that a decision maker, an influencer, and an advocate champion might play as a salesperson develops the account sales plan.