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D099 - module 3
D099 - Unit 3
| Term | Definition |
|---|---|
| buying centers | The group responsible for making the buying decision in companies |
| selling centers | a group that helps the salesperson through the selling process |
| economic buyers | This individual is responsible for buying products that enable the company to achieve a business advantage. |
| infrastructure buyers | This role influences the buying decision at the execution level. |
| user buyers | This position influences the buying decision at the user level and decides whether the organization will achieve its financial objectives through the purchase. |
| merchandisers | A staff member in a retail firm who is responsible for buying goods or products and displaying them in the store |
| stakeholders | A person, a group, or an organization who can affect or be affected by the organization's actions, objectives, and policies |
| initiators | the people within the organization who first see the need for the product. |
| Users | the people and groups within the organization who actually use the product. |
| Influencers | People who may or may not use the product but have experience or expertise that can help improve the buying decision. |
| Gatekeepers | Individuals who will decide if and when one gets access to members of the buying center |
| Decision Makers | the person who makes the final purchasing decision. |
| Producers | Companies that buy products to make or build a product or service to sell for a profit. |
| Resellers | Companies that purchase finished goods to sell, lease, or rent to B2B or B2C purchasers. |
| Business-to-government (B2G) markets | when companies sell to local, state, and federal governments |
| prime contractors | Those that hold a government vetted contract directly |
| subcontractors | Sellers that do business with another company that holds the direct contract with the government |
| straight rebuy | a purchaser buys the same product in the same quantities from the same vendor. |
| new task purchase | when a firm purchases a product for the first time. |
| modified rebuy | when a company wants to buy the same type of product it has in the past but make some modifications to it. |
| Functional relationships | limited, ongoing relationships that develop when a buyer continues to purchase a product from a seller out of habit, as long as its needs are met. |
| MRO | nuts and bolts used to repair manufacturing equipment, are often sold on the basis of functional relationships. |
| Affiliative selling relationships | A situation where the buyer needs extensive expertise from the seller to make a decision |
| Strategic partnerships | A partnership in which the buyer and seller commit resources to generate growth for both parties |
| Alliance agreements | A formal agreement among companies who want to share resources to create a competitive advantage. |
| Joint R&D agreements | Two or more businesses join to develop a specific product or service. |
| Co-marketing agreements | An agreement where companies share resources to market their products together |
| Minority investments | An investment by one organization in another organization in which the investor firm holds less than 50 percent of the shares |
| just-in-time (JIT) | A system in which materials or components are delivered immediately before they are required in order to minimize inventory costs |
| preferred supplier | a firm that is under contract with another business to provide it with goods or services. |
| preferred supplier agreement (PSA) | An agreement entered into by a company and one of its third-party suppliers |
| consolidated purchasing | everyday purchasing needs like office supplies that are centralized |
| conducting by negotiations | after the company submits an RFP stating their needs and prices the company will negotiate with other party. |
| micro purchases | Purchases under $10,000 and don't need a bid |
| simplifies acquisition | purchases under $250,000. involve less paperwork and fewer approval levels |
| sealed bids | this is a response to an invitation for bids that are reviewed by officers |
Created by:
lissmisstree
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