Professional Selling: Test 2: Chapter 6

• B2C - Consumers purchase for their own consumption • B2B - Customers purchase to produce or resell the product to a company or the ultimate consumerB2C Buying DecisionImpulsiveSimple May or may not be budgetedLow RiskIndividual decisionMay or may not include some research
B2B Buying Decision
MethodicalComplexBudgetedHigh riskCoordinated decision with buy-in and approval from many peopleAnalytical including cost-benefit analysis

• Users • Buyers • Influencers/customer service managers• Gatekeepers • Decision Makers

No, Theory tested and found to be without support yet it JUST WON’T GO AWAY!!

1. Prospecting and Qualifying2. The Pre-approach3. The Approach4. The Presentation5. Handling Objections6. Closing the sale7. Follow-up

In some B2B situations, your customer might submit a formal request for proposal, or RFP which sets out very specific guidelines for the format of the proposal and the information it should include. Organizations usually use RFPs when they are requesting proposals from a number of potential suppliers at once. By providing a proposal structure, RFPs simplify the process of assessing risks and benefits associated with the purchase and can help your prospect make a decision in complex buying situations.
. This is when the buyer or buying center develops a formal request for proposalrequest for proposal (RFP)A formal request from possible suppliers to provide or create a specific product or service., often called an RFP, and she identifies several potential vendors that could produce the product or service.^[388] For example, if Home Depot decided that it wanted to upgrade its bags, the buyer would have determined the specification, quantity, shipping points, usage, and other requirements (e.g., being environmentally friendly), and put the information into a formal document that is sent to several bag manufacturers along with questions about the history of the company, key customers, locations, manufacturing capacity, turnaround time, and other relevant information. Each manufacturer would have the opportunity to respond to the RFP with a formal proposalproposalA written document that outlines a company’s capabilities, delivery, and pricing in relation to a specific product or service., which means that each company would provide information about their company, capabilities, delivery, and pricing to manufacture the bags. This is an opportunity for a salesperson to respond with a complete proposal that addresses the customer’s needs and concerns. See the sample RFP template for a nonprofit organization below.

– Feature: Physical characteristic of the product
– Benefit: Result the buyer will realize from the product because of the product advantage
feature: 250 gb hard drivebenefit: do more from playing video games to downloading all of your favorite music and still have space for your homework and projects