2. Business buyers face many decisions in making a
purchase whose no. Depends on the complexity of
problem, newness of buying requirement, no. Of
people involved and time required
3. The three types
of buying
situations are
Straight rebuy
New task
Modified rebuy
7. New task passes through several
stages
Awareness
Interest
Evaluation
Trial
Adoption
8. Mass media is important
during awareness stage
Technical sources are most
important during evaluation stage
Online selling efforts are
useful in all stages
Sales person have greatest
impact during interest stage
11. Business buyers
face many decision
in making a
purchase.There are
3 buying situations
each required for
different needs and
amount of
involvement
Summary