Term
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Definition
| products included in manufacturing; services to support the manufacturing operation |
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Term
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Definition
| items are major purchases such as mainframe computers and machine tools |
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Term
| OEM-Original equipment manufacturers |
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Definition
| goods to use in making their products |
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Term
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Definition
| goods and services to support their own production and operations |
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Term
| maintenance, repair and operating supplier (MRO) |
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Definition
| include paper towels and replacement part for machinery |
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Term
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Definition
| Finished products or services with the intention to resell them |
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Term
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Definition
| is how much a reseller makes on each sale |
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Term
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Definition
| is how quickly an item sells, and how much effort it takes to sell |
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Term
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Definition
| Goods and services valued at more than $1 trillion annually |
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Term
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Definition
| Different needs and buying processes |
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Term
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Definition
| Products and services for use by themselves or by their families |
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Term
| 8 steps of the buying process |
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Definition
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Term
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Definition
| customer becomes increasingly committed to a particular course of action while going through the steps in the buying process. narrowing range of alternatives, critical that salespeople be involved in the initial steps |
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Term
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Definition
| a customer purchases a product or service for the first time |
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Term
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Definition
| a customer buys the same product from the original source |
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Term
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Definition
| the customer has purchased the product in the past but is looking for new information. Usually happens when the need changes, new products |
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Term
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Definition
| a person that works w/ the product |
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Term
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Definition
| starts the buying process |
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Term
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Definition
| provide info. that will create or sway thinking |
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Term
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Definition
| controls the flow of information. ex: secretaries, POC |
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Term
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Definition
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Term
| life-cycle costing (total cost of ownership) |
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Definition
| a method for determining the cost of equipment or supplies over their usual lives |
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Term
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Definition
| what are organizational buyers looking for? |
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Term
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Definition
| an example of a program in which supplier and customers work together to reduce costs and still provide the required level of performance |
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Term
| types of needs of buying center members |
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Definition
| financial security, self-esteem, recognition, |
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Term
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Definition
| collect additional infor, develop supplier loyalty, spread the risk |
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Term
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Definition
| logistics, managing inventory while controlling costs, JIT, MRP, automatic replenishment, electronic data interchange, |
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Term
| supplier relationship mgmt |
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Definition
| identify the annual spend, summarize the benefits and needs satisfied by a supplier |
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Term
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Definition
| extranets, support for salespeople rather than replacement, reverse auctions |
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