The government market offers large opportunities for many companies. Government buying and business buying are similar in many ways. But there are also differences that must be understood by companies wishing to sell products and services to governments. To succeed in the government market, sellers must locate key decision makers, identify the factors that affect buyer behaviour and understand the buying decision process.
Government buying organizations are found at national and local levels. The national level is the largest and its buying units operate in both the civilian and military sectors. Various government departments, administrations, agencies, boards, commissions, executive offices and other units carry out buying, Sometimes, the centra/ buying operation helps to centralize the buying of commonly used items in the civilian section (for example, office furniture and equipment, vehicles, fuels) and in standardizing buying procedures for the other agencies. Defence Ministries usually carry out the buying of military equipment for the Forces.
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