Summary

Key Terms

Business buying process 276 Business market 276 Buyers 285 Buying centre 284 Deciders 285 Derived demand 277 Gatekeepers 285 General need description 293 Government market 296

Inelastic demand 278 Influences 285 Institutional market 296 Modified rebuy 283 New task 283

Order-routine specification 294 Performance review 295 Problem recognition 292 Product specification 293

Systems buying 284 Users 284

Value analysis 293

Proposal solicitation 293

Straight rcbuy 283 Supplier search 293

Supplier selection 293

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Advertising With Circulars

Advertising With Circulars

Co-op Mailing means that two or more businesses share in the cost and distribution of a direct mail campaign. It's kind of like having you and another non-competing business split the cost of printing, assembling and mailing an advertising flyer to a shared same market base.

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