decision maker
a person in the prospect organization who has the power and budgetary authority to agree to a sales proposal, one of the most common mistakes by sales people is to attempt to sell to someone other than a genuine decision-maker, ...
The decision maker may specify what kind of product to buy, but not which brand;
The purchaser may have to make a substitution if the desired brand is not in stock;
The purchaser may disregard instructions (by error or deliberately).
who is the key decision maker
what is the customer's organizational structure
what products are currently being purchased
how are purchase decisions made ...
Decision Makers In business-to-business, executives who have the authority to make or influence a purchase. Also known as Business Decision Maker (BDM).
Demographics Statisitcs that describe characteristics of a population (e.g.
While different marketing decision makers can have different hot button issues, few things seem to motivate companies as much as the action (or sometimes the inaction) of the competition.
Win-Loss Evaluation Research: Win-Loss evaluation research is a tool that collects crucial information from decision makers and influencers who are involved in the sales decision process.
Come across as someone the decision maker needs to talk to, and you’ll probably get results. Also ask the screener for your target by name. In most cases, you will be forwarded. Succinctly identify yourself and the nature of your call.
Hire a marketing agency to help promote your ideas to industry decision makers and leaders. Marketing agencies often have large networks and resources to spread your great ideas far and wide.
References ...
consumer behavior The behavior of the consumer or decision maker in the market place of products and services. Library user behavior is often captured in library literature under use studies.
* Ms. Biz (Career Woman)
* Dr. Mom (Mother)
* Household CEO (Purchase/Investment Decision Maker)
* Midnight Shopper (Online Buyer)
* "Time Out for Me" (Escape/Self-Indulgence) ...
DSS: decision support system; an extension of the MIS that allows the marketing decision maker to manipulate data to explore scenarios and 'what if …' questions as an aid to decision-making.
DMC Associates & JEM Sales and Marketing
As well as being our company name, it is also an industry term meaning ´Decision Maker Contact´.
Retail Information System Anticipates the information needs of retail managers; collects, organizes, and stores relevant data on a continuous basis; and directs the flow of information to the proper retail decision makers.
It helps predict how other participants of the situation / scenario (game) will respond in certain situations, or to certain decisions. Understanding participants' responses ahead of a decision, should help the initial decision maker make better ...
 See also: Market, Marketing, Offer, Customer, Product
  
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