Post on 16-Aug-2015
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Straight Rebuy
● The purchasing party reorders supplies on a routine basis.
● The fewest number of decisions are made here.
New Task
● The purchaser buys a product or service for the first time.
● The longest time to reach a decision in this situation.
● New task buying is the marketer’s greatest opportunity and challenge.
● Marketer tries to convert new task to rebuy.
STEPS INVOLVED IN A NEW TASK:
While going through a new task, the following things are to be determined:● Product Specification● Price limit● Delivery terms and time● Service terms● Payment terms● Order quantities● Acceptable suppliers● Selected supplier.
Modified Rebuy
● The buyer wants to change the product specifications, prices, delivery requirements etc.
Disclaimer:““These slides were created by Shine Ali, MEC Cochin, during a marketing internship by Prof. Sameer Mathur, IIM Lucknow (See www.IIMinternship.com)”