Micro decisions are made in every step of the buying process.
Describe what are the steps to the customers formal buying process. Include all the evaluation activities as well as the approval at every level, purchasing, legal and implementation.
<aside> ☝🏼 TIP: Key Questions to ask 1. Find out the steps involved in making the decision. 2. Next, find out what decision gets made in each step. 3. When will they decide? 4. Who is involved in each step? 5. How will each decision maker decide?
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| Steps/Activity | What Decision needs to be done in this step? | When | Who are involved? | Who is the Key Customer Contact |
|---|---|---|---|---|