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1. Purchase Process Diagram
Need #1 #2 #3 #4
Research Evaluation Purchase Review
Recognition
1. Need 2. Research 3. Evaluation 4. Purchase 5. Review
Description of Activity: Description of Activity: Description of Activity: Description of Activity: Description of Activity:
• Need Recognition: • Research: • Evaluation: • Purchase: • Review:
o Identification of o Search for o Assessment of o Purchase of the o Did the purchase
Problem or solutions to alternatives product/service accomplish its
opportunity problems and/or o Gather detailed that satisfies the objective?
opportunities information need o Were any risks
about solutions realized?
Buyer Action Buyer Action Buyer Action Buyer Action Buyer Action
Description: Description: Description: Description: Description:
• Buyer becomes • Buyer finds our • Buyer evaluates our • Buyer makes • Buyer reviews
aware of a problem or solution solution vs. decision to purchase a product or service
opportunity • Buyer finds competitive solutions solution • Buyer becomes a
• Buyer agrees they competitive solutions • Buyer enters “trial” product/service
have the same of our solution and enthusiast, critic or
problem competitive solutions they are indifferent
Duration: 1 day Duration: 30 days Duration: 30 days Duration: 1 hour Duration: On-Going
Influencers: Thought Influencers: Thought Influencers: Influencers: IT, Influencers:
leaders leaders, review sites, Customer service Marketing, Sales Customers, Internal
customers departments
Seller Action Seller Action Seller Action Seller Action Seller Action
Description: Description: Description: Description: Description:
• Build “need” into key • Optimized website • Online “Free” Trial • Secure checkout • Satisfaction survey
messaging • Whitepaper • Email marketing & • Provide a safe • New releases
• Write problem and • Case Studies lead nurturing purchase environment • Product development
solution copy • Lead capture schedule

2. Purchase Process Diagram
Need #1 #2 #3 #4
Research Evaluation Purchase Review
Recognition
1. Need 2. Research 3. Evaluation 4. Purchase 5. Review
Description of Activity: Description of Activity: Description of Activity: Description of Activity: Description of Activity:
• Need Recognition: • Research: • Evaluation: • Purchase: • Review:
o Identification of o Search for o Assessment of o Purchase of the o Did the purchase
Problem or solutions to alternatives product/service accomplish its
opportunity problems and/or o Gather detailed that satisfies the objective?
opportunities information need o Were any risks
about solutions realized?
Buyer Action Buyer Action Buyer Action Buyer Action Buyer Action
Description: Description: Description: Description: Description:
• Enter Description • Enter Description • Enter Description • Enter Description • Enter Description
• Enter Description • Enter Description • Enter Description • Enter Description • Enter Description
• Enter Description • Enter Description • Enter Description • Enter Description • Enter Description
Duration: X day(s) Duration: X day(s) Duration: X day(s) Duration: X day(s) Duration: X day(s)
Influencers: Enter Influencers: Enter Influencers: Enter Influencers: Enter Influencers: Enter
Seller Action Seller Action Seller Action Seller Action Seller Action
Description: Description: Description: Description: Description:
• Enter Description • Enter Description • Enter Description • Enter Description • Enter Description
• Enter Description • Enter Description • Enter Description • Enter Description • Enter Description