4. Initiators :who
request something
to be purchased
Users: who use the
product
Influencers: they
influence the buying
decision, through
evaluation
Deciders: decide on
product
requirements
Approvers:
authorize proposed
action
Buyers: people with
formal authority to
buy the product
Gatekeepers:
people with power
to stop information
fro reaching the
decision makers
5. DOS AND DON’TS :BIG SALES
TO SMALL BUSINESSES
SMALL BUSINESSES : THOSE WITH
LESS THAN 500 EMPLOYEES
6. DON’T LUMP SMALL AND
MIDSIZE BUSINESS TOGETHER
DON’T FORGET ABOUT
DIRECT CONTACT
PROVIDE SUPPORT AFTER
SALE
KEEP IT SIMPLE
USE THE INTERNET:GO
ONLINE