Presentation on Buying Process, Buying funnel Vs Selling funnel, Merging the two funnels, Segmentation & Targeting, Today's buying process, Purchase model, Expected purchase time frame, Influence the decision makers.

1. CUSTOMER BUYING PROCESS
BYBY
ARUN
DATED: 25/02/2018

2. Index
1) A buying funnel and a selling funnel
2) Merge the two funnels
3) Segmenting & Targeting
4) Today’s buying process
5) Purchase Model5) Purchase Model
6) Expected Purchase Time Frame
7) Influence the Decision Makers

3. A buying funnel and a selling funnel
Buying Process Selling Process
OrderOrder OrderOrder

4. Merge the two funnels
Buying Process Selling Process
OrderOrder

6. Segmenting & Targeting

7. Today’s Buying Process

8. Purchase Model
1) Online Purchase
• PDO
• Banking Sector(NBO, Bank Muscat etc.)
• Ministries (MoE,MoD etc.)
2) Offline Purchase2) Offline Purchase
• Contractors
• Sub-Contractors
• Re-sellers

9. Purchase Model
3) Closed Tender
• Non published Quotation Comparison
4) Open Tender
• Published in NEWS Papers / Websites/
Tender BoardTender Board

10. Expected Purchase Time Frame
1) Case-1
Company size: 5 to 30 Employees
Order Value: OMR 1 and below OMR 2000
Expected Decision: From 1 Week - 4 Weeks
Expected Decision Marker: IT Manager/M.D
2) Case-2
Company size: 31 to 60 Employees
Order Value: OMR 2000 and below OMR 5000
Expected Decision: From 4 Weeks – 6 Weeks
Expected Decision Marker: IT / Purchase Manager

11. Expected Purchase Time Frame
3) Case-3
Company size: 61 to 100 Employees
Order Value: OMR 5000 and below OMR 10,000
Expected Decision: From 6 Weeks – 8 Weeks
Expected Decision Marker: IT/Purchase/Finance
ManagerManager
4) Case-4
Company size: 100+ Employees
Order Value: OMR 10,000 and below 50,000
Expected Decision: From 8 Weeks – 12 Weeks
Expected Decision Marker: IT/Purchase/Finance
Manager/M.D

12. Expected Purchase Time Frame
5) Case-5
Tender Process
Step-1: Client will propose a requirement
/need to their management
Step-2: Management will decide whether to go
forward or notforward or not
Step-2: Inviting solution provider to study the
requirement
Step-3: Solution provider will submit the client
their Technical & Commercial Proposal
Step-4: Tender documentation stage

13. Expected Purchase Time Frame
5) Case-5
Tender Process
Step-5: Tender Publishing
Step-6: Tender Submission from Solution
providerprovider
Step-7: Tender Evaluation/Shortlist
Step-8: Tender Technical & Commercial
Negotiation
Step-9: Deal Finalization
Expected Decision Time: 6 Months to 1+ Year

14. Influence the Decision Makers
Cover the decision makers loop with marketing
1) IT system admin/ Manager
2) Purchase Manager
3) Finance Manager3) Finance Manager
4) Managing Director