Uploaded byVishal Sharma
Buying process map Template
The document provides resources for two blog posts about understanding customers' buying journeys and overcoming challenges in product launches. It also includes a buyer process map that outlines the typical phases a buyer goes through - from initial problem awareness to implementation of a solution. The phases are not currently in the market, disease awareness, problem definition, explore options, evaluation, finalize recommendation, final approval, and implementation. For each phase, it lists key buyer actions, exit criteria, and questions the buyer may ask.
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Buying process map Template
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- 4. Buying Phase Actions &Questions Buyer Action Buyer Doing (Y/N)? Not in the Market Phase Exit Criteria Buyer Process Map Observe Market Trends Key Buyer Actions Track Competative Activity
- 5. Questions Buyer Asks Notin the Market
- 6. Buyer Process Map BuyingPhase Actions & Questions Buyer Action Buyer Doing (Y/N)? Key Buyer Actions Event Occurs Disease Awareness Event #1 Event #2 Event #3 Problem #1 Problem #2Problem Surfaces Problem #3 Phase Exit Criteria Consequences of Problem Identified Consider Alternatives for Solving the Problem
- 7. Questions Buyer Asks DiseaseAwareness
- 8. Buyer Process Map CollaborativeBuying Process Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Phase Exit Criteria Key Buyer Actions Identify & Involve Stakeholders Problem Definition Establish Functional Requirements
- 9. Questions Buyer Asks ProblemDefinition
- 10. Buyer Process Map BuyingPhase Actions & Questions Buyer Action Buyer Doing (Y/N)? Phase Exit Criteria Confirm Functional Requirements Explore Options Narrow Down List of Options Key Buyer Actions Explore Promising Options
- 11. Questions Buyer Asks ExploreOptions
- 12. Buyer Process Map BuyingPhase Actions & Questions Buyer Action Buyer Doing (Y/N)? Evaluation Secure Stakeholder Consensus Conduct Detailed Evaluation of Options Phase Exit Criteria Finalize Business Case Key Buyer Actions
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- 14. Buyer Process Map BuyingPhase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Finalize Recommendation Check References Finalize Contractual & Business Terms Key Buyer Actions Phase Exit Criteria Reconfirm Decision Finalize Internal Request to Purchase
- 15. Buyer Process Map BuyingPhase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Final Approval Submit Final Proposal to Formal Approval Process Key Buyer Actions Phase Exit Criteria
- 16. Buyer Process Map BuyingPhase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Key Buyer Actions Implementation Phase Exit Criteria Validate Decision to Buy Implement Chosen Solution Achieve Expected Benefits