B2B Buying Situations Flashcards
1
Q
What are the different buying situations?
A
New buy, straight rebuy, modified rebuy
2
Q
New-Buy
A
When a company purchases a product for the first time
3
Q
Straight Rebuy
A
When a purchaser buys the same product in the same quantity from the same vendor
4
Q
Modified Rebuy
A
When a company wants to buy the same product but make some modifications to it
5
Q
New-to-an-organization
A
A rare occurrence – a purchase is new to the people involved
