CH 3

Question 1

economic buyer

Answer 1

approves the funds for the project to go ahead

Question 2

user buyer

Answer 2

directly affected by the consulting project

Question 3

technical buyer

Answer 3

specialists within the firm who will vet any consulting proposals

Question 4

coach

Answer 4

‘friendly face’ in the target company

may be outside the target firm but close professional relationship with it

Question 5

stage 1 (Selling process stages)

Answer 5

identify potential targets

all from one industry (ex. food industry)
firms of a certain size (turnover between $50 and 100$ mill)
geographical

Question 6

stage 2 (Selling process stages)

Answer 6

product offering

offering specific products

Question 7

stage 3 (Selling process stages)

Answer 7

competitive review

offer something different from competitors

Question 8

stage 4 (Selling process stages)

Answer 8

promotion of services

standard promotion techniques:

face to face, mailings, ads, social media

Question 9

stage 5 (Selling process stages)

Answer 9

sales enquiries

Question 10

stage 6 (Selling process stages)

Answer 10

meeting potential clients

Question 11

stage 7 (Selling process stages)

Answer 11

project proposal