Key Element 1 Buying Influences

Question 1

Name the 4 buying roles

Answer 1

Economic BI, User BI, Technical BI, and Coach

Question 2

Define economic BI

Answer 2

Give final approval to buy your product or service. The role of this BI is to release the dollars to buy and they also have veto power

Question 3

What’s does Economic BI focus on and what do they typically ask?

Answer 3

Focus: bottom line and impact on organization.
Asks: what ROI will we get? & how will this impact our organization?

Question 4

Define User Buying influence

Answer 4

People who will actually supervise or use the product or service. They have day-to-day concerns such as downtime, impact on morale

Question 5

What does User Buying Influence focus on and what do they ask?

Answer 5

They focus on the job to be done and usually ask how will it work for me in my job or department?

Question 6

Define Technical Buying influence

Answer 6

They can’t say yes but they can say no. Their job is to screen people out. They make judgements about quantifiable and measurable aspects based on how close they are to the specifications

Question 7

What are 5 factors to help determine degree influence?

Answer 7

1) organizational impact
2) level of expertise
3) location
4) personal priority
5) politics