Relationship Marketing

The Competitive Drivers &

Criteria for Personal Marketing &

Sales Initiatives

5/7/2009Nick Ursini, University of Phoenix

Competition Continuum

5/7/2009Nick Ursini, University of Phoenix

Components of Competition (Porter’s Five Forces Model)

5/7/2009Nick Ursini, University of Phoenix

Factors Related to the Purchase Decision Process

5/7/2009Nick Ursini, University of Phoenix

Types & Number of U.S. Business Customers

5/7/2009Nick Ursini, University of Phoenix

Characteristics of Business Buying Behavior

5/7/2009Nick Ursini, University of Phoenix

Organizational Buying Criteria

5/7/2009Nick Ursini, University of Phoenix

Five Roles in the Buying Process (who to sell to and what message to craft)

Also called Analyzer

Not buyerNeeds Assessor

Political culture

5/7/2009Nick Ursini, University of Phoenix

How the Buying Situation Affects Buying Behavior

5/7/2009Nick Ursini, University of Phoenix