What are the three types of business buying situations?
• New-task buy: first time purchase of a product or service and may require several weeks of information gathering and involvement of numerous decision participants; salespeople involved rely heavily on consultative selling skills.
• Straight rebuy: routine purchase of items needed by a B2B customer. As long as supplier meets your criteria, future purchases will be routine Salespeople must monitor straight rebuy situations to be sure customer is completely satisfied.
• Modified rebuy: when customers wish to modify product specifications, change delivery schedules, or renegotiate prices. Requires the involvement of several participants.