Most influential in the buying decision

Assignment Help Operation Management

Reference no: EM132205345

Charles "Chuck" Hawk is a salesperson with Arrow Industrial Maintenance Supply Company located in Monroe, Louisiana. Arrow sells many types of cleaning chemicals and equipment in the southeastern part of the United States. Chuck is interested in selling a liquid cleaning chemical used in floor scrubbing machines to clean warehouse floors. Chuck has identified a potential buyer, the Keith Bottling Company, which bottles soft drinks for the Coca-Cola Company. Keith is an independently owned company that has 14 bottling plants in the southeast (including a plant in Monroe, Louisiana). It is very important to Keith (and to Coca-Cola) to have clean warehouse floors.

Chuck is trying to decide how to go about contacting and marketing to Keith Bottling Company. Chuck has done some research and determined that the following employees of Keith may be members of the buying center: the local plant manager, a purchasing manager at the headquarters level, the local maintenance supervisor, the local user of the product (who drives the floor scrubbing machine), the Vice President of Operations at the headquarters level, and a marketing manager at the headquarters level.

Answer the following questions.

1. What member of the buying center would be most influential in the buying decision? Explain.

2. Discuss how the decision criteria of the user might be different from that of the purchasing manager.

3. What person with Keith Bottling Company should Chuck contact first? Why?

Reference no: EM132205345

Questions Cloud

How has the utilization of mobile technologies : How has the utilization of mobile technologies impacted search engine optimization practices?

Estimate of funding requirements for truman inc. contract : Which one of the following represents the best estimate of the funding requirements for the Truman Inc. contract?

The company is operating in munificent environment : Max tells his board of directors that he is convinced that the company is operating in munificent environment. The board agreed with him because they know that.

Responsible for the debts of the enterprise : Diana had to consider the degree to which she would be responsible for the debts of the enterprise.

Most influential in the buying decision : What member of the buying center would be most influential in the buying decision? Explain. What person with Keith Bottling Company should Chuck contact first?

Distinguish among the provisions of dower-elective share : Distinguish among the provisions of dower, elective share, and community property, for the distribution of property between husband and wife.

Why businesses react negatively to new government regulation : Which of the following is NOT a main reason why businesses react negatively to a new government regulation?

Socially responsible or environmentally friendly program : Identify a local company that incorporates a socially responsible or environmentally friendly program.

Private voluntary prayer by student is permissible : School sponsored bible reading in public schools is illegal. Why? Private voluntary prayer by a student is permissible. Why?

User Account

All Pages