PPT Slide

Basic Categories of Industrial Products

Category

Installation

Type ofPurchaseDecision

Accessory equipment

Raw materials

Not as important

Price

Promotion

Very important

Multiple members of buying center

Personal Selling

Few members of buying center

May be important

Advertising

Component Parts and materials

Several members of buying center

May be important

Personalselling

Frequent; complexity varies

Supplies

Simple; frequent; may be a single buyer

Important

Personalselling

Advertising

Business services

Varies

Varies

Varies

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