Industrial Marketing- The development of factors that tend to purchase a magic weapon.docVIP

 PAGE \* MERGEFORMAT 5 Industrial Marketing: The development of factors that tend to purchase a magic weapon Case: the advantages of docking clients are most concerned about Mr. Chang is a central air-conditioning parts business is very capable salesman, he knows the general customer’s central air conditioning parts supplier selection are relatively stable. He passed on the industry in customer use of central air conditioning tune-production study, found that competitor’s products, a key accessory recurring quality problems. However, the parts of the impact of the entire device within a year is not easy to find until after the emergence of the current water leakage, the client will choose to replace the passive, so under normal circumstances, the potential to directly affect the quality of the problem is not customers change supplier decision-making criteria. Discovery of the issue, Mr. Chang did not straight to the point of selling their products to customers, but the company, together with the technical staff developed a set of technical improvements to address the issue of the program, after studying the full assessment of the customer to provide a preliminary technical solutions. Customers see this analysis of the report, felt that the seriousness of the problem and finally decided to start with Mr. Chang further technical communication, performance evaluation. In the final selection phase, the client and Mr. Chang, as well as Mr. Chang’s competitors to negotiate. Competitor, is also attractive for the ability to keep that awful business to worry about, to see Mr. Chang even after the technical program of regret did not expect that our competitors can only be convinced. Finally, Mr. Chang has been the business. His success is undoubtedly due to his bias to guide the customer purchase decision factors of this standard. Customers in the procurement of products or services are generally eight factors that are valued, we have contacts with clients, in add