Purchase Process Diagram by demandmetric

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									                                                                             Purchase Process Diagram



Instructions:

1. Review our Product Marketing Plan Methodology: Click Here

2. Understand the Purchase Process Stages:

     1.   Need
     2.   Research
     3.   Evaluation
     4.   Purchase
     5.   Review

3. Document your Purchase Process. Review the example provided on slide 2.

4. In slide 3, document key buyer and seller actions at each stage:

     •    Buyer Action – Description, Duration & Influencers
     •    Seller Action – Description

5. Communicate your findings with the rest of your team.

6. Manage your products with our suite of Product Management Tools.
                                                                                                                Purchase Process Diagram


      Need                 #1                              #2                              #3                              #4
                                      Research                      Evaluation                        Purchase                         Review
    Recognition

      1. Need                       2. Research                   3. Evaluation                    4. Purchase                      5. Review
Description of Activity:        Description of Activity:        Description of Activity:        Description of Activity:        Description of Activity:

• Need Recognition:             • Research:                     • Evaluation:                   • Purchase:                     • Review:
   o Identification of             o Search for                    o Assessment of                 o Purchase of the               o Did the purchase
     Problem or                      solutions to                    alternatives                    product/service                 accomplish its
     opportunity                     problems and/or               o Gather detailed                 that satisfies the              objective?
                                     opportunities                   information                     need                          o Were any risks
                                                                     about solutions                                                 realized?



  Buyer Action                      Buyer Action                  Buyer Action                    Buyer Action                    Buyer Action
Description:                    Description:                    Description:                    Description:                    Description:

• Buyer becomes                 • Buyer finds our               • Buyer evaluates our           • Buyer makes                   • Buyer reviews
aware of a problem or           solution                        solution vs.                    decision to purchase a          product or service
opportunity                     • Buyer finds                   competitive solutions           solution                        • Buyer becomes a
• Buyer agrees they             competitive solutions           • Buyer enters “trial”                                          product/service
have the same                                                   of our solution and                                             enthusiast, critic or
problem                                                         competitive solutions                                           they are indifferent

Duration: 1 day                 Duration: 30 days               Duration: 30 days               Duration: 1 hour                Duration: On-Going

Influencers: Thought            Influencers: Thought            Influencers:                    Influencers: IT,                Influencers:
leaders                         leaders, review sites,          Customer service                Marketing, Sales                Customers, Internal
                                customers                                                                                       departments

  Seller Action 
								
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