Complex Sale

• Every international sale is a complex sale.
  • There may be more than one decision maker.
  • There are more than one buying influences.
  • A person may play more than one role.
  • Many people can play the same role.

• Buying influences can play one of the following roles.
  • Owner Buyer
  • Financial Buyer
  • Technical Screener
  • End User
  • Advisor

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© 2004 John Michael Pierobon

Notes