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Problem

The Kraus Toy Company recently decided to develop a new electronic game. Can an electrical parts supplier predict the likely composition of the buying center at Kraus Toy? What steps could an industrial salesperson take to influence the composition of the buying center?

Step-by-step solution

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Step 1/3

The concept of buying center involves in organizational buying behavior and emphasizes the powers and responsibilities of purchase groups. Individuals who take part in purchasing and its related activities along with sharing goals accumulation and risk bearing are collectively called as “buying center”. They hold special authorities and responsibilities.

Yes, definitely an electrical parts supplier could predict the likely composition of the buying center at KT Company.

Step 2/3

The above statement is explained below with following reasons:

• Buying composition could be analyzed by observing the market demand for raw material of the supplier.

• Previous sales records aids in dimension of buying center and its activity.

• The original market demand for new products and services are usually high afar and so buying center of the KT Company.

• There is so much for an industrial sales person to influence the composition of the buying center.

Step 3/3

Steps for sales person to influence the buying center:

• Highlight priority:

The specific priority provided in the service could be highlighted by the sales person to enhance sales growth and the composition of the buying center.

• Better publicity:

The new gaining could be well added with public fervor towards modern entertainment which is the base for buying center composition.

• Distribution and sales:

Sales person must ensure that the services are distributed and available for pubic to purchase where the demand is usually high.