Relationship Selling
QUESTION 1
1.1.
Sue Wilson – Purchasing Manager
Greg Runyon – Production Manager
Vicki Sievers – Plant Engineer
Tom Roberts – Plant Manger
Vijay Sethi – National Vice President of Purchasing
Initiator
Sue Wilson organized the meeting and initiated the project by doing so.
Users
Greg Runyon is in charge of running the machinery and operations, therefore he is the user.
Influencers
Vijay Sethi and Vicki Sievers.
Vicki being the person who is the industry expert in the situation has a large influence on the purchase.
Vijay, being the National Vice President of Purchasing for the entire company too has a large influence on the purchase.
Gatekeepers
Sue Wilson is the gatekeeper as she is in control of which information is released and being received, regarding the purchase.
Buyer
Sue Wilson is the buyer as she is the individual who communicated with the supplier and made the deal for the purchase.
Deciders
Tom Roberts is in charge of running the entire plant, therefore he makes the final decision on what equipment to buy and from which supplier.
Controller
Sue Wilson being the purchasing manager, controls the budget and where the money goes, therefore she is the controller.
1.2.
Sue Wilson
Sue’s primary needs are to find out what equipment is required from each individual for the machine, to find 3 bids for the product and to make the purchase. Her task is also to make sure everything runs efficiently. Sue will be the most influential on the final decision.
Tom Roberts
Tom’s primary needs are to make sure that Vicki and Greg work effectively and that everything goes according to plan. Tom has influence on the final decision.
Greg Runyon
Greg’s primary needs are to one; produce the product and two; make sure it is of the right standard. Greg has little influence on the final decision.
Vijay Sethi
Vijay’s primary needs are to make sure that Sue works effectively and that the correct
1.1.
Sue Wilson – Purchasing Manager
Greg Runyon – Production Manager
Vicki Sievers – Plant Engineer
Tom Roberts – Plant Manger
Vijay Sethi – National Vice President of Purchasing
Initiator
Sue Wilson organized the meeting and initiated the project by doing so.
Users
Greg Runyon is in charge of running the machinery and operations, therefore he is the user.
Influencers
Vijay Sethi and Vicki Sievers.
Vicki being the person who is the industry expert in the situation has a large influence on the purchase.
Vijay, being the National Vice President of Purchasing for the entire company too has a large influence on the purchase.
Gatekeepers
Sue Wilson is the gatekeeper as she is in control of which information is released and being received, regarding the purchase.
Buyer
Sue Wilson is the buyer as she is the individual who communicated with the supplier and made the deal for the purchase.
Deciders
Tom Roberts is in charge of running the entire plant, therefore he makes the final decision on what equipment to buy and from which supplier.
Controller
Sue Wilson being the purchasing manager, controls the budget and where the money goes, therefore she is the controller.
1.2.
Sue Wilson
Sue’s primary needs are to find out what equipment is required from each individual for the machine, to find 3 bids for the product and to make the purchase. Her task is also to make sure everything runs efficiently. Sue will be the most influential on the final decision.
Tom Roberts
Tom’s primary needs are to make sure that Vicki and Greg work effectively and that everything goes according to plan. Tom has influence on the final decision.
Greg Runyon
Greg’s primary needs are to one; produce the product and two; make sure it is of the right standard. Greg has little influence on the final decision.
Vijay Sethi
Vijay’s primary needs are to make sure that Sue works effectively and that the correct
Bibliography: M. Johnson, G. Marshall. Relationship Selling (2010). Third Edition. Google