Systems buying

Systems buying

Buying a complete solution to a problem or need rather than a number of component parts, for example, an organisation may purchase an entire accounting system from one supplier rather than computers from one supplier, software from another, staff training from another, and so on, see systems selling.

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Part of Speech: noun
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Industry/Domain: Professional careers
Category: Sales
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systems buying

Professional careers; Sales

Buying a complete solution to a problem or need rather than a number of component parts, for example, an organisation may purchase an entire accounting system from one supplier ...

features and benefits selling

Professional careers; Sales

Selling style in which a salesperson systematically relates each feature of a product being presented to a particular benefit which the feature will deliver to the buyer.

absolute cost advantage

Professional careers; Sales

The cost advantage one company has over another by having a cheaper source of raw materials, control of superior knowledge through patents, cheaper manufacturing or assembly ...

simulated store test

Professional careers; Sales

A form of pre-testing of new product introductions prior to full-scale commercialisation, to study their behaviour towards the new products, consumers selected from the target ...

stratified sample

Professional careers; Sales

A form of probability sample where respondents are chosen from a random sample of homogeneous sub-groups (according to a common characteristic) into which the total population has ...

unique selling point

Professional careers; Sales

The particular quality, feature or benefit of a product which a competitor's product, although similar, cannot or does not offer.

lead

Professional careers; Sales

A person or organization that has shown an interest in a particular product or service, can also be used to describe a person or organization that sales or marketing staff feel ...

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