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In April 2001, SalesPartners effected an examination of the decision behaviour
of 900 Danish businesses. The target group of the examination was the
managing director, the sales director and the purchase manager of the business.
The background to this choice of target group was that these 3 persons make
75% of all decisions regarding the selection of suppliers. The below examination
illustrates their relations to 11 specific parametres and how they weight the
individual parametres on a scale from 1-100 when the final selection of the
various suppliers is weighted.
| |
In
Total |
Respondents |
Weighting |
|
External
Reasons: |
| Price
|
224
|
2473
|
9% |
| Quality |
134
|
2473
|
5% |
| Service
|
174
|
2473
|
8% |
| Reliability of Delivery |
105
|
2473
|
4%
|
| New
Requirements |
88
|
2473
|
4% |
| New
Decision Makers |
58
|
2473
|
2% |
| Distribution
Reasons |
29
|
2473
|
1%
|
| Merger
Reasons |
61
|
2473
|
2% |
| In
Total
|
|
|
35% |
| Reasons
Related to the Salesperson/Contact Person:
|
| Confidence |
589
|
2473
|
24% |
| Relations |
524
|
2473
|
21% |
| Sales
Technique Approach |
487
|
2473
|
20% |
| In
Total
|
2473
|
|
65% |
- Examination effected with 900
Danish businesses in various sectors.
- Replies from managing directors, sales directors and purchase managers.
- All rights are the property of SalesPartners. Reproduction may only take place with
source reference.
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