This is the role played by a person during the buying decision process. Six types of buying roles can be distinguished:
- Initiator: This is the first person to suggest the idea of purchasing a product.
- Influencer: This is the person who influences other buyers to make a decision. Example: a consultant, advisor or specialized professional.
- Decider: The person who makes the final selection on what to buy, where to buy and when to buy.
- Buyer: The person who handles the paperwork for the purchase.
- User: The person who will use the product.
- Caretaker or gatekeeper: The person who controls access to the decision makers or influencers.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.
FAQs
Buyer: The person who handles the paperwork for the purchase. User: The person who will use the product. Caretaker or gatekeeper: The person who controls access to the decision makers or influencers.
What are the 5 roles of buyer? ›
In this article, we will explore the five major consumer buying roles: the Initiator, Influencer, Decider, Buyer, and User, and how they advise your marketing strategy. The Initiator is the individual who first suggests the idea of making a purchase.
What is the role of a buyer? ›
As seekers of the best deal for their organization, a buyer searches for the highest quality goods and services at the lowest possible cost to the company. Buyers also make sure to examine trends, sales records, and inventory levels of current stock.
What are the 6 buying roles in marketing? ›
The document discusses the different roles involved in the buying process: Initiator, Influencer, Decider, Buyer, User, and Gatekeeper. The Initiator first suggests buying a product or service. The Influencer helps define options and provides information.
What are the buying roles and stages in buying? ›
Consumer buying process or consumer decision making process involve 5 stages: Problem Recognition, Information Search, Evaluation of Alternatives, Purchase-Decision and Post-Purchase Behavior.
What are the core responsibilities of a buyer? ›
You'll be in charge of making key decisions throughout the buying process including:
- Selecting new products and reviewing the old.
- Finding the right suppliers.
- Negotiating prices (so the store doesn't get ripped off)
- Ensuring the products are delivered on time.
- Helping to interpret reports and predicting future sales.
What is a Buyer? Buyers are responsible for purchasing goods for a company to use or sell in their own business. This position requires extensive research and the ability to negotiate contracts with suppliers, manage an inventory, evaluate quality goods, and stick within a budget.
What are the skills of a buyer? ›
What personal qualities and skills are required to be a buyer?
- Commercial awareness.
- Interpersonal skills, particularly in negotiating.
- Ability to make decisions.
- Ability to cope with pressure and adapt to situations.
- Analytical skills.
- Maths skills.
- IT skills.
- Able to work well in a team.
Buyer resume sample (text version)
Industrious buyer adept at keeping costs under control while optimizing inventory for usage needs. Versed in record-keeping and production requirements. Skilled in research and forecasting abilities with strengths in communication and key relationship management.
Is a buyer a stressful job? ›
Working as a buyer can be pretty stressful at times. Specifically, trying to balance inventory levels and dealing with the staff, making sure everyone is happy.
The five steps of the consumer buying process: Explained
- Stage 2: Research, research, research.
- Stage 3: Considering alternatives.
- Stage 4: Selection stage.
- Stage 5: Post-purchase evaluation.
Buying center roles, for a more complex decision process
In other situations, certain roles might be missing. The Gatekeeper. This person controls the flow of information in and out of the company and its buying center. A valuable ally, they are sometimes your original point of contact at a company.
What is the role of buyer behavior in marketing? ›
Buyer behavior is the driving force behind any marketing process. Understanding why and how people decide to purchase this or that product or why they are so loyal to one particular brand is the number one task for companies that strive for improving their business model and acquiring more customers.
What are the buyers stages? ›
What are the 3 stages of the buyer's journey? The three buyer journey stages are awareness, consideration, and decision. Each stage presents unique challenges to customers that can shake their desire to buy.
What are the 7 steps of the buying process? ›
Contents
- Consumer Decision Making Process Infographic.
- Stage 1: Need Recognition.
- Stage 2: Information Gathering.
- Stage 3: Evaluation of Alternatives.
- Stage 4: Assess the Evidence.
- Stage 5: Selecting an Option.
- Stage 6: Implement the Decision.
- Stage 7: Decision Review and Evaluation.
He terms those roles as Initiator, Influencer, Decider, Purchaser, and User. The Initiator decides, the Influencer recommends or discourages the purchase. The Decider determines what will be purchased, as the Purchaser initiates the transaction.
What are the 5 steps of the buyer process? ›
What is the consumer decision making process. The consumer decision-making process involves five basic steps. This is the process by which consumers evaluate making a purchasing decision. The 5 steps are problem recognition, information search, alternatives evaluation, purchase decision and post-purchase evaluation.
Which five buyer groups are there? ›
Buyers are generally categorized as belonging to one of the following groups although, in reality, most buyers fit into more than one.
- The Individual Buyer. ...
- The Strategic Buyer. ...
- The Synergistic Buyer. ...
- The Industry Buyer. ...
- The Financial Buyer.
This means that a buyer should always do their research, taking time to determine their priorities, as well as getting to know the products that they want to buy, the manufacturer or supplier that they are speaking with and having an awareness of their room for negotiation.
