19
Company size
What size companies should we focus on ?
Location
What geographical areas should we focus
on?
2
Operating
variables
Technology
What
customer technologies
should
we
focus
on ?
User/non user
status
Should
we
focus
on
heavy,
medium,
or
light
users or non users ?
Customer
capabilities
Should
we
focus
on
customers
needing many
services or few services ?
3
Purchasing
approaches
Purchasing
function
organization
Should
we
focus
on
companies
with
highly
centralized
or
decentralized
purchasing
organizations ?
Power
structure
Should
we
focus
on
companies
that
are
engineering,
financially,
or
marketing
dominated ?
General
purchase
policies
Should we focus on companies with which we
already
have
strong
relationships
or
simply
go after the most desirable companies ?
Purchasing
criteria
Should
we
focus
on
companies
that
are
seeking quality ? service ? price ?
4
Situational
factors
Urgency
Should
we
focus
on
companies
that
need
quick and sudden delivery or service ?
 |