Dirkjan: Created page with "Different roles in the DMU are: * Users * Buyer * Decider * Gatekeeper ** Gatekeepers can say "no" but they cannot say "yes" * Influencer A special role at the customer is t..."

2020-08-25T09:54:05Z

Created page with "Different roles in the DMU are: * Users * Buyer * Decider * Gatekeeper ** Gatekeepers can say "no" but they cannot say "yes" * Influencer A special role at the customer is t..."

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Different roles in the DMU are:

* Users
* Buyer
* Decider
* Gatekeeper
** Gatekeepers can say "no" but they cannot say "yes"
* Influencer

A special role at the customer is the ''''coach'''''. Who is the person that:
* Wants you to win
* Helps/Guides you through the opportunity
* Has credibility with the other buying influencer
* Is part of the decision making unit
* Can be more than one person

The DMU can perceive your offering in the following ways:
* [[Growth perceivers in the DMU|Growth]]
* [[Trouble perceivers in the DMU|Trouble]]
* [[Neutral perceivers in the DMU|Neutral]]
* [[Overconfident perceivers in the DMU|Overconfident]]

You can use the following rating scheme to assess each member in the DMU:

{| class="wikitable"
!Rating
!Verbal indication
|-
|5
|Advocate
|-
|4
|Strongly supportive
|-
|3
|Supportive
|-
|2
|Interested
|-
|1
|Will go along
|-
|-1
|Probably won't resist
|-
|-2
|Uninterested
|-
|-3
|Negative
|-
|-4
|Very negative
|-
|-5
|Anti sponsor
|-
|}
[[Category:sales]]

[[Category:M20]]

[[Category:Term]]

Decision Making Unit (DMU) - Revision history

Dirkjan: Created page with "Different roles in the DMU are: * Users * Buyer * Decider * Gatekeeper ** Gatekeepers can say "no" but they cannot say "yes" * Influencer A special role at the customer is t..."