Blog 4

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Miami Dade College, Miami *

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Management

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Apr 3, 2024

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Blog 4: Understanding Buyers, Scene1B 1. Jim has an established relationship with Mark’s company Player One, not only that he already has been working with Player One for almost five years. Jim expects for Player One to give the contract for new a system, he’s aware of the needs that Player One is desiring like preventing any potential leaks and he also asks for any concerns on additional tech issue that Mark may have. Jim recognized Mark’s need of possible leaks and asked how a breach like that would hurt the company and if they were any other worries. Jim considered Mark’s responses and proposed to upgrade to Goodman’s Top of the Line package. The buyer, Mark, is also concerned with costs and asked Jim to analyze what that package would be like and how much it would be because he also has a potential vendor that has already given a great proposal. He informed Jim that even though Player One is expanding upper management is on top of cutting down costs, so that the increase on the upgrade for a system is concerning. According to buying process, Mark is on step 5 which is acquisition and analysis of proposals. 2. The buyer Mark has more of an expressive social style, he appears to be very active and expressing his feelings through facial expressions and hand movements. He also seems sociable, emotional, unstructured, and personable. In the beginning of the video, it shows Mark and Jim having an established personal connection outside of business. Mark also seems persuasive in the way that if Jim is able to offer a lower cost high quality security system for Mark, he would love to go for it. Jim, on the other hand, showcases an amiable social style which is shown through his friendly persuasion and attentive listening skills. Jim seems to have a lighthearted business relationship with Mark, he also seems to care about their friendship and wants to make sure that Mark is having a great experience with Goodman’s systems. After taking in into consideration that Mark has a potential vendor, he remained reserved, relaxed, and compliant with his thoughts. He proceeded to let Mark know that he understands and wants to make sure that Mark doesn’t have to worry about any of Player One’s information being compromised, avoiding any use of power. 3. The buying influences that are impacting Mark’s decision making in this sales situation is a functional need to have a security system that will prevent any potential leaks that provides easy use for his company as well. Player One already has a security system from Goodman System’s set up, but they want extra security considering the company is expanding and new releases of games is being made. They want to prevent competitors from getting into the hands of any leaked information that would put their company out

of business. Also, the company must cut costs and want the best security system they can get for the lowest price possible. This sales situation is being influenced by this new need and financial risks.

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