Question

What roles do the following members play in the decision-making process in Dravid Motors?
• Ravi decides on the product requirements and makes the final choice of suppliers.
• Lohit has the authority to pick out the supplier and negotiate the terms of purchase.
• Akram heads the Tech team and provides information for evaluating the possible alternatives.
• Dravid Motors gets many calls from potential suppliers, and it is Stuart's job to pick out the good prospects and refer them to the others.

Answer 1

2) Lohit has the authority to pick out the supplier and negotiate the terms of purchase.

Ans) Buyer

They play a very important role in selecting vendors and negotiating and sometimes help to shape the product specifications.

3) Akram heads the Tech team and provides information for evaluating the possible alternativeI

Ans) Influencer

In simple words, these are the people in the organisation who influence the buying decision.

4) Dravid Motors gets many calls from potential suppliers, and it is Stuart's job to pick out the good prospects and refer them to the others.

Ans) Gatekeeper

Understanding the role of the gatekeeper is critical in the development of industrial marketing strategies and the salesperson’s approach. They allow only that information favourable to their opinion to flow to the decision makers.

1) Ravi decides on the product requirements and makes the final choice of suppliers.

Ans) Decider

People who decide on product requirements/specifications and the suppliers are deciders.