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4LCHANGING FROM A REGULAR TO A
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advertising Board British Industry Buys British supplier change in supplier Chrome plating CM CM commercial company's competitive components consumer conveyor cost Decision Making Unit DESCRIPTION OF PRODUCT design engineers DMU Members early stages example existing supplier Ford Ford Motor Company Ford of Britain Ford of Germany Gordon Brand industrial buyer Industrial Market Research industrial purchasing behaviour influence Institute of Marketing Levitt manufacturing marketing mix ment NEED TO PURCHASE obtained order routine organisation possible suppliers potential suppliers preferred supplier printed circuit boards product knowledge production equipment engineers professional buyer profit purchase situation purchasing company purchasing decision purchasing department purchasing process Purchasing Staff quotations rational raw material RECOGNITION OF NEED regular repeat purchase reputation roller bearing sales approach sales force salesman SEARCH FOR POTENTIAL search for suppliers SELECTION OF SUPPLIER selling selling techniques specifications supplier evaluation supplier performance supplier selection tion West German