Intercom

service
Provider

1
Description of the product / service assigned to you – Product length and
depth OR Detailed elaboration of service as applicable ?

 Service provider in electronic
security surveillance products
Services Providers in
 Buildings

 Vehicles

 Offices

 Stores

 Malls

2
State the type of product as per Industrial Goods
Classification OR Service Composition.

o CCTV Cameras 1000- 15000

o DVR Systems(Digital Video Recorder) 4000-
20000
o Video Door Phone 500-5000
o Door Controller – 18000-100000

3
State the identified segments for the product or service
under consideration

 SEGMENTS –
o Schools
o Colleges
o Corporates
o Families
o Gyms

4
What kind of Buying Situation
you are assuming to be
encountered – Straight Rebuy /
Modified Rebuy or New Task

Modified Rebuy
AND NEW TASK

5
Your judgment of the relative importance of the Buying Steps
v/s Buying Classes followed by the buyer during the sales
process. Please fill the Table below for the same.

    Buy Classes

    Straight Rebuy Modified Rebuy New Task

  1. Problem Recognition    High High

  2. General Need Description    High High

  3. Product Specification    High High
4. Supplier Search    Moderate High 
Buy Phases
5. Proposal Solicitation    Moderate Moderate
  6. Supplier Selection    Moderate Moderate
7. Order-routine
  Specification    High High 
  8. Performance Review    High High 
Please Rate the Degree of importance of the step as Low, Medium and High for your product / service.
6
How will you select value proposition – Please mention
attributes of product/ service under the following
proposition parameters.

a. Functional Benefits – Help your

family, Crime Deter, Support
Services, Specialty Systems Monitor
Children More Easily
b. Economic Benefits - Not very
expensive, Flexible, Long Term Use
c. Psychological Benefits – Security
and satisfaction
d. Social Benefits – Consumer

7
Calculate the Perceived Value of
the Product to convenience the
buyer
  Perceived Value Calculation  
  Value Attribute
Post purchase Perceived Value
Brands Price (20%) Security (40%) Durability (20%)
service (20%)
Your Brand
 4 5  3  5 4.4
RATZ

Competitor
INDIAMAR  4  5  4  3 4.2
T

Competitor
 3  5  4  3  4
Triple Play

Competitor
 3  5  3  3 3.6 
Boss Security
  Please assign relative weight to each parameter as per your judgment.   8
  Use 1 to 5 Ranking for calculating the Perceived Value.  
Establish the Roles played by people in your
Customers Organization for buying your
product/service

Buying Role Authority / Designation of person from the Buying Organization

Initiator
 Individual
Influencer
 People looking for security
Decider
 Corporate houses
Approver
 Family
Buyer
 All
User
Consumer
Gate Keeper 9
 Security Manger
 How will you negotiate payment terms, discount,
delivery terms, packaging, forwarding, insurance etc

• If you thinking for you security than there is no need for

discount or compromise on the security.
• Delivery terms will be as per the demand and
requirement of the consumer

10
Which method of buying will you request the buyer to follow – like: Hand to
mouth buying, Scheduled buying, Market purchasing, Contract buying, Blanket
orders, Seasonal buying and Group purchasing. Any other method of buying you
want to suggest. There are 12 methods of buying. Please read the same.

Contact buying

11
Your judgment on the Major Factors influencing the buying
behavior for your product / service –

  Influences on Business Buying Behaviour    

Environmental Degree of Organizational Degree of Interpersonal Degree of Individual Degree of
Influences Influence Influences Influence Influences Influence Influences Influence
Level of Demand  High Objectives  High Interests  Moderate Age  Low
Economic Outlook  Low Policies  High Authority  High Income
 High
Interest Rate  Moderate Procedures  Moderate Status  High Education  Moderate
Rate of
Organizational
Technological  High  High Empathy Low Job Position
Structures
Change  High
Political and
Regulatory  High Systems  High Persuasiveness  High Personality
Developments  High
Competitive
 High         Risk Attitude
Developments  Low
Social Responsibility
 Moderate         Culture
Concerns 12
 Low
Please Rate the Degree of Influence on Buying Behaviour as Low, Medium and High for your product / service.