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1.Fewer,  Larger Buyers – Tire manufacturers have OEM contracts with few

automobile manufacturers.

2.

Close supplier customer relationship – as there are fewer customers, suppliers

tend to develop a closer customer relationship. WIPRO’s close relationship

with IIMB, for the sale of computers

3.

Professional purchasing – use of buying instruments such as quotations,

proposals and purchasing contracts; buyers guided by firm’s purchasing

policies, constraints and requirements

4.

Several buying influences – the buying committee may consist of technical

experts, senior management, gatekeepers from consultancies etc. Thus the seller

should send trained sales people.

5.

Multiple sales calls – sales cycles extends from few days to few years; thus seller

needs to make multiple sales calls to win orders.

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