Different roles in the DMU are:

* Users
* Buyer
* Decider
* Gatekeeper
** Gatekeepers can say "no" but they cannot say "yes"
* Influencer

A special role at the customer is the ''//coach//''. Who is the person that:
* Wants you to win
* Helps/Guides you through the opportunity
* Has credibility with the other buying influencer
* Is part of the decision making unit
* Can be more than one person

The DMU can perceive your offering in the following ways:
* [[Growth|Growth perceivers in the DMU]]
* [[Trouble|Trouble perceivers in the DMU]]
* [[Neutral|Neutral perceivers in the DMU]]
* [[Overconfident|Overconfident perceivers in the DMU]]

You can use the following rating scheme to assess each member in the DMU:

|Rating|Verbal indication|h
|5|Advocate|
|4|Strongly supportive|
|3|Supportive|
|2|Interested|
|1|Will go along|
|-1|Probably won't resist|
|-2|Uninterested|
|-3|Negative|
|-4|Very negative|
|-5|Anti sponsor|
bag
sales_public
created
Fri, 09 Dec 2011 10:59:52 GMT
creator
dirkjan
modified
Fri, 09 Dec 2011 10:59:52 GMT
modifier
dirkjan
tags
M20
Term
creator
dirkjan