Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.
Systems/solutions selling
All the individuals and units that play a role in the purchase decision-making process.
Buying center
Members of the buying organization who will actually use the purchased product or service.
Users
People in an organization's buying center who affect the buying decision; they often help define specifications and also provide information for evaluating alternatives.
Influencers
People in an organization's buying center who make an actual purchase.
Buyers
People in an organization's buying center who have formal or informal power to select or approve the final suppliers.
Deciders
People in an organization's buying center who control the flow of information to others.