Buying Center Roles and Attributes

If you edit the buying center you can set a range of attributes related to the contact you are adding to the buying center. The attributes are as follows:

• Role: the role of this individual in the sales process. From the dropdown the typical roles are available like Project Manager, Business Decision Maker and others.
• Propensity to Buy: this defines the individual’s willingness to buy. The ranking goes from ‘--‘ to ‘-‘ which means a negative position, via ‘o’ as neutral to ‘+’ and ‘++’ expressing a positive attitude.
• Level of Influence defines the importance of the person in the procurement process. Sometimes also externals or people who are not the decision makers are key influential persons in the process. The ranking here follows the same logic ranking from ‘--‘ to ‘++’
• Level of Support defines that individual’s position towards you as a vendor and competitor in the sales process. Also here with a ranking from ‘--‘ to ‘++’ you can define the individual’s position related to your offer.