SHR — Swiss Human Resources
Research 2024-12-04 High-Value Selling Fribourg

Who really decides B2B purchases?

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Who really decides B2B purchases? — SHR, Fribourg
Who really decides B2B purchases? — SHR, Fribourg

Who really decides B2B purchases? — what studies show, and what they don't.

The research

Study: Webster & Wind (1972, Journal of Marketing)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Who really decides B2B purchases? — SHR, Fribourg — Fribourg
Who really decides B2B purchases? — SHR, Fribourg — Fribourg

Practical check in Fribourg

Define one measurable indicator, test for a month, compare. To go further: explore the High-Value Selling training in Fribourg, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Fribourg

High-Value Selling training in Fribourg — in practice
High-Value Selling training in Fribourg — in practice
High-Value Selling training in Fribourg — hands-on workshop
High-Value Selling training in Fribourg — hands-on workshop
High-Value Selling training in Fribourg — on the ground
High-Value Selling training in Fribourg — on the ground

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