Buyers and individual decisions

Unit 4: Buyer Behavior and buying ProcessTopic 1 of 2

Browse the Fundamentals of Selling syllabus

Fundamentals of Selling

11 units

1 Introduction
- Selling foundations and roles
- Sales duties, jobs and qualifications
2 Understanding Sales Process
3 Communication and Transactional Analysis in sales Job
4 Buyer Behavior and buying Process
- Buyers and individual decisions
- Organizational buying and customer knowledge
5 Building future sales and customer Relations
6 Managing Sales force in the organization
- Sales force tasks and design
- Recruitment, selection and challenges
7 Arrangement of Sales Territories
- Territory rationale
- Territory management and account planning
8 Arrangement of Sales Quotas
- Quota foundations and types
- Quota methods and problems
9 International Sales
- Foreign opportunities and buyers
- Difficulties and international sales tools
10 Supervising, evaluating, and controlling Sales and Sales Personnel
11 Project Work
- Project requirement
- Assignment and preparation

On this page

What the syllabus expects

Meaning of buyer behavior
Types of buyer- Individual buyer and Industrial buyer
Individual buying process
Factors affecting buying decisions

Buyers and individual decisions

Bachelor of Business Studies (BBS) — Fourth Year

Subject: Fundamentals of Selling (MKT 250)

Unit 4: Buyer Behavior and buying Process

Academic Year: 2083/84

Topic Objectives

After studying this topic, students should be able to:

Explain the scope and key elements of buyers and individual decisions.
Apply the relevant marketing concepts to a defined customer group, market or business decision.

Curriculum Scope

Meaning of buyer behavior
Types of buyer- Individual buyer and Industrial buyer
Individual buying process
Factors affecting buying decisions

Detailed Microsyllabus

Buyer foundations
1. Individual and industrial buyers.
2. Needs and purchase context.
3. Different decision requirements.
Individual process
1. Recognize need, search, evaluate and decide as prescribed.
2. Factors affecting decisions.
3. Avoid assuming every buyer follows an identical sequence.

Curriculum reference: Tribhuvan University, Faculty of Management, revised four-year BBS curriculum, PDF pages 97–99.

Source note: The curriculum scope above is retained from the existing TU syllabus breakdown. The numbered study subtopics are editorial elaborations for teaching and study, rather than a separately issued TU syllabus. Unit or component allocations apply at their stated level; no separate topic hours or marks are assigned here. Examples involving current laws, rates, institutional products or Nepalese status must identify the relevant period and official materials; no changing numerical or legal requirements are invented here.