Outcomes
By the end of this module, you will understand:
- What the DMU is and its make up
- How to tailor your approach for different individuals
- Importance of multiple relationships and their depth of engagement
- How to identify end users and how to execute your message
Introduction
Curriculum
Introduction
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Module Content
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- The decision making unit (DMU) (1:46)
- The DMU constellation (0:33)
- Champion (2:41)
- End user (2:11)
- Primary economic buyer (3:06)
- The target market (1:28)
- The DMU constellation revisited (3:08)
- Other roles / detractors (4:31)
- Brent Adamson quote (0:24)
- Full DMU make-up (0:31)
- The full DMU (2:55)
- Tactical application (4:59)
- DMU summary (1:54)
Wrap Up
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