Which term describes the steps a customer goes through when deciding to make a purchase?

The term that describes the steps a customer goes through when deciding to make a purchase is the sales cycle. This concept encompasses all the stages a buyer experiences, from recognizing a need or problem to considering options, making the decision to purchase, and ultimately following through with the transaction. The sales cycle captures the entire decision-making process, which can include researching products, evaluating alternatives, and deliberating on the final choice.

Understanding the sales cycle is critical for businesses as it helps them tailor their marketing strategies to support consumers at every step, improving the chances of conversion from prospect to buyer. This term is specifically centered on the customer's perspective and aligns directly with the purchasing behavior and decision-making process.

In contrast, the supply chain refers more to the logistics and flow of goods from production to the consumer, while market segmentation involves categorizing consumers into different groups based on characteristics or behaviors. The consumer lifecycle, while related, refers more broadly to the stages a consumer goes through during their relationship with a brand over time, rather than the specific steps of making a purchase.