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  • Taller Cap. 8 Selling Today

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    CRISTIAN SERRANO DELGADO
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    The document outlines 9 questions about strategic selling concepts from Chapter 8 of the book "Selling Today" including the three prescriptions for developing a customer strategy according to the Strategic/Consultative Selling Model, the three most common types of organizational buying situations, the five major stages in the typical buying process, three value creation selling approaches that appeal to various customers, the five buying decisions in the buyer resolution theory, how Maslow's hierarchy of needs affects buyer behavior, the four group influences on buyer behavior, the definition of perception, and the difference between emotional and rational buying motives.

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    TALLER CAP. 8 SELLING TODAY

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    The document outlines 9 questions about strategic selling concepts from Chapter 8 of the book "Selling Today" including the three prescriptions for developing a customer strategy according to the Strategic/Consultative Selling Model, the three most common types of organizational buying situations, the five major stages in the typical buying process, three value creation selling approaches that appeal to various customers, the five buying decisions in the buyer resolution theory, how Maslow's hierarchy of needs affects buyer behavior, the four group influences on buyer behavior, the definition of perception, and the difference between emotional and rational buying motives.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    9 views1 page

    Taller Cap. 8 Selling Today

    Uploaded by

    CRISTIAN SERRANO DELGADO
    The document outlines 9 questions about strategic selling concepts from Chapter 8 of the book "Selling Today" including the three prescriptions for developing a customer strategy according to the Strategic/Consultative Selling Model, the three most common types of organizational buying situations, the five major stages in the typical buying process, three value creation selling approaches that appeal to various customers, the five buying decisions in the buyer resolution theory, how Maslow's hierarchy of needs affects buyer behavior, the four group influences on buyer behavior, the definition of perception, and the difference between emotional and rational buying motives.

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    © All Rights Reserved
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    TALLER EN GRUPO CAPITULO 8

    LIBRO SELLING TODAY

    1. According to the Strategic/Consultative Selling Model, what are


    the three prescriptions for the development of a successful
    customer strategy?
    2. List and describe the three most common types of organizational
    buying situations.
    3. Describe the five major stages in the typical buying process.
    4. List and describe three value creation selling approaches that
    appeal to various types of customers.
    5. According to the buyer resolution theory, a purchase is made only
    after the prospect has made five buying decisions. What are they?
    6. Explain how Maslow’s hierarchy of needs affects buyer behavior.
    7. Describe the four group influences that affect buyer behavior.
    8. What is meant by the term perception?
    9. Distinguish between emotional and rational buying motives.

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