11) - Personal Selling Understanding Buyer Behavior Today's...

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Personal Selling Understanding Buyer Behavior Today’s Class Customer classifications Case Study Types of Buys Buying Decisions Buying Team Types More Iles tips Customer Classifications PRODUCERS: O.E.M’s(pretty sure this one is on the test): Someone who is buying things to put into the products (buying seats for a car) End User: ReSeller: barns & noble (buy books, put on shelves, sell to us)
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GOVT: largest in united states. INSTITUTIONS: ex. MSU have to follow rules like the gov’t CONSUMERS Types of Buys New: the one that is going to be the most lucrative for you as a sales person. A person is buying something for the first time. So you as a sales person has more leverage towards persuading the customer to buy from you. Higher risk and a Higher Reward. Modified Re-buy: custerom buying a product that has changed significantly Straight Re-buy: Aspects of Understanding Buyer Behavior Why: The customer will buy
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How : Decision Process works What: Is buyer " looking for" Who: Will be Involved Why Buy? "In order to sell you have to understand why people buy" How: Decision Process Works.Steps in Buying Process Steph 1 and 2: most successful salesperson gets involved in these. Step 1(I know this one is on the test): Recognition of need / pain
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Salesmen use step1, looking for the first sign/conversation for a new need or reasons why they really need to buy. High level of Pain= very little choices.
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11) - Personal Selling Understanding Buyer Behavior Today's...

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