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Stimulus Response Selling - An approach to selling where the key idea is. that various
stimuli. elicit predictable responses from customers. SalespeOple furnish. the stimuli- from
a repertoire of words and actions d
Industry and. Company Knowledge SalespeOple may be asked what they know about
their company and industry, This knowledge is very important.
-~ Each company initiates policies to ensure consistent decisions are made throughout the
organization. The salespe
Types of Purchasing Decisions - Buyer behavior and purchase decisions are based on the
relevant knowledge that buyers have accumulated from multiple sources to assist them in making
the prOper choice.
- Buyers reect on past experiences as guides for mak