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Understanding what causes a customer to buy is a critical element for success. Think about your own buying decisions.

Understanding what causes a customer to buy is a critical element for success.

Think about your own buying decisions. You probably have purchased something and was motivated by one of the four types that are described in the text

Define and explain the 4 key types of buying motives introduced in the text. After each definition and description, please explain how a salesperson might be able to focus their selling strategy to a buyer of each category.

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