 | Buying Behavior and the Buying Process
SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: - What are the different types of customers?
- How do organizations make purchase decisions?
- Which factors do organizations consider when evaluating products and services?
- Who is involved in the buying decision?
- What should salespeople do in the different types of buying situations?
- Which changes are occurring in organizational buying, and how will these changes affect salespeople?
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