After reading this chapter, you should be able to

• Explain the historical basis for stereotyped views of selling in society.



• Point out a variety of reasons why sales jobs can be highly satisfying.



• Identify and explain key success factors for salesperson performance.



• Discuss and give examples of different types of selling jobs.



• List and explain the roles of various participants in an organizational buying center.



• Describe the relationship between buying centers and selling centers and the nature of team selling.



• Outline the stages in organizational buyer decision making.



• Distinguish among different organizational buying situations.



• Understand the concept of CRM and how it serves to help salespeople manage information.