Customer decision making - PowerPoint PPT Presentation

Customer Decision Making

Customer Decision Making. A good salesperson does not just sell a product’s FEATURES. They sell. BENEFITS. How do you know what BENEFITS the customer wants or needs?. Lesson Objectives: You will be able to. describe the difference between rational and emotive customer motives to buy.

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274 views • 15 slides

The Sales function

The Sales function. Selling and the management concept. Purpose and goal. The purpose of selling is to help customers make satisfying buying decisions, with the goal of creating ongoing, profitable relationships with them.

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175 views • 12 slides

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