Question
1: List and describe three value creation selling approaches that appeal to various types of customers. 2: According to the buyer resolution theory, a purchase
1: List and describe three value creation selling approaches that appeal to various types of customers.
2: According to the buyer resolution theory, a purchase is made only after the prosepect has made five buying decisions. What are they?
3: Explain how Maslow's hierarchy of needs affects buyer behavior.
4: J.D. Power, founder of J.D. Power and Associates , says " We define quality as what the customer wants." Do you agree or disagree with his observations? Explain your answer.
5: What is the relationship between value-added selling strategies and the cluster of product-selling satisfactions?
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