1.What are the three prescriptions for the development of a successful customer strategy?

2.Describe the three most common types of organizational buying decisions.

3.Explain the five stages of the buying process.

4.Describe the three value-creation selling approaches that appeal to various customers.

5.Explain how Maslow's hierarchy of needs affect buyer behavior.

6.Describe the four group influences that affect buyer behavior.

7.What is perception? How does this relate to buying behavior?

8.What are the differences in rational and emotional buying motives? Give an example of each.