Question:CUSTOMER MOTIVES AND INFLUENCES
Select a product or industry with which you are familiar and discuss one or more of the following topics:
- Discriminate between roles in the selling process such as buyer, influencer, salesperson, and sales manager. Who would be a typical buyer? Who would be a typical influencer?
- What would be some of the buying motives? What objections would you anticipate?
- What sales communication styles would be most successful given the buyer profile?
- How would you address the objections using this communication style?
- How would the customer strategy differ between customers in France and the United States?
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