Overview
Select two of the following questions for your discussion posting.
- In your own words, discuss how the three different types of purchasing decisions (straight rebuy, modified rebuy, new task) influence the time and effort a buyer might allocate to the different steps of the purchase decision process? Provide personal examples of each type of purchasing decision.
- What are the implications for a salesperson if, when making a sales call, they discover that there is no needs gap present? Illustrate your answer with an example.
- Explain why talking with buyers rather than talking at buyers is critical to success in selling. Provide a personal example of each.
- Identify and explain each of the individual steps involved in the SPIN sequence of questioning. Develop two example questions for each step.