Why and How People & Organizations Buy

Learning Objectives

  1. Describe the different types of customers and their needs.
  2. Discuss the implications of Maslow’s hierarchy of needs for selling.
  3. Differentiate the types of buyers and buying situations in the business-to-business (B2B) environment.
  4. List the steps in the buying process.
  5. Identify how to use FAB for effective selling.

License

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Selling for Success 3e Copyright © 2023 by NSCC is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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