OUTCOMES
- Personal, social, cultural and psychological factors are distinguished in terms of their relationship to, and impact upon customer purchasing decision motives and behaviours.
- Customer purchasing roles and decision processes are differentiated in relation to market type, customer base and product range.
- Evaluation of customer purchasing motives and behaviours examines trends in relation to the adoption of selling approaches.
- Sales and service strategies are consistent with the information obtained to distinguish customer buying motives and behaviours.
- Customer needs and preferences are defined in relation to products and services.
- Sales and service strategies are developed for individual customers that acknowledge the extent to which the business can assist customers to maximise product value and benefits.
- Sales and service strategies are developed for individual customers that identify customer needs from a customer perspective.
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