MKTG301 Discussion Board Q’s W3

Description

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.

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