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Bellevue University - BA 458Chap002

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Chapter 02 - The Process of Selling and Buying Chapter 2 - The Process of Selling and Buying Learning Objectives for Chapter 2  Recognize the key drivers of change in selling and sales managemen ... t.  Understand the best practices in selling that lead to exceeding customer expectations.  Explain the historical basis for stereotypical views of selling in society.  Point out a variety of reasons why sales jobs can be highly satisfying.  Identify and explain key success factors for salesperson performance.  Discuss and give examples of different types of selling jobs.  List and explain the role of various participants in an organizational buying center.  Describe the relationship between buying centers and selling centers and the nature of team selling.  Outline the stages in organizational buyer decision making.  Point out the nature of different organizational buying situations. Definition of Key Terms in Chapter 2  Drivers of change (pg. 32) o Six have been identified in reinventing sales organization’s so they can compete successfully.  Building long-term relationships with customers.  Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups.  Gaining greater job ownership and commitment from salespeople. [Show More]

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