CUSTOMER MOTIVES AND INFLUENCES
Select a product or industry with which you are familiar and discuss one or more of the following topics:
Discriminate between roles in the selling process such as buyer, influencer, salesperson, and sales manager. Who would be a typical buyer? Who would be a typical influencer?
What would be some of the buying motives? What objections would you anticipate?
What would sales communication styles be most successful given the buyer profile?
How would you address the objections using this communication style?
How would the customer strategy differ between customers in France and the United States?