You have been tasked by a Salesforce Training firm to produce an article for their newsletter. The article is to be written as part of a special issue for trainee sales people. The title of the article is:
‘People Get Ready'
The article should provide a thorough and fully referenced introduction to the buying situation (new task, straight rebuy etc) and the significance of the buying situation for a sales person.
The article must:
1. Provide the target reader (trainee sales person) with informed views on the buying situation, sourced from academic articles.
2. Outline any areas of debate or controversy.
3. Relate the idea of the buying situation to industrial (B2B) selling.
4. Offer relevant examples to illustrate the ideas.