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Indicator 3.06

Indicator 3.06. Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer. Vocabulary. Consumer Organizational buying behavior. Characteristics of consumer buying behavior. Characteristics of organizational buying behavior.

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Indicator 3.06

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  1. Indicator 3.06 Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.

  2. Vocabulary • Consumer • Organizational buying behavior

  3. Characteristics of consumer buying behavior

  4. Characteristics of organizational buying behavior

  5. Importance of distinguishing between consumer and organizational buying behavior in selling

  6. Distinguish between the consumer buying process and the organizational buying process

  7. Explain a salesperson’s need to stay up-to-date on sales trends

  8. Impact of globalization on selling

  9. Impact of better informed customers on selling

  10. Impact of social media on selling

  11. Impact that relationship building has on selling

  12. Impact of mobile technology on selling

  13. Impact of cloud technology on selling

  14. Availability of multiple channels for reaching customers impacts selling

  15. Impact that customer information sharing through Customer Relationship Management (CRM) systems has on selling

  16. Salespeople are using electronic sales presentations • Online video conferencing • Web/phone conferencing • Online text chat

  17. How companies are using electronic sales training

  18. Use of customer teams in selling

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