2.0 Learning Outcomes

Learning Outcomes

  • Describe the different types of customers and their needs.
  • Discuss the implications of Maslow’s hierarchy of needs for selling.
  • Differentiate the types of buyers and buying situations in the business-to-business (B2B) environment.
  • List the steps in the buying process.
  • Identify how to use FAB for effective selling.

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Sales Leadership Management Copyright © 2023 by Fanshawe College is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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