The Approach

Question 1

The 4 Communication Styles:

Answer 1

Amiable=relations & slow
Expressive=relations & fast
Analytical=task-oriented & slow
Driver=task-oriented & fast

Question 2

What is a transactional buyer?

Answer 2

Knows what they want: lower costs and/or lower hassles

Question 3

What is a consultative buyer?

Answer 3

Wants help from an expert, adding value of product through process (step after sales services)

Question 4

What is a strategic alliance buyer?

Answer 4

2 businesses make a contract sale that give them market advantages

Question 5

Other types of buying:

Answer 5

1. New Task Buy (first time)
2. Straight Re-Buy (routine)
3. Modified Buy (reviewing mods, prices, quality, etc.)
4. System Selling (avoiding separate steps, all in one product)

Question 6

Difference between a consumer and business buyer =

Answer 6

Consumers are PERSONAL (preferences and interests)
Business buyers are NOT personal (has set criteria designed by company.