Use buying motives of businesses as the basis for sales presentations.

Use should reflect an understanding of the rational-versus-emotional nature of business buying motives, including maximizing technical service and social benefits in relation to costs.

Process/Skill Questions:

• What are the buying motives that drive businesses to make purchases?
• What factors do businesses consider when making a purchase?
• What effect has technology had on the buying motives of businesses?
• How can feature-benefit selling aid in the successful close of the sale?
• Why is relationship-building important in selling?