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Understanding the Buyer

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Course Description:  Better understanding the buying process is an important part of developing buyer relationships. This course discusses the difference between consumer buyers and business buyers. It also discusses the detailed steps of a buyer’s purchasing decision, as well as the communication skills salespeople need to develop.

Runtime: 0.50 Hours

After completing this course, participants will be able to:

  • Define the consumer market
  • Differentiate between the consumer market and the business market
  • Recognize the possible number of types of customer needs
  • Name the type of need when a buyer needs a specific task or function performed
  • Identify the need for acceptance from and association with others

Online System Requirements:

For the best experience, we recommend using Google Chrome. Supported browsers and operating systems:

  • Windows 7+:Firefox 11+ / Chrome 18+ / Microsoft Edge (not Internet Explorer)
  • Mac OS X+:Safari 5+ / Firefox 11+ / Chrome 18+

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ASA Headquarters and Education Foundation
1200 N. Arlington Heights Road, #150
Itasca, IL 60143
P: 630.467.0000
F: 630.467.0001