The Purchase Decision Process
With
the exception of impulse purchases, A step may get more or less attention than it deserves, and the
steps may follow a different sequence. The process may be orderly or chaotic,
very fast or very slow. Think of this flow chart as being like a map of a
region. From point "A" to point "B" different travelers
will choose different routes, but the terrain is the same.
The salesperson with the map and the skills to guide can add value for a customer and can also enjoy an advantage over competitors. Selling in this way is called Decision Process Selling.
To learn more about the purchase decision process and its role
in
effective selling, contact us.
email:
DL@Fidocommunications.com
or call: 914 962 0786