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An aroused need that stimulates behavior intended to satisfy that need. All buying behaviors must be based on the needs, but the needs that are promoted by effective culimuti (Buying Motive), will become buying action. | The Psychology of Selling: Why people buy, what people buy Develop a customer strategy Understand buyer behavior Discover customer needs Develop prospect base Buyer Resolution Theory Five buying decisions: Why should I buy? What should I buy? Where should I buy? What is a fair price? When should I buy? Buying Motive An aroused need that stimulates behavior intended to satisfy that need. All buying behaviors must be based on the needs, but the needs that are promoted by effective culimuti (Buying Motive), will become buying action. | The Psychology of Selling: Why people buy, what people buy Develop a customer strategy Understand buyer behavior Discover customer needs Develop prospect base Buyer Resolution Theory Five buying decisions: Why should I buy? What should I buy? Where should I buy? What is a fair price? When should I buy? Buying Motive An aroused need that stimulates behavior intended to satisfy that need. All buying behaviors must be based on the needs, but the needs that are promoted by effective culimuti (Buying Motive), will become buying action. | The Psychology of Selling: Why people buy, what people buy Develop a customer strategy Understand buyer behavior Discover customer needs Develop prospect base Buyer Resolution Theory Five buying decisions: Why should I buy? What should I buy? Where should I buy? What is a fair price? When should I buy? Buying Motive An aroused need that stimulates behavior intended to satisfy that need. All buying behaviors must be based on the needs, but the needs that are promoted by effective culimuti (Buying Motive), will become buying action.
