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Chapter Three: "Understanding Buvers":

How do the three different types of purchasing decisions $($straight rebuy, modified rebuy, and new task$)$ influence the time and effort a buyer might allocate to the different steps of the purchase decision process?

$($Question $2$ & $3)$ How might a salesperson work with and assist a business buyer in each step of the buying process $($see below$)?$

Recognition of problem or need

Determination of characteristics of item and quantity needed

Description of characteristics of item and quantity needed

Search for and qualification of potential sources

Acquisition and analysis of proposals

Evaluation of proposals and selection of suppliers

Selection of an order routine

Performance feedback and evaluation

Explain the role of functional attributes and pychological attributes in the post$-$purchase determination of customer satisfaction. $($Think "after$-$the$-$sale" performance of product and salesperson$)$

What are the implications for a salesperson if$,$ when making a sales call, he or she discovers that there is no needs gap present? Illustrate your answer with an example.

Why does having knowledge, the capability to creatively apply that knowledge, in creating unique solutions become so Important for today's salesperson in the business$-$to$-$business marketplace?