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An Idea A Day by David Thompson

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SALES

THE BUYER’S CYCLE

Jeremy Kourdi

The idea

One of the factors behind the success of businesses such as Dell is their ability to understand their customers. This firm (and others) ensures that its approach is as flexible as possible and as informed as it can be. Understanding buyers’ attitudes will enable you to influence behavior more easily and effectively.

Buying attitudes are determined by the buyer’s perception of the immediate ...

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