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The Sales Book by Graham Yemm

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Objectives

  • To understand the concept of the Decision Making Unit
  • To recognise the need to develop your range of contacts within prospective customers
  • To understand the different types of buyer or influencer within the Decision Making Unit

Understanding

Buying decisions are rarely, if ever, made by one individual without any influence from others, even for people who are buying something personally. This influence might be from the media, websites, friends, family. Within organisations it could be through formal reporting lines or job roles, or colleagues who have an involvement with the eventual decision.

Different sales development and training companies have created their own labels to define the various roles involved within ...

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