# CTE Resource Center - Verso - Marketing, Advanced Task 896546736

CTE Resource Center - Verso

Virginia’s CTE Resource Center

Use buying motives of businesses as bases for sales presentations.

Definition

Sales presentation should reflect an understanding of the rational-versus-emotional nature of business buying motives, including maximizing technical service and social benefits in relation to costs.

Process/Skill Questions

  • What are the buying motives that drive businesses to make purchases?
  • What factors do businesses consider when making a purchase?
  • What impact has technology had on the buying motives of businesses?
  • How can relationship-building aid in the sales presentation to close the sale?
  • How can feature-benefit selling aid in the successful close of the sale?

Other Related Standards

National MBAResearch Standards-Marketing

Acquire a foundational knowledge of selling to understand its nature and scope.

 

Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.