8-1 According to the Strategic/Consultative–Selling Model, what are the three prescriptions for the development of a successful customer strategy?

8-2 List and describe the three most common types of organizational buying situations.

8-3 Describe the five major stages in the typical buying process.

8-4 List and describe three value-creation selling approaches that appeal to various types of customers.

8-5 According to the buyer resolution theory, a purchase is made only after the prospect has made five buying decisions. What are they?

8-6 Explain how Maslow’s hierarchy of needs affects buyer behavior.

8-7 Describe the four group influences that affect buyer behavior.

8-8 What is meant by the term “perception”?

8-9 J. D. Power, founder of J.D. Power and Associates, says, “We define quality as what the customer wants.” Do you agree or disagree with his observations? Explain your answer.