List and describe the three most common types of organizational buying situations, marketing homework help

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Complete, and submit
answers to Chapter 8 Review Q’s # 8.2, 8.5, 8.6, 8.7, 8.8

8.2 List and describe the three most common types of
organizational buying situations.

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”?

Complete and submit Chapter9 Review Q’s # 9.2, 9.5, 9.7, 9.8, 9.9. 

9.2 Describe three steps progressive marketers are taking to
improve the quality of the prospecting and account development effort.

9.5 What is “networking”? How might a real estate
salesperson use networking to identify prospects?

9.7 What are the most common methods of organizing prospect
information?

9.8 When is sales intelligence important? What are the three
most important pieces of sales intelligence a salesperson needs to know?

9.9 Describe two popular models for performing the account
analysis.

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