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As your text tells us, every buying decision has a motive behind it. Contrast emotional vs. rational buying motives. Can you give an example of when you were influenced by one or the other. How about when you had a combination of the two motivations. Switch to a business scenerio, Is it ethical to allow a business customer to buy for patronage motives when some of your products may not be the best choice for them?
While there are still opportunities for sales employment in traditional industries like manufacturing and retailing, as your text suggests we have moved into more of a knowledge-based economy. Much of our countries future economic and employment growth is expected to come from knowledge-based companies. Constant Contact is an example of one such knowledge based company. Explore their website and discuss the various ways they exemplify what you are learning in this course. List at least three things that match the lessons you have learned so far
Write a paragraph or 2 for each of the topics for discussion.
The book is from principles of salesmanship.