{"id":180,"date":"2021-12-01T16:02:58","date_gmt":"2021-12-01T21:02:58","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=part&#038;p=180"},"modified":"2022-04-25T13:31:11","modified_gmt":"2022-04-25T17:31:11","slug":"chapter-6","status":"publish","type":"part","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/part\/chapter-6\/","title":{"raw":"Chapter 6: Why and How People &amp; Organizations Buy","rendered":"Chapter 6: Why and How People &amp; Organizations Buy"},"content":{"raw":"<h2 class=\"import-Heading7\">Learning Objectives<\/h2>\r\n<ol>\r\n \t<li>Describe the different types of customers and their needs.<\/li>\r\n \t<li>Discuss the implications of Maslow\u2019s hierarchy of needs for selling.<\/li>\r\n \t<li>Differentiate the types of buyers and buying situations in the business-to-business (B2B) environment.<\/li>\r\n \t<li>List the steps in the buying process.<\/li>\r\n \t<li>Identify how to use FAB for effective selling.<\/li>\r\n<\/ol>","rendered":"<h2 class=\"import-Heading7\">Learning Objectives<\/h2>\n<ol>\n<li>Describe the different types of customers and their needs.<\/li>\n<li>Discuss the implications of Maslow\u2019s hierarchy of needs for selling.<\/li>\n<li>Differentiate the types of buyers and buying situations in the business-to-business (B2B) environment.<\/li>\n<li>List the steps in the buying process.<\/li>\n<li>Identify how to use FAB for effective selling.<\/li>\n<\/ol>\n","protected":false},"parent":0,"menu_order":6,"template":"","meta":{"pb_part_invisible":false,"pb_part_invisible_string":""},"contributor":[],"license":[],"class_list":["post-180","part","type-part","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/180","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/part"}],"version-history":[{"count":4,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/180\/revisions"}],"predecessor-version":[{"id":527,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/180\/revisions\/527"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=180"}],"wp:term":[{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=180"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=180"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}