deca marketing SE

selling

terms-of-sale policies

focus on aspects of a sale with which customers are most concerned

• includes discount, pricing, and credit policies

selling-activity policies

focus on providing salespeople w/ guidelines for interacting w customers or potential customers

service policies

designed to govern the support a company provides to its customers after sale

• includes installation policies

generic theory of buying behavior

recognizing a need and making a purchase to meet that need

environmental theory of buying behavior

buyers exhibit different buying behavior based on their current situation or setting

cultural theory of buying behavior

a person’s values and beliefs are impacted by their community and how those values influence buying decisions

internal theory of buying behavior

personality traits and lifestyle impact a customer’s buying behavior