Why People Buy

Duration: 0:21:00

Year Published: 1981

Creator: CRM Productions | CRM/McGraw-Hill Films

Format: 16mm

Color: Color

Sound: sound

Description: Explores the dynamics of retail and organizational buying patterns and focuses on selling strategies, explaining what types of customers each strategy works well with and why. Views buying as a problem-solving process and compares different buyers involved in the four stages of the purchasing process. Highlights problems which may arise in the evaluation and selection of certain items, such as cars and homes. Contrasts retail buying with factors influencing organizational buying., Explores the dynamics of retail and organizational buying patterns and focuses on selling strategies, explaining what types of customers each strategy works well with and why. Views buying as a problem-solving process and compares different buyers involved in the four stages of the purchasing process. Highlights problems which may arise in the evaluation and selection of certain items, such as cars and homes. Contrasts retail buying with factors influencing organizational buying.

Complete Record: , This upbeat film displays all types of salespeople and selling tools, including territorial representation, on-site sales, point of purchase display, television, radio, and the across-the-desk handshake. Each is presented with a humorous introduction that explains what types of customers each works well with and why., Explores the dynamics of retail and organizational buying patterns and focuses on selling strategies, explaining what types of customers each strategy works well with and why. Views buying as a problem-solving process and compares different buyers involved in the four stages of the purchasing process. Highlights problems which may arise in the evaluation and selection of certain items, such as cars and homes. Contrasts retail buying with factors influencing organizational buying.NOTE: Two (or more) records have been merged together to create this data.