Page 30 - HBR's 10 Must Reads - On Sales
P. 30
MAJOR SALES: WHO REALLY DOES THE BUYING?
Matrix for gathering psychological information
Who’s in the buying center, and what is the base of their power?
Who are the powerful buyers, and what are their priorities?
What specific benefits does each important buyer want?
How do the important buyers see us?
Selling strategy
20
