Knowledge of alternatives is a characteristic of the customer buying task that can impact salesperson effectiveness.
Consumer buying process---
Consumers go through a set of sequential steps while buying a product. A buying process is the sequence of steps that a consumer takes while making a purchasing decision . A normal consumer purchases includes the recognition of needs and wants .
A consumer will not initiate a purchase without recognition of needs and wants , when consumer feels the need to buy a particular product , he will go for a purchase decision.
Role of salesperson in the selling process is to consider the needs and wants of the consumer at all phases of selling , from approaching the customer to reaffirming the buyer- seller relationship after the sale . The product offered should be capable of meeting customer's needs and wants.
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