For effective sales strategies the companies, or suppliers, need to know as much as possible about their buyer behaviour. This can be partially discovered through market research, through interviews, and with direct contact with potential customers.
When the company is familiar with their buyer behaviour then they can more readily address their buyers’ needs. In this way, there should be more sales and greater satisfaction amongst customers. In summary, companies need to determine the important buying determinants amongst their customers and is an insight into the customers overall buying behaviour.
This may be achieved, to some extent at least, by effective market research.
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