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In the context of the types of buyer needs, functional needs represent the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.
Q10: When a buyer's desired state and his
Q26: A _ is an individual or organization
Q47: If a buyer raises a time objection,
Q69: Psychologists distinguish between _ motives like the
Q74: ADAPT is an acronym for the five
Q86: Voice characteristics, examples and anecdotes, and comparisons
Q89: Which of the following is true of
Q90: "Talking with the customer" rather than "talking
Q92: In sales prospecting, which of the following
Q181: An argument consists of one or more