In these situations, the purchase tends to be important, but there may be little to choose between brands and later on they regret for something that they bought.

Salespeople need the security of stable earnings but tend to be older and less trained than average.

Technical qualification or a degree may be a prerequisite upon which selling skills can be built

The implication is that marketing effort should be directed not to selling product but to customer problem-solving.

Salespeople may be found in the building industry selling to specifiers such as architects.

Placed on the professional level of salespeople who are technically competent with high levels of product knowledge.

Some or all of the members of the DMU/ buying center feel that reappraisal and re-evaluation of alternatives are necessary.

Normally associated with large-scale contracts for raw materials such as coal to power stations.

Where function is to serve the already committed customer. Critics muight suggest that many customers for many products are not committed.

Who deal directly with the public are the most visible and most familiar type of salesperson.

Included in this category is the direct selling of such products as double glazing, encyclopedias and vacuum cleaners.

Salesperson are also order getters, hunters rather than farmers.

Traditionally this has been one of the most common types of selling, in which salespeople are primarily employed on dealer/retailer service selling

Where the prime function is the end result of the physical movement of goods.