The Power of Selling, 2010a

6. [2] “Job Search: Back Up Your Resume with a Portfolio,”
WorkForce2.org,http://www.workforce2.org/resume-portfolio.htm (accessed August 5, 2009).
7. [3] Maureen Crawford Hentz, “How to Obtain and Use References and Recommendation Letters,”
Quintessential
Careers,http://www.quintcareers.com/references_recommendation_letters.html (accessed August 5,
2009)
8. [4] Resumemic09, “What Is a Portfolio and How Can I Use One to Get a Job?” video, July 24,
2009, http://www.youtube.com/watch?v=PrHI0m0B1l4 (accessed August 5, 2009).
9. [5] Peggy Klaus, Brag: The Art of Tooting Your Own Horn Without Blowing It (New York: Hachette Book
Group, 2003), front cover.
10. [6] “How to Create an Awesome Work Portfolio,”
ManifestYourPotential.com,http://www.manifestyourpotential.com/en/work/tensteps/4preparework/ho
wto/jobsearch/portfolio.htm (accessed August 5, 2009).
6.4 Review and Practice
Power Wrap-Up
Now that you have read this chapter, you should be able to understand why and how people buy in B2C
and B2B situations.
You can describe the types of customers and why this information is important in determining
customers’ needs.
You can discuss the implications of Maslow’s hierarchy of needs for selling.
You can learn the types of buyers and buying situations in a B2B environment.
You can list the steps in the buying process and describe how and why the process is evolving.
You can understand the role of emotions in the buying decision.
You can learn how to use FAB for effective selling.
You can understand how to develop your personal FAB message.
You can learn how to make your FAB message memorable in an interview.
TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
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