{"id":70,"date":"2015-07-29T19:36:23","date_gmt":"2015-07-29T19:36:23","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&#038;p=70"},"modified":"2015-07-29T19:36:23","modified_gmt":"2015-07-29T19:36:23","slug":"chapter-6-why-and-how-people-buy-the-power-of-understanding-the-customer","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/chapter-6-why-and-how-people-buy-the-power-of-understanding-the-customer\/","title":{"raw":"Chapter 6 Why and How People Buy: The Power of Understanding the Customer","rendered":"Chapter 6 Why and How People Buy: The Power of Understanding the Customer"},"content":{"raw":"<div class=\"im_section\">\r\n<h1 class=\"im_title im_editable im_block\"><\/h1>\r\n<div id=\"fwk-125752-ch06_n01\" class=\"im_video im_editable im_block\">\r\n<h3 class=\"im_title\">Video Ride-Along with Rachel Gordon, Account Manager at WMGK Radio<\/h3>\r\nMeet Rachel Gordon. Rachel has been in sales for three years and has learned that selling is about understanding the customer\u2019s needs and wants. Rachel sells advertising and marketing programs to businesses such as casinos, restaurants, car dealerships, and local businesses. Rachel graduated from Cornell University with a degree in fashion merchandising. After two years in retail, she learned that selling is her passion.\r\n\r\nRide along with Rachel and learn how she identifies the decision maker versus the influencer in a sales call and why each is important to making the sale.\r\n\r\nhttps:\/\/youtu.be\/lrQ7HHct4ZE\r\n\r\n<\/div>\r\n<\/div>","rendered":"<div class=\"im_section\">\n<h1 class=\"im_title im_editable im_block\"><\/h1>\n<div id=\"fwk-125752-ch06_n01\" class=\"im_video im_editable im_block\">\n<h3 class=\"im_title\">Video Ride-Along with Rachel Gordon, Account Manager at WMGK Radio<\/h3>\n<p>Meet Rachel Gordon. Rachel has been in sales for three years and has learned that selling is about understanding the customer\u2019s needs and wants. Rachel sells advertising and marketing programs to businesses such as casinos, restaurants, car dealerships, and local businesses. Rachel graduated from Cornell University with a degree in fashion merchandising. After two years in retail, she learned that selling is her passion.<\/p>\n<p>Ride along with Rachel and learn how she identifies the decision maker versus the influencer in a sales call and why each is important to making the sale.<\/p>\n<p><iframe loading=\"lazy\" id=\"oembed-1\" title=\"Rachel Gordon - Finding the Decision Maker\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/lrQ7HHct4ZE?feature=oembed&#38;rel=0\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<\/div>\n<\/div>\n\n\t\t\t <section class=\"citations-section\" role=\"contentinfo\">\n\t\t\t <h3>Candela Citations<\/h3>\n\t\t\t\t\t <div>\n\t\t\t\t\t\t <div id=\"citation-list-70\">\n\t\t\t\t\t\t\t <div class=\"licensing\"><div class=\"license-attribution-dropdown-subheading\">CC licensed content, Shared previously<\/div><ul class=\"citation-list\"><li>Powerful Selling. <strong>Authored by<\/strong>: Anonymous. <strong>Provided by<\/strong>: Anonymous. <strong>Located at<\/strong>: <a target=\"_blank\" href=\"http:\/\/2012books.lardbucket.org\/books\/powerful-selling\/\">http:\/\/2012books.lardbucket.org\/books\/powerful-selling\/<\/a>. <strong>License<\/strong>: <em><a target=\"_blank\" rel=\"license\" href=\"https:\/\/creativecommons.org\/licenses\/by-nc-sa\/4.0\/\">CC BY-NC-SA: Attribution-NonCommercial-ShareAlike<\/a><\/em><\/li><\/ul><div class=\"license-attribution-dropdown-subheading\">All rights reserved content<\/div><ul class=\"citation-list\"><li>Rachel Gordon - Finding the Decision Maker. <strong>Authored by<\/strong>: Kim Richmond. <strong>Located at<\/strong>: <a target=\"_blank\" href=\"https:\/\/youtu.be\/lrQ7HHct4ZE\">https:\/\/youtu.be\/lrQ7HHct4ZE<\/a>. <strong>License<\/strong>: <em>All Rights Reserved<\/em>. <strong>License Terms<\/strong>: Standard YouTube License<\/li><\/ul><\/div>\n\t\t\t\t\t\t <\/div>\n\t\t\t\t\t <\/div>\n\t\t\t <\/section>","protected":false},"author":9,"menu_order":1,"template":"","meta":{"_candela_citation":"[{\"type\":\"cc\",\"description\":\"Powerful Selling\",\"author\":\"Anonymous\",\"organization\":\"Anonymous\",\"url\":\"http:\/\/2012books.lardbucket.org\/books\/powerful-selling\/\",\"project\":\"\",\"license\":\"cc-by-nc-sa\",\"license_terms\":\"\"},{\"type\":\"copyrighted_video\",\"description\":\"Rachel Gordon - Finding the Decision Maker\",\"author\":\"Kim Richmond\",\"organization\":\"\",\"url\":\"https:\/\/youtu.be\/lrQ7HHct4ZE\",\"project\":\"\",\"license\":\"arr\",\"license_terms\":\"Standard YouTube License\"}]","CANDELA_OUTCOMES_GUID":"","pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[],"contributor":[],"license":[],"class_list":["post-70","chapter","type-chapter","status-publish","hentry"],"part":69,"_links":{"self":[{"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/chapters\/70","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/wp\/v2\/users\/9"}],"version-history":[{"count":2,"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/chapters\/70\/revisions"}],"predecessor-version":[{"id":276,"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/chapters\/70\/revisions\/276"}],"part":[{"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/parts\/69"}],"metadata":[{"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/chapters\/70\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/wp\/v2\/media?parent=70"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/pressbooks\/v2\/chapter-type?post=70"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/wp\/v2\/contributor?post=70"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/wp-json\/wp\/v2\/license?post=70"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}