How is buyer behaviour knowledge important to the selling process?
Specifically for an online business?
Based on this and your other thread, you’re obviously either setting up a business or researching start-ups. I’d suggest a search on Google for “sample business plans” as a good starting point.
And if you can’t see how buyer behaviour is important in deciding how to run your sales process, you should really read up on business basics. How can you sell something if you don’t have any idea about who might want that product, why they need it, what features they want from it, what they’re going to use it for, and what’s important to them in terms of purchasing in general?
You’re asking a question that can easily take up an entire year’s study in business school. But here’s a few highlights.
Whether your target customer is making a purchase decision based on emotional or rational appeals.
Whether the customer making a buying decision based on price or status.
What are the customer’s expectations regarding service, and how much of a price premium is he/she willing to pay for service that’s above the industry norm? Conversely, how much of a discount must you provide for service below the industry norm?
What associated products or services does your target customer look for with your product? Is he/she looking for recommendations for you (therefore, the opportunity for you to forge alliances with other suppliers) or is each decision made independently?
And the list goes on considerably from there. Far more detail than a message board can provide.