Customer Behaviour

Customer Behaviour

Customer Behaviour

Course Status:


Making a sale is not just about how good your product is or how good your sales pitch is put. To make a sale you need understand what drives the customer in the sales process. What personality traits, motives and attitudes form their approach to making a purchase?

In this course we will look to understand the different types of customer and the roles of customers in the buying process. We will look at what motivates someone to buy and how negative and positive attitudes can be formed by the customer. We will also examine the Buying Decision Process used by an individual consumer and by companies.


On completion of this training course, you will be able to:

  • Understand the different personality types of customers and customer roles in buying
  • Appreciate the buying decision process model
  • Understand the motives of buyers
  • Understand how customer attitudes are formed and external influences that affect them


Who is this course for?

This course is perfect for anyone working in sales who want to improve their knowledge, further their career and work towards a professional qualification in sales. This course is also suited to people new to the area who want to learn the basics of sales. We’ll provide you with an excellent basis from which you can build your knowledge of and experience in sales.

The course is divided into 5 lessons in video format. Each video is approximately 4 to 11 minutes in length. At the end of each video lesson there is a quiz that will test your knowledge of the material. A transcript is available for each lesson so you can real along with the video or download and print to study later. This course is completely self-paced. Watch and study when and wherever you want.


The module breakdown for this course is as follows:

  • Course Outline
  • Understanding the Customer
  • The Buying Decision Process Model
  • Buyer’s Motives
  • Customer Attitudes

On successful completion of this course all students will be awarded a People of Process Certificate of Completion. This certificate confirms you have completed all the video lessons for every module and fully met all the requirements of the course.

To achieve this award all the assessment quizzes for each lesson must be passed. The pass grade for each quiz is 80%.You can retake lesson quizzes as often as you like.

Each lesson in this course has its own assessment quiz. These quizzes will test your understanding of the course material and your ability to apply the knowledge learned to real world marketing situations. It is recommended that you watch the video lesson several times and study the lesson transcript before attempting the quiz.

To successfully complete the course you must pass the assessment quiz for each lesson. The passing grade for each lesson quiz is 80%.