Understanding Needs and Business Concepts

Front

What is the primary difference between needs and wants?

Back

Needs are essential for survival; wants are non-essential desires.

Front

Which of the following is an example of a need? Smartphone, Shelter, Designer clothes, Vacation

Back

Shelter

Front

Why is it important to distinguish between needs and wants?

Back

To prioritize spending and to understand market demand.

Front

What is the first step in the selling process?

Back

Approach

Front

During which step do you address customer concerns?

Back

Questions/Objections

Front

The FAB presentation focuses on:

Back

Features, Advantages, Benefits

Front

What is the purpose of the Trial Close?

Back

To gauge customer interest

Front

The final step in the selling process is:

Back

The Follow-Up

Front

What is the first phase of buying?

Back

Need Identification

Front

In which phase do consumers evaluate alternatives?

Back

Information Evaluation