What is a Big-Time Prospect?

Suggests that they can exert pressures to the buying decisions of top management ranks.

What is a No Money in the Budget Prospect?

Likes the product but does not have the money.

Describe a Timid Prospect.

Considered as a problem prospect.

What is an Undecided Prospect?

Thinks too slowly, needs to be pushed via third party to convince.

What is an Open-Minded Prospect?

Finest type of prospect, easy to get along with, fairly considers every fact presented to them.

List some characteristics of an EXTROVERTED Buyer.

Laughs frequently, likes to talk, fluent talker, cordial, enjoys being called by their first name, attempts to be liked, tries not to hurt feelings, doesn't want to argue, likes to talk about social activities, interested in minimum details, acts impulsively.

What are some characteristics of an INTROVERTED Buyer?

Reserved, seldom laughs, questions salesperson’s motives, wants reasons and details, speaks infrequently of social activities, does not want to be rushed, sensitive, listens more, makes decisions at their own pace, defends convictions strongly, rarely offers opinions in groups, terminates interviews abruptly.

What is Perception in the context of Internal Behavior Factors?

Process which an individual thinks, believes, acts, and interprets information.

What does Learning refer to in behavior?

Variations in behavior based on past experiences.

What are Attitudes in the context of behavior?

Predisposition to behave in a consistent way toward a person or class.

Sum of the person’s characteristics.

What influences Social Influences on Buying Behavior?

Role and Family Influences, Reference Group Influences, Social Classes, Culture.

What is the role of Consumer Motivation in selling?

A good salesman tries to discover what really motivates his prospects and bases his presentation around it.

What are Needs in the context of consumer behavior?

State of felt deprivation, lack of something necessary.

Desires that are not too important, aimed at creating a more satisfying life.

What is Motivation in sales?

Amount of effort the salesman desires to extend on each of the activities or tasks associated with his job.

Why do managers need to motivate salespeople?

To keep the salesman’s morale high and motivate them to exploit their potential to the fullest.

What are Rational Motives?

Motives that involve conscious reasoning about a course of action.

List types of Rational Motives.

Economy, Desire for Quality, Convenience.

What are Emotional Buying Motives?

Irrational motives that prompt buyers to buy a certain product.

List types of Emotional Buying Motives.

Ease and Convenience, Profit and Thrift, Safety and Protection, Play and Relaxation, Pride and Prestige, Love and Affection, Sex and Romance, Adventure and Excitement.

What are reasons why people buy industrial and commercial products?

Profit, Economy, Uniformity and Output, Flexibility, Saleable, Protection, Utility.

What motivates people to buy from a certain store?

Convenience of Location, Price, Service and Merchandise, Sales Personnel, Reciprocity, Quality.

What is Maslow’s Hierarchy of Needs Theory?

Human behavior is motivated by the desire to satisfy certain needs, and as lower needs are satisfied, behavior is motivated to satisfy the next level of need.

What does Achievement Motivation Theory state?

Major portion of an individual’s will to perform can be explained by the intensity of their need for achievement.

What is the Motivation-Hygiene Theory?

Factors involved in producing job satisfaction and motivation are different from those producing job dissatisfaction.

What is Expectancy/Valence Theory?

Focuses on understanding the processes or dynamic relationships among variables as they affect individual behavior.

Buyer Classifications and Motivation Flashcards

Student preview

40 questions

Show all answers

1.

FLASHCARD QUESTION

Front

What are Competitive Prospects?

Back

They presume that they can have more products for less money and enjoy comparing one product from another.

2.

FLASHCARD QUESTION

Front

What characterizes a Technical Prospect?

Back

Possesses a scientific type of method.

3.

FLASHCARD QUESTION

Front

Describe a Friendly Prospect.

Back

Talkative, tries to monopolize the conversation by topics about them.

4.

FLASHCARD QUESTION

Front

What defines Argumentative Prospects?

Back

Fond of arguments, using their reasoning power.

5.

FLASHCARD QUESTION

Front

What are Hot-Headed Prospects like?

Back

Temperamental, easily gets angry with the slightest provocation.

6.

FLASHCARD QUESTION

Front

How would you describe a Silent Prospect?

Back

Talks little, hard to know/serve.

7.

FLASHCARD QUESTION

Front

What is a Hesitant Prospect?

Back

Cannot decide whether to buy or not.

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