Buying Motives

Buying Motives

BMF

Multiple Choice

When customers make purchases, they are actually buying the ___ that products offer.

• prestige

• services

• benefits

• features

Multiple Choice

The reasons that cause people to purchase products are called

• needs.

• features.

• wants.

• buying motives

Multiple Choice

When people make purchases on the basis of reason or logic, they are using ___ buying motives

• rational

• emotional

• detached

• patronaged

Multiple Choice

When customers buy on the basis of their feelings or impulses, they are using ____ buying motives

• rational

• emotional

• detached

• patronage

Multiple Choice

Customers purchase from one business rather than another because of ______ buying motives.

• rational

• emotional

• patronage

• impulsive

Multiple Choice

The concern for a product's durability can best be described as a(an) ____buying motive.

• rational.

• emotional

• patronage

• traditional

Multiple Choice

Which of the following buying motives could best be described as emotional:

• Accuracy

• Group approval

• Increased production

• Quality of materials

Multiple Choice

Which of the following is a patronage buying motive

• Desire for variety

• The product's safety

• State of health

• Product assortment

Multiple Choice

A prospect who wants to buy tickets for a white-water rafting trip to experience the adventure of the rapids has _____ buying motives

• rational

• emotional

• patronage

• traditional

Multiple Choice

Which of the following has the greatest influence on a customer's buying decision:

• Emotional buying motive

• Rational buying motive

• Dominant buying motive

• Patronage buying motive

Multiple Choice

Why do salespeople attempt to determine prospect buying motives?

• To gain confidence in their ability to sell

• To complete successful sales transactions

• To encourage the prospect to share personal information

• To eliminate the prospect's underlying needs and wants

Multiple Choice

By observing prospects' facial expressions you can learn

• their mannerisms.

• their socioeconomic status

• to be empathetic with customers.

• which selling points appeal to them.

Multiple Choice

The salesperson who is trying to determine customers' buying motives should

• offer a number of choices.

• carefully explain each feature .

• listen to the customer.

• demonstrate the product.

Multiple Choice

Which of the following would indicate to customers that the salesperson wants to listen:

• Emphasizing with customers

• Insisting on your own point of view

• Assisting another customer

• Interrupting customers' questions,.

Multiple Choice

A statement such as "I understand why you feel that way" is a typical example of which of the following techniques:

• Asking questions

• Observing the customer

• Listening to the customer

• Showing interest in the customer

Multiple Choice

The initial questions asked of a prospect should be based on the common buying motives for the good or service because prospects

• can respond with a simple "yes" or "no."

• often buy goods or services for similar reasons.

• need to be able to answer your questions completely.

• need to answer personal questions as soon as possible

Multiple Choice

How do customers benefit from the effective use of buying motives in selling?

• Their merchandise returns increase.

• Their needs and wants are satisfied.

• They become repeat customers.

• They tell others about the business.

Multiple Choice

Which of the following is a way that the effective use of buying motives benefits the business:

• Income is increased.

• Returns are increased.

• Needs are satisfied

• Wants are fulfilled.