Customer buying motives

Personal selling is any form of direct contact between the sales person and the customer.

• true
• false

Purchasing a product for its durability is an example of a _____________ motive for purchasing.

• Rational motive

• Emotional motive

A benefit is the advantage provided to a customer as a result of a product feature. 

• true
• false

any form of direct contact between a salesperson and a customer

• personal selling
• retail selling
• consultative selling 
• product features

takes place in a manufacturer's or wholesaler's showroom or a customer's place of business

• feature-benefit selling
• business-to-business selling
• extensive decision making
• limited decision making

customers don't buy products - they buy what products can do for them

• rational motive
• emotional motive
• consultative selling
• feature-benefit selling

a conscious, logical reason for a purchase 

• rational motive
• retail selling
• personal selling 
• emotional motive

feelings such as social approval, recognition, power, love, or prestige

• rational motive

• Neither rational nor emotional

• emotional motive

customers use _________________ when purchasing products that have a high degree of perceived risk

• Limited decision making

• Extensive decision making

• Routine decision making

customers use _________________ when purchasing products that have a very low degree of perceived risk

• Limited decision making

• Extensive decision making

• Routine decision making