What's the Motive LAP Quiz

Something which is desired but not always essential is a

 

 

• need.

• buying motive.

•   want.

•   benefit

Why do people buy goods and services?

 

 

• To determine wants and needs

• To satisfy wants and needs

• To support the business community

•   To spend available funds

A customer’s decision to purchase is determined by their

 

 

• color preference.

• buying motives.

•   age bracket.

• favorite salesclerk.

Why do salespeople try to determine their customers’ true buying motives?

 

 

 

• Buying motives for most products are the same for all customers.

• Understanding customers’ buying motives helps the salesperson influence customers’ needs.

• Buying motives are based on customers’ perceptions of what products will do.

•   Understanding customers’ buying motives makes selling easier.

When people make purchases on the basis of logical thought, they are being influenced by __________ buying motives.

•   patronage

   

• emotional

•   rational

   

• feature

An adventurous customer wants to purchase a speed boat. What kind of buying motive does the customer exhibit?

 

• Service

   

• Rational

•   Patronage

• Emotional

Salespeople who determine and use customer’s buying motives in selling benefit by

 

 

• having their needs and wants satisfied.

•   increasing product returns.

• completing fewer sales.

• gaining confidence in their selling abilities.

Which of the following is considered a good technique in determining a customer’s

buying motives:

 

 

• Asking personal questions

   

• Offering bargain prices

•   Listening to the customer

• Dominating the conversation

While listening to customers, salespeople should be

 

 

 

•   trying to maintain eye contact.

• planning their own responses.

• prepared to justify their views.

• ready to interrupt at any time.

During the sales presentation, the salesperson watched the customer’s expression and mannerisms. Which technique was being used to determine the customer’s buying motives?

 

 

 

• Asking questions

•   Observing

• Listening

• Showing interest