4.04_SE811 H. Marketing Applications Review

Small or “mini” decisions customers make that lead to the final purchase decision are called __________ decisions.

• need

• buying

• place

• price

Not helping customers reach the “mini” decisions during the selling process can result in

• lost sales.

• increased sales.

• satisfied customers.

• a loyal clientele.

Before customers make any other buying decisions, they must make the __________ decision.

• need

• buying

• place

• price

When a customer asks, “Why should I buy?” s/he is making the __________ decision.

• price

• place

• need

• product

When customers decide which brand, type, or model to buy, they are making the __________ decision.

• price

• place

• need

• product

When customers decide where to buy, they are making the __________ decision.

• price

• place

• need

• product

Which of the following affects the place decision:

• Warranty

• Need for additional information

• Business loyalty

• Product features and benefits

Which of the following buying decisions is most affected by the availability of customer service:

• Price

• Time

• Product

• Need

How can company employees affect a customer’s place decision?

• By providing helpful service

• By offering warranties

• By offering discounts

• By explaining product features

If a customer selects the most expensive product because s/he believes its sleek appearance creates an image of status, s/he is making the decision based on

• time.

• place.

• product.

• price.