Marketing Apps Unit 4

Tyler is a sales representative for the Lombardo Company and is selling high-end products to a new purchasing agent. The purchasing agent asked a series of questions about the reliability of the products. What type of behavior strategy did the purchasing agent exhibit?

• Emotional

• Offensive

• Defensive

• Rational

Which is motivation for a customer's buying behavior that is based on loyalty?

• Recognition

• Security

• Patronage

• Utility

It is important for salespeople to understand what motivates customers to decide to buy. Salespeople are then able to perform which activity?

• Answer questions about company policies

• B.

  Understand the features of all products

•  

  C.

  Describe how the company competes

• Explain the appropriate product benefits

Carlos considered the reliability ratings, gas-mileage savings, and warranty of a vehicle before deciding to purchase it. His motiveswere based on which factor or factors?

• His desire for status

• His loyalty to the brand

• Facts

• Intuition

According to Maslow's Hierarchy of Needs Theory, buying behavior that involves the acquisition of goods and services to elevate a person's status or recognition is satisfying which type of need?

• Physiological

• Esteem

• Self-actualization

• Safety

According to Maslow's Hierarchy of Needs, which one is satisfied when a person purchases products that meet his or her basic needs?

• Physiological

• Esteem

• Safety

• Social

Salespeople should display self-confidence in closing sales in order to perform which activity?

• A.

  Show customers that the salespeople are not pushy

• B.

  Show customers that the salespeople are eager

•  

  C.

  Gain the interest of customers

• D.

  Reassure customers about their buying decisions

What type of probe should be used to determine what the customer is thinking?

• Opinion-gathering

• Information-gathering

• Closed-end

• Confirming

Which technique is an example of the use of product demonstration?

•  

  A.

  Measuring the height of a customer

• B.

  Preparing popcorn in a microwave oven

• C.

  Having a customer try on a shirt

• D.

  Handing out sale brochures

   

If the customer requests a product without stating a price preference, the salesperson should begin by showing which type of product?

• Moderately priced

• Most expensive

• A variety of price ranges

• The least expensive