Marketing: Ch. 12/13

Conscious, logical reasons for a purchase are which type of buying motive?

• Rational

• Emotional

• Patronage

• Brand Loyal

Which type of approach is a person who asks “How may I help you?” using?

• Greeting

• Service

• Suggestion Selling

• Merchandise

Having little or no experience with an item would be what type of decision making?

• Limited

• Routine

• Emotional

• Extensive

Observing, listening, & questioning are all a part of which step in the sales process?

• 1. Approach the Customer

• 2. Determine Needs

• 3. Present the Product

• 4. Overcome Objections

Facial expressions, hand motions, & eye movements are known as which type of communication?

• Formal Communication

• Verbal Communication

• Non Verbal Communication

• Closed Ended Communication

Feelings experienced by a customer through association with a product are which type of motive?

• Rational

• Emotional

• Patronage

• Brand Loyal

Matching a product with customer’s needs & wants.

• Brand Loyalty Selling

• Feature-Benefit Selling

• Suggestion Selling

• Closing the Sale

The Miller family is planning to go on a vacation to Colorado. They have taken many trips to other states. What type of decision making will they take to plan their trip?

• Limited

• Routine

• Emotional

• Extensive

Which system involves finding customers & keeping them satisfied?

• RCM

• CRM

• Loyalty Marketing

• Direct Marketing

Brand loyalty falls into which decision making category?

• Limited

• Patronage

• Routine

• Extensive