Sales II - 1.02

A ________ is something required or essential that is lacking

• Want

• Need

• Desire

• Wish

A _______ is something that’s desired but may or may not be essential

• Want

• Need

• Desire

• Wish

People buy the ___________ that goods and services offer—not just the goods and services themselves

• Feature

• Value

• Benefit

• Emotion

The reasons or benefits that cause prospects—both individuals and businesses—to make purchases to satisfy their needs and wants, is referred to as?

• Feature

• Benefit

• Driving Motive

• Buying Motive

This buying motive is based on reason, judgment, or logic. These customers carefully weigh the pros and cons of different products

• Rational

• Emotional

• Patronage

• Dominant

This buying motive is based on their feelings, emotions, or impulses. Customers may not even be aware of these motives

• Rational

• Emotional

• Patronage

• Dominant

This buying motive is when customer makes purchases from one business rather than from another as a result of maybe customer service, policies, location or reputation

• Rational

• Emotional

• Patronage

• Dominant

The _______ buying motive has the greatest influence on her buying decision

• Rational

• Emotional

• Patronage

• Dominant

Which technique to determine a customers buying motive involves watching their actions and reactions, mannerisms, facial expressions

• Observe the customer

• Asking questions

• Listening to the customer

• Showing interest

Which technique to determine a customers buying motive involves discovering customers’ true buying motives.

• Observe the customer

• Asking questions

• Listening to the customer

• Showing interest