PF: Chapter 5 Lesson 1 The Psychology of Sales

What is the initial response of the body to fear or stress?

• Fight, flight, or freeze

• Calm and relax

• Analyze the situation

• Ignore the threat

What are the three questions that our brain constantly asks?

• Do I belong? Am I safe? Does this feel good?

• Am I hungry? Am I tired? Am I bored?

• Do I have money? Do I have friends? Do I have time?

• Am I happy? Am I successful? Am I loved?

What physiological changes occur during a fight, flight, or freeze response?

• Blood vessels dilate, heart rate slows down, muscles relax

• Blood vessels constrict, heart rate rises, muscles tense

• Blood vessels expand, heart rate decreases, muscles contract

• Blood vessels narrow, heart rate decreases, muscles relax

Why do companies encourage the fight, flight, or freeze response?

• To help customers make rational decisions

• To protect customers from danger

• To separate customers from their money

• To promote emotional well-being

What is an effective way to keep the prefrontal cortex in control?

• Having a clear budget and money goals

• Ignoring financial responsibilities

• Impulsively buying things you can't afford

• Focusing on what you don't have

What percentage of Americans make spending decisions based on their emotions?

• 25%

• 50%

• 75%

• 100%

What is an important part of being a smart consumer?

• Buying things you can't afford

• Focusing on what you don't have

• Appreciating what you have

• Ignoring your financial situation

How can you develop power over your purchase decisions?

• By impulsively buying whatever you want

• By ignoring your buying motives

• By understanding why you want or think you need an item

• By relying on companies to make decisions for you