Chapter 5 Lesson 1 The Psychology of Sales

What is the primary function of the amygdala in the brain?

• To regulate memory and decision-making

• To control the body's stress responses

• To manage logical thinking and planning

• To process visual information

Which part of the brain is responsible for rational decision-making?

• Amygdala

• Hippocampus

• Prefrontal cortex

• Cerebellum

What are the three initial responses of the body to fear or stress?

• Fight, flight, or freeze

• Run, hide, or attack

• Think, act, or react

• Calm, assess, or respond

How long does it typically take for the body to return to normal after a fight, flight, or freeze response?

• 5 to 10 minutes

• 10 to 15 minutes

• 20 to 30 minutes

• 30 to 45 minutes

Which hormone is released into the bloodstream during a stress response?

• Insulin

• Dopamine

• Adrenaline

• Serotonin

What question does the brain ask to determine if a situation is threatening?

• Is this fun?

• Do I belong?

• Can I win?

• Is this easy?

What is the term used to describe shopping to boost one's mood?

• Emotional spending

• Retail therapy

• Impulse buying

• Stress shopping

What percentage of Americans make spending decisions based on emotions?

• 50%

• 60%

• 75%

• 80%

Which physiological change is NOT part of the fight, flight, or freeze response?

• Blood vessels constrict

• Heart rate decreases

• Breathing quickens

• Muscles tense

What strategy can help keep the prefrontal cortex in control during impulse purchases?

• Avoiding all advertisements

• Creating a budget

• Ignoring emotions

• Shopping frequently