Rational (Cognitive) Buying Motives are:

logical reasons for purchasing a product

emotional reasons for purchasing a product

impulsive reasons for purchasing a product

social reasons for purchasing a product

Emotional (Affective) Buying Motives are primarily driven by:

Emotional responses and feelings

Financial incentives and discounts

What are Psychological Motivators in consumer behavior?

Factors that influence consumer decisions

What are Personal Values in the context of consumer behavior?

Personal values are the principles that guide an individual's behavior and decision-making in purchasing.

Personal values are the financial budget constraints faced by consumers.

Personal values are the external influences from society on consumer behavior.

Personal values are the marketing strategies used by companies to attract consumers.

Cultural Differences and Diversity in consumer behavior refer to:

The variety of ways in which consumers' cultural backgrounds influence their purchasing decisions.

The uniformity in consumer preferences across different cultures.

The impact of economic factors on consumer behavior.

The role of technology in shaping consumer habits.

What are Socioeconomic Characteristics in consumer behavior?

Factors that influence consumer behavior based on social and economic status

A type of consumer behavior unrelated to social and economic status

A marketing strategy focusing on product features

A psychological trait affecting consumer decisions

What are Benefits Sought by consumers?

Different features and advantages consumers look for in a product

The price range consumers are willing to pay

The shopping habits of consumers

What is Usage Rate in market segmentation?

A measure of the frequency with which a product is used by consumers.

A method to determine the price of a product.

A strategy to increase market share.

A way to identify potential customers.

Brand Loyalty in consumer behavior is:

A consumer's commitment to repurchase or continue using a brand.

The process of attracting new customers to a brand.

The strategy of lowering prices to increase sales.

A temporary increase in sales due to promotions.

What are the different Product Classifications in consumer behavior?

Convenience products, Shopping products, Specialty products, Unsought products

Durable goods, Non-durable goods, Services

Luxury goods, Necessities, Impulse goods

Consumer goods, Industrial goods, Services

What are Customer Perceptions and Brand Image?

Customer perceptions refer to the opinions and feelings customers have about a brand, while brand image is the overall impression of the brand in the market.

Customer perceptions are the tangible attributes of a product, while brand image is the emotional connection with the brand.

Customer perceptions are the marketing strategies used by a brand, while brand image is the visual representation of the brand.

Customer perceptions are the customer service experiences, while brand image is the product quality.

Segmentation for Target Markets is:

The process of dividing a broad consumer or business market into sub-groups of consumers based on some shared characteristics.

A strategy to increase the price of a product.

A method to reduce production costs.

A way to merge different markets into one.

Which modern digital tools and platforms shape how marketing strategies are developed and delivered?

Social media platforms and analytics tools

Traditional print media and radio

Handwritten letters and telegraphs

Face-to-face meetings and phone calls

The purpose of the 'Determine Needs' step in the Personal Selling Process is to:

Understand customer requirements

The stages a consumer passes through in the Sales Funnel model are:

Awareness, Interest, Decision, Action

Introduction, Growth, Maturity, Decline

Problem Identification, Solution Exploration, Decision Making

Prospecting, Qualifying, Closing, Following Up

What do ethical selling practices emphasize?

Customer satisfaction and trust

The difference between Inbound Sales and Outbound Sales is:

Inbound Sales involves customers reaching out to the company, while Outbound Sales involves reaching out to potential customers.

Inbound Sales involves reaching out to potential customers, while Outbound Sales involves customers reaching out to the company.

Inbound Sales and Outbound Sales both involve reaching out to potential customers.

Inbound Sales and Outbound Sales both involve customers reaching out to the company.

What are strategies for engaging with potential customers who have shown initial interest and guiding them through the sales process?

Offering personalized follow-ups

What are the various options available for processing transactions, and the technology used at the point of purchase, whether in physical stores or online?

Credit/Debit Card Terminals, Mobile Payment Systems, and Online Payment Gateways

Cash Registers and Manual Entry Systems

Barter System and Trade Exchanges

Telegraph and Morse Code Systems

What measures are taken to protect against risks such as PIN theft, credit card skimming, identity theft, and email fraud?

Implementing strong passwords and two-factor authentication

Ignoring suspicious emails and messages

Sharing personal information freely online

Using the same password for all accounts

What are the key elements of a sales agreement?

Clear identification of the parties involved, description of the goods or services, payment terms, delivery terms, and signatures.

A list of potential customers, marketing strategies, and sales targets.

A detailed company history, mission statement, and employee handbook.

A summary of recent sales figures, competitor analysis, and market trends.

What is the complete process from initial customer contact to the final sale, including all intermediate steps and follow-up?

Lead generation, qualification, presentation, handling objections, closing, follow-up

Initial contact, product development, marketing, closing, customer service

Market research, advertising, sales pitch, negotiation, contract signing

Customer inquiry, product testing, feedback collection, final sale

What tools and data are used to measure sales performance?

CRM software and sales analytics

What are the specific characteristics of a product and the advantages it offers, which are key to sales?

The specific characteristics of a product and the advantages it offers that are key to sales include quality, features, design, brand reputation, price, and customer service.

The specific characteristics of a product and the advantages it offers that are key to sales include only the price and brand reputation.

The specific characteristics of a product and the advantages it offers that are key to sales include only the design and features.

The specific characteristics of a product and the advantages it offers that are key to sales include only the quality and customer service.

Which of the following is a quantitative measure of success in sales?

Key Performance Indicators (KPIs)

Warranties, guarantees, and testimonials in marketing are:

Legal obligations to repair or replace a product

Promises made by a company to ensure customer satisfaction

Statements from satisfied customers endorsing a product

What are some response strategies to objections in sales?

Listening actively and empathizing with the customer

Ignoring the objection and moving on

Offering a discount immediately

Cultural norms influence selling by:

Shaping consumer preferences and expectations

Having no impact on consumer behavior

Making products universally appealing

Reducing the need for marketing strategies

Customer Relationship Management (CRM) is:

a software for managing a company's interactions with current and potential customers

a type of hardware used in networking

Loyalty and retention strategies in marketing are:

Methods to keep existing customers engaged and satisfied

Techniques to attract new customers

Strategies to increase product prices

Who is the target audience?

a group of people who are most likely to want the product being advertised

a group of people who are responsible for producing something

a group of people who are in charge of the company advertising

What is the difference between objections and excuses?

Objections are valid concerns, while excuses are insincere reasons

Objections are insincere reasons, while excuses are valid concerns

Objections are honest reasons, while excuses are polite ways of hiding objections

Objections are polite ways of hiding objections, while excuses are honest reasons

When does suggestion selling occur?

After the customer commits to buy

Before the customer commits to buy

What is the goal of building relationships with customers?

To transform customers into clients

To get customers to trust the salesperson

To encourage customers to return to the business

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Arizona Marketing Standards Domain 2 Review

51 questions

A Targeted Customer Profile is:

Market Segmentation is the process of:

Demographics are:

Psychographics are defined as:

Geographics in consumer behavior refers to:

Personas/Avatars and Anti-Avatars are:

An Archetype in the context of consumer behavior is:

Rational (Cognitive) Buying Motives are:

Emotional (Affective) Buying Motives are primarily driven by:

Maslow’s Hierarchy of Needs is a theory in psychology that consists of a five-tier model of human needs, often depicted as hierarchical levels within a pyramid. Which of the following is NOT one of the five levels?

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