Understanding Needs, Wants, and Buying Motives

What is the difference between a need and a want according to the text?

• A need is something desired but not essential, while a want is essential.

• A need is essential for survival, while a want is something desired but not essential.

• A need and a want are the same.

• A want is essential for survival, while a need is something desired.

Why should a salesperson be concerned about people's needs and wants?

• Because people buy goods and services based on their price.

• Because people buy goods and services to satisfy their individual needs and wants.

• Because people only buy goods and services for their features.

• Because people do not care about benefits.

What is the difference between benefits and features according to the text?

• Benefits are the characteristics of a product, while features are the advantages.

• Features are the characteristics of a product, while benefits are the advantages.

• Benefits and features are the same.

• Features are the advantages, while benefits are the characteristics.

What term is used to describe the reasons or benefits that cause prospects to make purchases?

• Buying features

• Selling points

• Buying motives

• Selling motives

According to the text, how can customers be unaware of their buying motives?

• They always know their buying motives.

• They might think they are buying for one reason but actually have another motive.

• They are never aware of their buying motives.

• They only buy based on price.

What are the three common types of buying motives mentioned in the text?

• Rational, Emotional, Patronage

• Rational, Emotional, Impulsive

• Emotional, Impulsive, Habitual

• Patronage, Impulsive, Habitual

Which of the following is NOT an example of a rational buying motive?

• Dependability

• Impulsiveness

• Economy/Price

• Safety/Security

What do rational buying motives require from customers?

• Emotional response

• Impulsive decision-making

• Concentrated thought

• Habitual behavior

According to the text, what do industrial and business customers base most of their buying decisions on?

• Emotional motives

• Rational buying motives

• Impulsive buying motives

• Habitual buying motives

Which product is mentioned as an example of a rational motive for dependability?

• The lowest priced gasoline

• The longest-lasting backpack

• The most reliable cell phone service

• The simplest appliance