WorksheetsWhat's the Motive LAP Test
Total questions: 20
Worksheet time: 10mins
When customers make purchases, they are actually buying the __________ that products offer.
prestige
benefits
services
features
Determine whether the following statement is true or false: Two prospects may buy the same product to obtain different benefits.
False, prospects buy products based on the products’ features..
False, products offer the same benefits to all prospects
True, all prospects have the same product wants and needs.
True, products offer different benefits to different prospects.
The reasons that cause people to purchase products are called
needs.
wants.
features.
buying motives.
When people make purchases on the basis of reason or logic, they are using __________buying motives.
rational
patronage
emotional
inappropriate
When customers buy on the basis of their feelings or impulses, they are using __________ buying motives.
rational
detached
emotional
patronage
Customers purchase from one business rather than another because of __________ buying motives.
rational
patronage
emotional
impulsive
The concern for a product’s durability can best be described as a(n) __________ buying motive.
rational
patronage
emotional
traditional
Which of the following buying motives could best be described as emotional:
Accuracy
Increased production
Group approval
Quality of materials
Which of the following is a patronage buying motive:
Desire for variety
State of health
The product’s safety
Product assortment
A prospect who wants to buy tickets for a white-water rafting trip to experience the adventure of the rapids has __________ buying motives.
rational
patronage
emotional
traditional
Which of the following is a true statement:
Customers can be driven by multiple buying motives.
Customers’ needs are impossible to fulfill.
Salespeople must correct customer buying motives
Salespeople should drive buying decisions.
Which of the following has the greatest influence on a customer’s buying decision:
Emotional buying motive
Dominant buying motive
Rational buying motive
Patronage buying motive
Why do salespeople attempt to determine prospect buying motives?
To gain confidence in their ability to sell
To complete successful sales transactions
To encourage the prospect to share personal information
To eliminate the prospect’s underlying needs and wants
By observing prospects’ facial expressions, you can learn
their mannerisms.
to be empathetic with customers.
their socioeconomic status.
which selling points appeal to them.
The salesperson who is trying to determine customers’ buying motives should
offer a number of choices.
listen to the customer.
carefully explain each feature.
demonstrate the product.
Which of the following would indicate to customers that the salesperson wants to listen:
Empathizing with customers
Assisting another customer
Insisting on your own point of view
Interrupting customers’ questions
A statement such as “I understand why you feel that way” is a typical example of which of the following techniques:
Asking questions
Observing the customer
Showing interest in the customer
Listening to the customer
The initial questions asked of a prospect should be based on the common buying motives for the good or service because prospects
can respond with a simple “yes” or “no.”
often buy goods or services for similar reasons.
need to be able to answer your questions completely.
need to answer personal questions as soon as possible.
How do customers benefit from the effective use of buying motives in selling?
Their merchandise returns increase.
They become repeat customers.
Their needs and wants are satisfied.
They tell others about the business.
Which of the following is a way that the effective use of buying motives benefits the business:
Income is increased.
Needs are satisfied.
Returns are increased.
Wants are fulfilled.
