NEW
Font size
WorksheetsWhat's the Motive LAP Quiz
Total questions: 20
Worksheet time: 10mins
When customers make purchases, they are actually buying the __________ that products offer.
benefits
prestige
services
features
Determine whether the following statement is true or false: Two prospects may buy the same product to obtain different benefits.
False, products offer the same benefits to all prospects.
True, products offer different benefits to different prospects.
True, all prospects have the same product wants and needs.
False, prospects buy products based on the products’ features.
The reasons that cause people to purchase products are called
wants.
features.
buying motives.
needs.
When people make purchases on the basis of reason or logic, they are using __________ buying motives.
emotional
inappropriate
patronage
rational
When customers buy on the basis of their feelings or impulses, they are using __________ buying motives.
rational
emotional
detached
patronage
Customers purchase from one business rather than another because of __________ buying motives.
impulsive
patronage
rational
emotional
The concern for a product’s durability can best be described as a(n) __________ buying motive.
patronage
emotional
rational
traditional
Which of the following buying motives could best be described as emotional:
Increased production
Accuracy
Quality of materials
Group approval
Which of the following is a patronage buying motive:
State of health
Desire for variety
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
traditional
emotional
patronage
Which of the following is a true statement:
Salespeople should drive buying decisions.
Customers can be driven by multiple buying motives.
Salespeople must correct customer buying motives.
Customers’ needs are impossible to fulfill.
Which of the following has the greatest influence on a customer’s buying decision:
Rational buying motive
Dominant buying motive
Emotional buying motive
Patronage buying motive
Why do salespeople attempt to determine prospect buying motives?
To encourage the prospect to share personal information
To gain confidence in their ability to sell
To eliminate the prospect’s underlying needs and wants
To complete successful sales transactions
By observing prospects’ facial expressions, you can learn
which selling points appeal to them.
their socioeconomic status.
to be empathetic with customers.
their mannerisms.
The salesperson who is trying to determine customers’ buying motives should
demonstrate the product.
offer a number of choices.
carefully explain each feature.
listen to the customer.
Which of the following would indicate to customers that the salesperson wants to listen:
Assisting another customer
Empathizing with customers
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:
Listening to the customer
Asking questions
Showing interest in the customer
Observing 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.
They tell others about the business.
Their needs and wants are satisfied.
Which of the following is a way that the effective use of buying motives benefits the business:
Income is increased.
Wants are fulfilled.
Returns are increased.
Needs are satisfied.
