NEW
Font size
WorksheetsSEMI 1.03 Online Quiz Review
Total questions: 20
Worksheet time: 10mins
When customers make purchases, they are actually buying the __________ that products offer.
prestige
services
benefits
features
The concern for a product’s durability can best be described as a(n) __________ buying motive.
rational
emotional
patronage
traditional
Customers purchase from one business rather than another because of __________ buying motives.
rational
emotional
patronage
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
features
wants
buying motives
When people make purchases on the basis of reason or logic, they are using __________buying motives.
rational
emotional
patronage
inappropriate
When customers buy on the basis of their feelings or impulses, they are using __________ buying motives.
rational
emotional
detached
patronage
Which of the following buying motives could best be described as emotional:
Accuracy
Group approval
Increased production
Quality of materials
Which of the following is a patronage buying motive:
Desire for variety
The product’s safety
State of health
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
emotional
patronage
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
Rational buying motive
Dominant 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
their socioeconomic status
to be empathetic with customers
which selling points appeal to them
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
The salesperson who is trying to determine a customer’s buying motives should
offer a number of choices
carefully explain each feature
listen to the customer
demonstrate the product
Which of the following would indicate to customers that you, the salesperson, want to listen:
Empathizing with customers
Insisting on your own point of view
Assisting another customer
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
Listening to the customer
Showing interest in the customer
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
Returns are increased
Needs are satisfied
Wants are fulfilled
