WorksheetsUnderstanding Consumer Behaviour and Sales
Total questions: 10
Worksheet time: 5mins
Which of the following best describes the term 'consumer behaviour'?
The process of selling products to businesses
The study of how individuals make decisions to spend their resources on consumption-related items
The method of qualifying sales leads
The act of producing goods for sale
What is the primary goal of sales prospecting?
To deliver products to customers
To identify potential customers who may be interested in your product or service
To analyse consumer behaviour trends
To set the price of a product
Which of the following is NOT a factor influencing consumer behaviour?
Cultural background
Social status
The number of feet in a mile
Personal preferences
In sales qualification, what does the acronym BANT stand for?
Budget, Authority, Need, Timing
Buy, Analyse, Negotiate, Test
Brand, Amount, Name, Type
Base, Action, Number, Target
Which of the following is an example of a psychological factor affecting consumer behaviour?
Income level
Motivation
Distance to the shop in miles
Number of ounces in a pint
What is the first step in the sales prospecting process?
Closing the sale
Identifying potential leads
Qualifying the prospect
Delivering the product
Which of the following best describes a 'qualified prospect'?
Someone who has already purchased your product
Someone who meets the criteria to become a customer and has the potential to buy
Someone who is not interested in your product
Someone who works for your company
A consumer is deciding between two brands of trainers. Which stage of the consumer decision-making process are they in?
Information search
Evaluation of alternatives
Post-purchase behaviour
Need recognition
Which of the following is a method used to qualify sales prospects?
Asking about their budget and decision-making authority
Sending them a catalogue
Measuring the distance to their home in metres
Weighing their purchase in pounds
If a consumer purchases a product and then feels uncertain about whether they made the right choice, what is this feeling called?
Cognitive dissonance
Sales prospecting
Product qualification
Social influence
