ABCs of Relationship Selling Through Service 6Th Canadian Edition By Charles M. Futrell – Test Bank
Published on May 5, 2020
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Name: - Savan ChaudhariDate: - 9/5/2018BUS 327 Sales ManagementChapter 3 QuizChapter 03 The Psychology of Selling: Why People BuyMultiple Choice Questions1. The process by which prospective buyers "internalize" or consider the informationpresented by the salesperson is referred to as a black box because:A. sales actions lead to buyer reactions.B.salespeople cannot read a buyer's mind.C. psychological needs outweigh social wants.D. for every stimulus, there must be a response.E. salespeople seem untrustworthy to most buyers.
2. The _____ model of buyer behavior assumes a prospect will respond to the salespresentation in some predictable manner.
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4. Benefit selling is often referred to as:
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6. It is important to emphasize benefits in a sales presentation to a prospective buyer becausebenefits:
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7. The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering aprospective buyer's needs. If prospects drop leading remarks like "I wish I had a televisionlike this one," it pertains to:A. observing.
3Student: ___________________________________________________________________________1.Why is the process by which prospective buyers "internalize" or consider the information presented bythe salesperson, is referred to as a black box?A. for every action there is a reactionB. we cannot see into the buyer's mindC. it's like a black hole in space—things go in, and are never heard from againD. for every stimulus, there must be a responseE. there is a tendency on the part of prospects to not trust what they are told by salespeople
2.Customers make buying decisions based on both psychological and rational reasons. Which from thefollowing list is NOT a psychological factor that influences the buying behaviour?
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3.Which of the following statements is correct?
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4.Every morning, Jacquie needs her caffeine. She has learned to meet that need by seeking out a TimHortons coffee location that sells an extra-large double/double (an especially large cup of coffee). Whichterm best describes Jacquie's preferred method of obtaining caffeine?
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5.Wants are defined as discretionary items on the "would like to have" level. Which situation below wouldbe considered a want (as opposed to a need)?A. Jake needs/wants food.B. Jake needs/wants water.C. Jake needs/wants transportation.D. Jake needs/wants a Dodge pickup truck.E. None of these answers would be considered a want.
6.Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:
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