Buying Motives

When customers make purchases, they are actually buying the ___ that products offer.

The reasons that cause people to purchase products are called

When people make purchases on the basis of reason or logic, they are using ___ buying motives

When customers buy on the basis of their feelings or impulses, they are using ____ buying motives

Customers purchase from one business rather than another because of ______ buying motives.

The concern for a product's durability can best be described as a(an) ____buying motive.

Which of the following buying motives could best be described as emotional:

Which of the following is a patronage buying motive

A prospect who wants to buy tickets for a white-water rafting trip to experience the adventure of the rapids has _____ buying motives

Which of the following has the greatest influence on a customer's buying decision:

Why do salespeople attempt to determine prospect buying motives?

By observing prospects' facial expressions you can learn

The salesperson who is trying to determine customers' buying motives should

Which of the following would indicate to customers that the salesperson wants to listen:

A statement such as "I understand why you feel that way" is a typical example of which of the following techniques:

The initial questions asked of a prospect should be based on the common buying motives for the good or service because prospects

How do customers benefit from the effective use of buying motives in selling?

Which of the following is a way that the effective use of buying motives benefits the business: