A4 - True False Questions 1 Needs and wants are the motivational forces behind human behavior Answer True Learning Objective 04-06 Topic Psychological

A4 - True False Questions 1 Needs and wants are the...

This preview shows page 1 - 4 out of 28 pages.

True / False Questions1. Needs and wants are the motivational forces behind human behavior. Learning Objective: 04-06Topic: Psychological Influences on BuyingBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: Human beings are motivated by needs and wants. These needs and wants build up internally, which causes people to desire to buy a product. People’s needs result from a lack of something desirable. Wants are needs learned by the person.2. Economic needs refer to the buyer's need to purchase the least expensive product available. Answer: False Learning Objective: 04-06Topic: Psychological Influences on BuyingBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: Economic needs are the buyer’s need to purchase the most satisfying product for the money. Economic needs include price, quality (performance, dependability, durability), convenience of buying, and service.3. People with strong economic needs will consider only price in a purchase situation. Learning Objective: 04-06
Background image
Topic: Psychological Influences on BuyingBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: RememberExplanation: Economic needs are the buyer’s need to purchase the most satisfying product for the money. Economic needs include price, quality (performance, dependability, durability), convenience of buying, and service.4. A Golden Rule Salesperson is helpful and honest with customers unless that means losing sales.Answer: False Learning Objective: 04-06Topic: The Golden Rule: BenefitsBlooms: Remember AACSB: EthicsLevel of Difficulty: Easy Explanation: The Golden Rule of Sales places customers before personal gain at all times. Customers want to trust salespeople, and being ethical can build strong customer relationships.5. In the stimulus-response model of consumer behavior, information about why consumers do or do notbuy is hidden in the black box. Answer: True Learning Objective: 04-06Topic: Why People Buy—The Black Box ApproachBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The stimulus-response model assumes that prospects respond in a predictable way to a sales presentation. However, the buyer’s decision-making process is unknown and referred to as the black box.
Background image
6. A product benefit is the performance characteristic of a product that describes how it can be used or how it will help the buyer. Learning Objective: 04-01Topic: A FABulous Approach to Buyer Need SatisfactionBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: A product advantage is the performance characteristic of a product that describes how it can be used or will help the buyer. A product benefit is a favorable result the buyer receives from the product because of a particular advantage that has the ability to satisfy a buyer’s need.
Background image
Image of page 4

You've reached the end of your free preview.

Want to read all 28 pages?

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture