Your primary purpose is to help the person what is

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satisfy their need(s). Your primary purpose is to help the person. What is the meaning of Elmer Wheeler’s statement, “Sell the sizzle, not the steak”? A.People buy for unknown emotional reasons. B. Most purchases are made habitually. People buy for economic benefit. Direct marketing is ineffective. E. Features outweigh advantages. Answer: a Learning Objective: 03-05 Topic: How to Determine Important Buying Needs—A Key to Success Blooms: Understand AACSB: Level of Difficulty: Medium
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Explanation: Wheeler is saying that people buy for reasons other than what the product will actually do or its price. They have both practical (rational) and psychological (emotional) reasons for buying. The L-O-C-A-T-E acronym is best described as a: A. way to find prospects. B. model of the buying process. C. tool for organizing a sales presentation. D. method for remembering to ask the prospect questions. E.combination of techniques to determine consumer needs. Answer: e Learning Objective: 03-05 Topic: How to Determine Important Buying Needs—A Key to Success Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Several methods are frequently used to uncover important consumer needs. These methods create the acronym L-O-C-A-T-E and include asking questions and listening.
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The “E” in the L-O-C-A-T-E acronym reminds a salesperson to: A. ask the prospect open-ended questions. make careful observations of the prospect. C. ask others about the prospect’s needs. D. consider the prospect’s point of view. E.listen carefully to the prospect’s remarks. Answer: d Learning Objective: 03-05 Topic: How to Determine Important Buying Needs—A Key to Success Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: The “E” in L-O-C-A-T-E refers to empathizing with the customer and considering the customer’s point of view. Other methods to use include asking questions and making observations. The “A” in the L-O-C-A-T-E acronym reminds a salesperson to: A. answer questions quickly.
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B. achieve a long-term goal. C.ask the prospect questions. D. analyze the prospect’s needs. E. accomplish sales goals. Answer: c Learning Objective: 03-05 Topic: How to Determine Important Buying Needs—A Key to Success Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: The “A” in the acronym refers to asking questions to bring out the needs of the prospect. Sometimes people do not know their own needs until they are probed with questions. The underlying component of a successful sales presentation is: A. differentiating between wants and needs. B. utilizing statistical information as support. C.identifying important product advantages. D. explaining product features clearly. E. determining the customer’s needs. Answer: e
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Learning Objective: 03-05 Topic: How to Determine Important Buying Needs—A Key to Success Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Selling is primarily about determining needs and skillfully relating your product’s benefits to show how its purchase will fulfill customers’ needs.
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