Exam 3: The Psychology of Selling: Why People Buy

The main benefit of using the FAB Sequence during a sales presentation is to help the salesperson remember to:

The trial close should be used after the salesperson finishes listing all of the selling points in the sales presentation.

In a limited decision making situation, buyers are already in the habit of buying a specific product or brand.

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

A U.S. manufacturer of generators has just broken ground for a new plant in Australia. This is the company's first international expansion effort, and its owners want to lease another corporate jet temporarily so they can periodically fly to Australia to oversee the building progress and help in the hiring process. The new plant would have required ________ decision making and the leasing of the jet would more than likely have required ________ decision making.

A mother of six school-aged children buying two gallons of milk on the way home from work would most likely be making a(n) ________ buying decision.

In which step of the consumer buying decision process does a person decide what to buy?

Which of the following is an example of a personal force that could influence consumers' buying behaviors?

In the stimulus-response model of consumer behavior, information about why consumers do or do not buy is hidden in the black box.

Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available.

When providing a buyer with information about a product, which of the following questions is LEAST relevant for the salesperson to consider?

What is the first stage in the consumer buying decision process?

When a salesperson says, "This glue will form a stronger bond than any other glue on the market," he is stating a product benefit.

The ________ checks the attitude of your prospect toward the sales presentation.

What is a true statement about the stimulus-response model?

The salesperson asks the prospect to buy during the trial close.

Which of the following factors about a prospective customer is LEAST relevant to a salesperson?

Which of the following statements about the trial close is incorrect?

During a sales presentation, it can be most effective when asking for an order to:

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for the Princess cruise line. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. Joseph Harris is the company's best salesperson. Harris is making a sales call on the manager of a theater that is planning to perform three plays this season that include complicated lifting, flying, and a working trapdoor. The manager is aware of the time, labor, and monetary costs involved in staging these productions and wishes there was an easier way to produce the three plays. Buyer's remorse would most likely occur if: