Reference no: EM133018154

1. What three types of buying situations may the buyer be in when contacted by a salesperson? Briefly describe each type.

2. What are the psychological factors that may influence the prospect's buying decision?

3. While you do not have to be a psychologist or understand exactly how the buyer's mind works, you do need to uncover the buyer's motives.

a. What techniques can be used to uncover the buyer's motives?

b. The prospect's intention to buy can be influenced by several things. What information does the salesperson need to obtain concerning the prospect's buying intentions before developing a sales presentation?

4. In the following statements, write down each idea that is a benefit:

a. Counselor talking to a student: "To improve your science grade, Susie, you must establish better study habits."

b. Construction supervisor talking to a worker: "That job will be a great deal easier, Joe, and you won't be as tired when you go home nights if you use that little truck over there."

c. Father talking to his son: "You will make a lot of friends, Johnny, and be respected at school if you learn how to play the piano."

d. Banker talking to customer: "If you open this special checking account, Ms. Brown, paying your bills will be much easier.